Neo Cantomayor explains how to move prospects through temperature stages (ice cold to hot) using the know-like-trust principle. Marketing to existing clients is most efficient because those relationships already satisfy all three criteria.
So what you have to do in order to make your sales work, your whole process work so that people will buy from you, is you have to move them from ice cold to warm to lukewarm to hot. Remember, everybody buys from somebody that they know, like, and trust. By the way, it's one of the reasons why marketing to your existing list of clients and patients is the easiest way for you to massively grow your practice.
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