Business Systems and Processes.

The Systems Thinker Blog

One in Ten Are Ready to Buy from You—Do You Know Who They Are?

It is a brutal fact of business life that most people don’t want to buy your product or service, at least not right now. However, don’t be discouraged. This knowledge could be used to improve the odds of your success. Let’s take a look.

Is Knowledge Power?

Marketing guru Chet Holmes declared, “Twenty years of research has shown me that there is always a very small percentage of folks ‘buying now’—three percent.”

To an audience of twelve hundred executives, Chet asked, “How many are in the market to buy a car right now?” Roughly, thirty people raised their hands. “How about office equipment?” Thirty different hands went up. “Home improvements?” Again, about thirty hands. Approximately three percent of potential buyers at any given time are ready to buy. “That percentage drives all commerce.”

Chet’s research also showed that 7% of the population are open to the idea of buying because they are dissatisfied with their current item or provider and are not opposed to considering a change. Of the ninety-percent that are left, approximately one-third are not thinking about the product or service, though not opposed or against. Another third don’t think they would be interested. The last third know they are definitely not interested because they are happy with what they have or don’t need the product at all (see The Ultimate Sales Machine, 62-63).

These facts are interesting—but of little value—unless you incorporate this knowledge into a working business system. 

Knowledge Plus Action Equals Power

 The Application of Knowledge

A few years ago, I created a lead-generation system for my accounting practice. I wanted to find those one-in-ten companies (3%+7%) that might be in the market for my services. First, I acquired a list of several thousand businesses in my community. I wrote a telemarketing script and had a person make phone calls for two hours Monday through Friday.

The telemarketer asked the business owner or a receptionist/secretary this question: “HAVE YOU THOUGHT ABOUT CHANGING ACCOUNTANTS? The caller sought a yes or no answer and noted the level of interest from strongest to weakest. We recorded their response as follows:

Y3 – Yes, definitely thinking about it
Y2 – Yes, somewhat thinking about it
Y1 – Yes, secretary thinking about it
N3 – No, but should think about it
N2 – No, but might want to think about it
N1 – Not interested

Based upon the response, we developed a follow-up script to pursue the 10% hot leads and quickly passed over the low-interest responses. However, we also knew that in our industry there is often a growing dissatisfaction with accountants (especially those that lack good business systems). A company that isn’t thinking about changing accountants today may be at a higher level of interest in six months or a year.

This gold-mining system paid off. About three percent of prospects were anxious to meet with us immediately, and an additional seven percent wanted to know more. By the way, don’t underestimate what the secretary thinks. Many have influence and will help you get an audience with the decision-maker.

The Secret Component of the System

Our question, “HAVE YOU THOUGHT ABOUT CHANGING ACCOUNTANTS,” worked because it is low-key, non-threatening, and gets to the point quickly.  You may want to try it in your business. For example:

Have you thought about outsourcing your computer services?
Have you thought about getting a new copy machine?
Have you thought about installing new countertops?
Have you thought about improving SEO for your website?

A great question like this is also effective with up-selling or cross-selling. “Have you thought about adding a humidifier to your new heating unit?” “Have you thought about the advantages of upgrading to granite countertops?

This system worked for me. Some variation of it might work for you. By the way, “Have you thought about creating better business systems and processes?”

*****Special Alert: My Retirement is Your Gain*****

To give back to the entrepreneurial community, I HAVE DECIDED TO GIVE AWAY MY VALUABLE SYSTEMS-BUILDING SOFTWARE, ecOURSE, AND OTHER INFORMATION ABSOLUTELY FREE. By filling out the form on this page, you will go directly to a download page. This is not hype. There is no catch. You will receive a software product and a “college equivalent” eCourse on how to develop effective business systems and processes. Customers have been paying for this software and eCourse for fourteen years (see What Cutomers Are Saying).

I will show you how to eliminate business frustrations and make more money by creating remarkable systems and processes that boost customer loyalty, profitability and growth. The application of these strategies has proven to be of great worth for owners of many small and mid-size businesses. Put me to the test!

You will learn the following, and much more:

  • How to become a Systems Thinker and raise your business I.Q. by 80 points—OVERNIGHT.
  • What six elements are found in every great business system.
  • How you can remove waste and inefficiency, and build a results-driven organization.
  • Why good systems and processes are the essential ingredient to start, grow, fix or franchise (replicate) your business.

You have nothing to lose and everything to gain. I will not be trying to sell you because you are getting everything for FREE, much more than I have described here. I won’t be contacting you; however, you can contact me for help with the software or your business at any time. Please browse around my website. If you have any questions, email me, Ron Carroll, at

I hope you enjoy and benefit from this FREE offer. It was a labor of love for me to develop. Becoming a Systems Thinker and using the Box Theory™ methodology will be one of the best decisions you have ever made.

I’ll be cheering you on from my quiet fishing hole in the mountains of Utah.

I want to learn how to create remarkable business systems …

Just Retired
Gone Fishing
Your Lucky Day

It's time for me to focus on other things. Many hours and dollars have gone into my software and written materials over the last fourteen years. Now it's time to give back. This is not a gimmick. There is nothing to buy. I give it all to you for free. If you use the software and apply the principles, you can create a remarkable company. See Below. Have fun!

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Michael Gerber, "E-Myth"

Michael Gerber

"Organize around business functions, not people. Build systems within each business function. Let systems run the business and people run the systems. People come and go but the systems remain constant."

W. Edwards Deming, Total Quality Management

W. Edwards Deming

"If you can't describe what you are doing as a process, you don't know what you're doing. . . . 94% of all failure is a result of the system, not people."