Authority is built by being consumed, not announced. Referral specialist Michael Griffiths says a buyer may need up to 20 touch points and 14 hours of your material before they are confident enough to commit.
Michael has built seven businesses and sold six, and ran the number one referral marketing podcast on iTunes for five years straight. In this episode he and Chris Schwager work through why 95% of leads are not ready to buy when they arrive, why "just checking in" never moves a stalled deal, and why the decision to hire you is a feeling that your prospect justifies with logic afterwards.
The practical half is what it takes to become the obvious choice in a market this noisy, and why video delivers those hours faster than anything else you can make. Plus the follow-up habit that quietly costs deals, and what to send instead.
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