Do You Know What You Don’t Know?
Knowledge is defined as the fact or condition of knowing something with familiarity gained through experience or association; acquaintance with or understanding of a science, art, or technique; the fact or condition of being aware of something; the range of one’s information or understanding.
Anytime I am having trouble getting what I want in my life, career, money or relationships I look at what it is that I do NOT know. There are two categories of things I don’t know:
1) The things I know I don’t know
2) The things I don’t know I don’t know
What you want to do is move things from the orange category to the blue category. Once it is in the blue category, you can do something about it. An example of the blue would be a salesperson who can’t close many deals and knows that he doesn’t know how to close deals very well. At least he can take action and do something about it. The orange is where he is ignorant of the fact that he isn’t closing as much as he could be but doesn’t realize yet this is a problem.
What I want to do is give you two things you may not have known you didn’t know.
1. Speed is Power — You may know about the need for speed, but you don’t know you don’t know how much speed you need. Following up with a customer within 60 seconds increases conversions by almost 500%. How would you like to convert leads 40x more than anyone else? There is a 40% higher conversion rate when you text during a sales call. I’ve said this for years to organizations. Text during the call. Show them their options. Leads that are sent 3 or more text messages after the initial contact are 328% more likely to convert.
2. Persistence Pays — 80% of sales are made between the 5th and the 12th contact. Following up is the problem you don’t know you don’t know. 48% of sales people make no follow-up attempt on a prospect. 25% make 2 attempts and quit. 12% of all sales people make 3 contacts. 2% of sales are made on the first contact. 3% of all sales are made after 2 contacts. 5% of sales are made after the third contact. Only 10% of all sales are made after the fourth contact. 80% of all sales are made between the fifth and the twelfth contact.
In life, when you get no’s it’s because you don’t know. If you don’t even know you don’t know — that’s an even bigger problem. I’m your Uncle G dropping golden nuggets of wisdom for you today. Get on Cardone University today so you can learn what you don’t know.