People buy from those they know, like, and trust. The framework moves prospects through stages from ice cold to hot, but the real growth comes from marketing to your existing clients or patients, where trust already exists.
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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