Phone a customer

Hack Your Brain and Increase Revenue Part 3

Randal Wark Uncategorized Leave a Comment

The beginning of each day at this point is spent building yourself up. You are gaining valuable knowledge and journaling your ideas and creating daily priorities. Let us now inject a very simple hack, but one that has a great amount of power.

You are now at the office, you might give direction to your troops and coordinate some activities. Early into your day, I want you to pick up the phone and call one of your current clients. You can print out a list of all your clients and randomly pick one per day, or find your 20% (remember the 80/20 rule….20% of your customers will provide you with 80% of your revenue) and concentrate on them first.

What do you talk about? The beauty of this exercise is that you don’t need a script. You don’t need to have a product special to talk about. You are not pushing a new service…you are simply calling and asking them how things are going with their business.

TIP: Search the web for an interesting article about their field of business and refer to it. “I was reading an article this morning about the financial industry and I thought of you. Are you being affected by <topic>?”

Let’s turn the tables and imagine the effect of one of your suppliers calling you simply to see how you are doing, with no sales agenda. Now answer these questions:

  • If an opportunity arose, would I give that supplier priority?
  • Does this supplier see me as an individual rather then a client?
  • Do they care about my success?

Most likely, the answers would be very positive. That simple 5-minute hack will change the dynamics of the relationship from vendor/client to advisor/peer.

Try it for a week and let me know how it affected your business.

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