The third function in your client development process is . . . CULTIVATING.
People Have The Attention Span of a Gnat
You know it’s true. We are being deluged with 3,000 – 5,000 messages bombarding us on a daily basis. It’s daunting! And, it’s so easy to simply tune out anything and anyone who does not present us with an immediate need for a response or an opportunity for possible gain.
Even Your Ideal Prospect Probably Isn’t Ready To Buy . . . Today
Regardless of how you come into contact with someone who satisfies the ‘Ideal Client’ profile for your services, there’s a very good chance that they will not have an ‘immediate need’ for your services.
You buy groceries weekly, you get a dental cleaning every 6 months, and you look at buying or leasing a new car every 3 – 5 years. 
In between those periodic ‘high need’ moments, you’re still a qualified prospect but you’re not a ‘HOT’ prospect, are you?
And THAT . . . is why you want to Keep-In-Touch to Stay-In-Mind with people who, sooner or later, WILL be buying what you’re selling.
Cultivation Makes You More Competitive
Maintaining contact with your prospects — especially when they’re in the early or middle stage of their buying-cycle — builds awareness of you and preference for your brand . . . so when they are ready to do business or refer someone who is, you’ll have a competitive edge!
KEY POINT:
If you’re not cultivating relationships with people who can buy and/or refer you to others who can . . . you’re missing out. Big time!
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