Skip to main content

Two simple ratios for you to track

By Andrew Neitlich

Blogs

Share:

Free JavaScript Book!

Write powerful, clean and maintainable JavaScript.

RRP $11.95

Here are two simple ratios for you to track when you market and sell your services:

1. The You/I ratio. Be sure that you say “you” 2-3 X more than you say “I/we” in your marketing materials. That way, you are focusing on your prospects’ needs.

2. The question/statement ratio. When speaking with prospects, especially in the early stages, be sure that 75% of what comes out of your mouth is an open question (not yes/no but open) and 25% is a statement. That way, you are learning about what your prospect values and not trying to read his or her mind.

Related Articles

New books out now!

Learn the basics of programming with the web's most popular language - JavaScript


A practical guide to leading radical innovation and growth.

Integromat Tower Ad