The 100 People that Matter

In his acclaimed book The Ultimate Sales Machine author Chet Holmes outlines a concept called the Dream 100.

The premise is devilishly simple. Once you know exactly who your best potential customer would be (your “Ideal Client Profile”), create a list of the 100 companies/people that most perfectly fit that description.

Use the internet to find their email, mailing address, and social media accounts. Establish a weekly cadence of engaging with these 100 prospects across these varying mediums of communication. Repeat until you’re consistently having sales calls with them.

It’s humbling to consider how little time and money it would take for you to execute this strategy.

How long would it take to write 25 emails, 25 handwritten notes, make 25 phone calls and engage on 25 social media accounts?

Two hours?

Yet, most founders and salespeople will fall short of their sales goals this year.

Most of the work is simple. It’s just hard to muster the discipline to execute on.

Separate yourself: do the simple stuff. 

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