Posted by Scott Bywater in Business Development, marketing, Sales, Strategy Sep 15th, 2018

Hunting elephants, clients who can be worth a six figure sum… what’s the best way to do it?

Well, there’s this book called “They Ask, You Answer” by Marcus Sheridan…

And in that book, what they discovered was even though the average closing rate in that industry was 10%…

If they had read or absorbed at least 30 or more pieces of content…

It jumped up to 80%.

This is how you build leveraged trust.

For instance, I spoke with a new inquiry the other day and he told me he’d been on my list for about seven years and read 90% of my emails.

So by the time we spoke, we had real trust developed.

And that’s the sort of persistence and follow through you need to have when you’re hunting elephants.

You also want to get very, very clear on your list.

Who do you want to be targeting?

It might be a hundred people, it might be 200 people, it might be more.

Then ask yourself…

“What does this person need to believe in order to buy from me?”

Then seek to instill those beliefs via email, via direct mail, via social media.

Win the trust of the elephant.

Prove you are the best one to solve his problem.

And you won’t need to hunt him down.

He’ll walk over to you and cuddle you with his trunk.

Need help achieving this?

(follow me at

Scott Bywater

Scott Bywater

Direct Response Copywriter at Copywriting That Sells
Do you want to learn the easiest way to get more customers fast? I have just completed my brand new guide "7 Ways to Get More Customers" which includes a swag of "Advertising Cheat Sheets" for getting results fast. Everything is outlined so it's as easy as 1, 2... 3. Download it for free by visiting
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