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I had been having four cups of coffee a week with potential clients and acquiring about one out of four. The back-of-the-napkin data I was keeping showed my conversion rate from “Buying Conversation” to signing a new client was 27.59%.
Then “it” happened. For almost two months, nobody bought anything – it was a business development desert out there. I learned later I had contracted a bad case of what I like to call “Commission Breath” (yeah, it should be capitalized – it’s an official selling disease). I had unconsciously moved to a place where I was more intent on separating
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