Increase sales with communication frequency.

You don't communicate with your clients often enough.  That's why you don't sell as much as you should.  This episode of The 60 Second Sales Show outlines a way you can boost sales, immediately, by increasing your frequency of communication.

Here is the transcript of this episode.

Hey they're workplace warriors. Welcome to another edition of the sixty second sales show. I am Dave Lorenzo and I'm your host. Today we're talking about the most important relationships in your life. That's right. We're talking about relationships you develop that can lead to long term business but our frame of reference for developing these relationships and the entire foundation that the sixty second sales process is built upon is a foundation of deep long lasting relationships that can be built through an external orientation. Through your focus on the person with whom you're doing business. I'd like you to picture for a moment the most important relationship in your life. Think of that significant other, that spouse, that partner, your life partner. The person that you count on the most, the person that you spend the most time with. I want you to think about that relationship and think about how frequently you communicate with that person and now think about whether your relationship would be better with more communication or worse with more frequent communication.

In the back of your mind and maybe you've heard me say this before. In the back of your mind you may be kind of chuckling and saying honestly maybe my relationship would be better if we didn't see each other, if we didn't speak that often and frankly if your relationship would be better off if you didn't speak that often or if you didn't communicate that frequently, I'll tell you then maybe you need deeper counseling that I'm going to be able to give you here on the sixty second sales show. Seriously frequency of communication is the cornerstone of building a foundation of trust and that's what relationship based sales is all about. When we talk about selling something to someone it starts with a relationship. It starts with them and you having some sort of rapport. It starts with you both acting from a position of mutual interest not just self-interest. The entire sixty second sales process is built around you and the person with whom you are working connecting in that first sixty seconds and realizing that there is a foundation of a relationship here.

Let me take you back to a time in my career when I first realized the power of relationship development through frequent communication. I was working almost exclusively with lawyers in 2010 and I had developed a database. I had developed a list of lawyers over the two years that I was really in this business actively, 2008, 2009. I had database of lawyers and they would receive an email from me on a regular basis. They were receiving an email from me each week. It was Wednesday at noon. I still deliver that email. I now deliver it to all sorts of business leaders not just lawyers but at the time it was called The Rainmaker Minute and that email was going out once a week. It was something that I started in February of 2009 and nine and I started it in response to the need for me to develop deeper relationships with people who had met me let's say at a speaking engagement or had kind of come to know me through reading an article that I had written or maybe just stumbled upon my website.

All these folks had interacted with me one time and they wanted additional information from me so I started sending out this weekly email newsletter and I would educate people on business strategy, practice management, productivity improvement. Everything that they didn't teach lawyers in Law School I was covering in this weekly email newsletter. Around thanksgiving time in 2010 I had been doing the newsletter for almost two years....