The Best Way to Get More Customers

Download PDF
Sales techniques

Ready to get more customers?

In the middle of the Ohio, there is a small insurance agency.

The entire business is made up of little more than a dozen people and an unassuming building.

But that small business pulls in 7 million dollars per year. You could say that the owner, let’s call him Mark, knows what he’s doing.

How does he do it?

Mark runs an efficient business, of course. And he knows the industry well. But, if you ask him about success, he’ll point to one specific tactic.

Let’s say a new client comes in and buys a home insurance policy from Mark. A few days later, Mark will make a visit — not to his client’s house — but to the neighbors of his new client.

He knocks on the door and simply says,

“Hi. I’m Mark.

I write the home insurance for your neighbor, Bill. If you don’t mind, can you stick this magnet on your fridge? It has my contact information on it.

That way, if something were to happen while they are on vacation or away from the house, you can give me a call. I just want to make sure that they are taken care of.

Would that be alright?”

They say sure, and Mark heads back to the office … and that’s when the real magic starts to happen.

Most people will slap the magnet on the side of the fridge or toss it on the kitchen counter. Maybe they mention the random encounter to their spouse or maybe they forget about it all together.

But pretty soon, they look at that magnet again and think, “Wow, I wish my insurance agent took care of me like that.”

And suddenly Mark has a new client on his hands.

Mark learned the trick from a business in downtown Atlanta, where another man built a 10 million dollar company using the same sales technique. It’s simple and it works.

So what’s the lesson?

How can you use this story to get more customers? It’s quite simple actually.

Make it publicly known that you take care of your customers.

Yes, it’s true that if you’re doing great work, then people will talk about it anyway … but why wait?

Find a way to let the world know how much you care about your customers, your readers, your audience, your friends … everyone.

People will start to notice.

How a Panda shows the love

Here is an inside look at how Passive Panda spreads the love far and wide.

On Twitter:

Twitter is visible to the whole world, of course, so it’s easy to make things publicly known there.

On Passive Panda’s account, I’ll share when a reader gets a new job or makes more money thanks to what they read here.

On my personal account, almost every day I ask if there is anything I can help with or provide feedback on. Usually I hear from someone within 5 minutes. Sometimes this means editing a sales page or critiquing some web design. Other times it’s touching up a resume or polishing up a new consulting service.

Eventually the goodwill from this free Twitter consulting will be well worth the effort. Of course, I’m happy to help even if it that wasn’t the case.

Through email:

When someone chooses to become part of the Passive Panda community by signing up for the Free Newsletter on Earning More, I make sure they know exactly what they are getting.

The first email they receive always welcomes them to the community and tells them what to expect.

Thanks for joining the Passive Panda community! I’m so glad you’re here.

Passive Panda is focused on teaching you how to earn more money by spreading your message and getting other people to believe in your ideas.

Subscribers know that they will never hear useless advice that clogs their inbox. They will never be sent a tip, tactic or strategy that doesn’t actually work.

The public part comes in when subscribers forward that email to someone new (and many of them do) … and then the message spreads.

Results still matter

Simply saying these things is just part of the battle, of course.

You have to back it up with results that show how you care for your customers. (After all, Mark’s nifty magnet technique wouldn’t bring him many sales if he was a terrible insurance agent.)

I try very hard to make sure Passive Panda does that as well. That’s why I put together Freelancing 101, a free 7–part course to help you earn an extra $500 in the next 5 weeks.

The best part? It works!

Check out this email I got from a reader the other day.

One day after I read your material, I managed to start my first project. Now, a little less than a month later, I’ve earned $910, which is actually more than I earn as a part time intern at the company I work for.

—C.P.

Almost $1000 in 4 weeks — and he hasn’t even tried our products yet.

By the way, if you want to check out the course for yourself, then simply join the Free Newsletter on Earning More and you’ll have instant access to the lessons.

How can you show the love today?

I would like to challenge you to make it publicly known how much you care for your customers, your readers, your friends … whomever. And do so in the next 24 hours.

Don’t come right out and say it. Show it.

You could think up two free bonuses you can give your customers, then send out a message on Twitter or Facebook asking which one people would rather have. “I’m giving away either [thing 1] or [thing 2] to my customers. Which one would you rather have?”

You could reach out to a successful client or peer and set up a webinar, interview, or podcast. You can feature them (showing love) and cover an important topic (creating value).

Remember the strategy of handing out magnets from the beginning of this article? Perhaps you could work that into your brick–and–mortar business.

It doesn’t matter how you do it … as long as you do it.

Share your progress in the comments below. Or you can send an email to james [at] passivepanda.com and let me know about your progress. I’m always happy to chat.

###

Photo credit

17 Responses to The Best Way to Get More Customers

  1. Wow – That is an f’ing brilliant way to sell insurance…

    My Google Reader is overflowing right now, but I’m glad I didn’t miss this post. Thanks, as always, for the great advice! :)

  2. I agree with Sarah above me. Great post. Wonderful, down-to-earth information that every business should follow.

    Thanks for sharing.

    • James Clear says:

      Thanks Danielle! That’s the type of information I always try to provide on Passive Panda. I’m glad you found it useful.

  3. Nikki Davis says:

    Wow great techniques James, simple basic things that we all forget about sometimes!

  4. Arif Marwat says:

    I really like the information I have got here cause it’s so caring and so touchy to the customer that they can think they are secured and well served as well. Thank you James.

  5. Bret says:

    Nice article. Seems simple but powerful. I’ll give it a go. Thanks Bret

  6. Lindsy says:

    James, Your site is fantastic! This article is really helpful and it fits with my value system. Thank you!

  7. Lovely Chu says:

    Very very brilliant ideas to sell. You nailed it. And example of Mark’s experience you mentioned above, he puts smile in my face. It is inspiring. And an awesome strategy. Thank you for sharing.

  8. Sheila says:

    What a clever idea! Thanks, James for sharing these wonderful tips.

  9. Mark Evans says:

    That is a crazy helpful article! Has me thinking how I can implement this to help my own community. Thanks James! Who knew and insurance salesman could be brilliant! ;-)

  10. Bruce says:

    James, thank you so much for this post. The specific example you provided here was spot on.

    I also appreciate that you offered an example from a “regular business”. Since I tend to work so much on the Web, these traditional (but nevertheless highly effective) approach is not something that always comes to mind.

    P.S. Toward the end of your article, you referred to “products” here. I’m aware of the email course – are there others I should know about? Curious minds want to know!

  11. Andrea says:

    Hi, thank you for the wonderful information! I am learning a lot from your information. I’m having trouble figuring out how I can get interest in my gun course business? I don’t have products, I only teach classes. Is there any advice you can give me?

    Thanks!

  12. Thank you for this information. The way you put it immediately makes me think: ‘How can I translate this into my business?’ And you know what? I immediately know! :)

    Saskia

  13. Mike says:

    I read with interest your marketing/selling tips.

    But I am a sales rep. for a roofing company. My customers are usually one time and that’s it. How can I make application of your ideas?

  14. Lauren says:

    I’ve been wondering why my promotion efforts have been going nowhere… self centeredness! Thanks heaps for the tips, thinking cap ON. :-)

Leave a Reply