In our last blog in this series, we discussed the importance of identifying and then qualifying potential Employer Partners. But once you’ve accomplished those goals, your endeavor has just begun. Now, you must make contact with those Employers, help them to see the value of your services, and convince them to partner with you. In most cases, repeated contact is the key to success.

The Rule of Eight

Understanding the Rule of Eight can be a game-changer for your marketing strategy. This rule emphasizes that, on average, it takes about eight touchpoints before Employers recognize your value and agree to a meeting. Essentially, it underscores the importance of persistence and consistency in your outreach efforts.

It’s crucial for Therapists marketing their services to Employers to grasp the significance of this principle. Many may expect immediate results from their initial outreach, but statistics show that the majority of sales occur after multiple interactions. Keep these numbers in mind:

• Only 2 percent of sales are made on the first contact
• 3 percent occur on the second contact
• 5 percent of sales are made on the third contact
• 10 percent occur on the fourth
• A significant 80 percent of sales are made on the fifth through eighth contacts!

This data highlights the importance of follow-up and continued engagement in securing opportunities with Employers. Simply reaching out once or twice is unlikely to yield significant results. Instead, Therapists must be persistent in their efforts, consistently reaching out and providing value to potential clients.

Not following up can cost you! This is a crucial reminder as you market your services to Employers. Failing to maintain contact after an initial interaction can result in missed opportunities and lost business. By staying engaged and nurturing relationships over time, you can increase your chances of success in securing meetings and ultimately converting leads into clients.

Outcomes of success will retain current and secure additional Employer Business Partners. As a result, once you are influencing an Employer’s outcomes in a favorable way, you may rarely need to practice the Rule of Eight for securing new business partners unless you are extending into new markets. The current Employer Partners and you will be in regular communication. They will encourage you to add programs for their Employees and are very willing to introduce you, with praise of your work and results, to other Employers.

To implement the Rule of Eight, increase your visibility and build relationships. Ultimately, a carefully crafted strategy will help you secure more opportunities with prospective Employer Partners. Contact us, and we’ll share more detailed information on the KEY Method that has helped so many Therapists convert leads into Partners and transform their practices!