Click here| Retina Burn: Have your top prospects seen your name 21 times in the past 6 months? |
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Retina Burn? by Patrick Williams, The Selling Sherpa Do you ever wonder why buyers automatically call their established vendors to make a purchase despite the fact that you have a better product, better price, and better service? One factor contributing to this behaviour is something called "Retina Burn". The "Retina Burn" theory suggests buyers have to be exposed to your name at least 21 times during a six month period for you to be "Top of Mind" when they start to consider who to contact for solutions. Take a look at your prospecting history. Have your top prospects seen your name 21 times in the past 6 months? If they haven’t, what are you prepared to do about it? |
