Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Familiarity plays an important role in getting prospects to engage. The more familiar a prospect is with you, your brand, and/or your company, the more likely they will be willing to accept and return your calls, reply to your e-mails, accept a social media connection request, respond to a text message, and engage when you are prospecting in person. We're going to do a much deeper dive into the Law of Familiarity in Chapter 12.