April 8, 2020
Need More Customers? Let Me Show You How

Need More Customers? Let Me Show You How

– Do you need more
customers for your business? Well, who doesn’t? But I don’t think you
just want more customers. You want the right kind of customers. So how do you get more customers? One of the mistakes I see business owners and entrepreneurs make all the time is they only sell to the people at the very top of the buyer pyramid. Now you may be thinking, Dan, what is the buyer pyramid? It’s very, very simple. I want you to think about a triangle, and I want you to kind of make a few lines within the triangle. I want you to think
about the top, very top of the pyramid, the top 3%. At any given time, only
3% of the marketplace who you’re selling to
is interested and ready to buy what you have to offer. Only the top 3%. And most sales people, entrepreneurs, they always only talking to the top 3%. Anything that’s not within the 3%, they’re not ready to buy right
now, they just ignore them. The problem is, you are
completely ignoring the other 97%. Now, besides the 3%,
let’s talk about the 7%. They are your ideal customers and clients. They are capable of buying,
they are open and interested. They just maybe need you to
answer some of the questions. They’re kind of on the
fence, right, the 7%. And some business owners,
they do try to communicate and market and talk to their 7%, but let’s talk about below that. The other 30%. So you have the top 10%. The 30% below it, this is
the ones, the warm market. These people, they are like,
I’m kind of interested. I could be convinced, I
could be persuaded, right? I might have a need,
maybe, maybe not right now. But they could be persuaded
if you do the right thing. So that’s the 30%. Then, below that, you have the other 30% which they don’t even
think they are interested. They’re not even thinking about it. They just don’t know. They don’t even know why they
need what you have to offer. Then you have the bottom
30%, which is there’s no way in hell they’re going to buy from you. These are the people, it
doesn’t matter what you do, they don’t like you, they don’t trust you, they don’t need what you sell. If you are selling a steak, these are the vegetarians, right. They don’t want to buy what you sell. So, let me give you an example. Let’s say you are selling real estate. Let’s say you’re a realtor. At an given time in the
market place out there, maybe only 3% of people are
looking to buy a new home. Maybe they are moving into the new city, right, or maybe their
kids need to go to school. They want to move to a
better school network. They are looking to buy a home. At any given time, 3% of the marketplace. And then you have the 7% that’s like, You know what, we’re thinking of moving. We’re kind of looking, right? The open houses, they’re checking it out, but they don’t have to move right now. They might move maybe
a few months from now, but they’re considering. They’re open, they’re interested. Then you have the 30 percent. They’re like, I’m not really
thinking about moving. We are okay. But if someone comes along
and makes a good offer at the house that they have right now, at a much higher price, they say, okay, I will sell and then I will move. That’s the 30%. And then, you have then the
30% where, no, I’m not moving. I’m happy with where I am at right now. Maybe, possibility maybe
three years from now, five years from now. Then you have the bottom 30%. It’s just like, no, this is
my home, I am not moving. I’m gonna die in this house, right. That’s not your target market. So, I want you to think about
in your marketing message, the way that you do your marketing, who are you talking to? If you are only talking to the top 3%, which is what most people do, you are leaving a big
chunk of the marketplace. You’re not talking to them. You’re only talking to the very, very top that are ready to buy
right now, which is nice. But you have to understand, that’s a very, very small
percentage of the marketplace. So what could you do to get and to capture more market share out of this equation? I don’t want to talk to only the top 3% or even the top 10%. I want to talk to all 70%. So what do we do? The easiest way is this, let me give you a very simple example. What I have in front of
me is a box of moon cake. Now the Moon Cake Festival is coming up. You may be thinking, what
the hell is a moon cake? What is it, it’s a Chinese tradition? Well, it’s a cake, and the best way for me to convince you is not telling you. Let me tell you how great the
moon cake is, it is great. It’s hundreds and hundreds and
hundreds of year traditional. I used to eat this when I was growing up. It tasted so good and it’s so delicious. It’s kind of like a dessert,
but not quite a dessert. Let me tell you about the story, about the Moon Cake Festival. You’re like, I don’t give a crap. Or, I could just say, hey, you know what? Why don’t I cut it up and
just give you a little piece? Taste it, that’s the best way. So instead of talking
to you, like the top 3%, let me tell you why this brand
of moon cake is the best, right, or the top 7%. Now, I’m talking to the 30% that you’re not even
thinking about a moon cake. What is a moon cake? Does it taste good? Do I even like it? Why do I want to eat it? The easiest way for me
to convince the rest of the percentage is to give you a sample, to give you a taste. If you’re selling a service,
if you’re selling intangible, the best way for me to convince the 30%, maybe not to do business right now, but maybe it could be one year from now, two years from now, it doesn’t matter, is to give you a taste of what I have. Then I don’t need to convince you. You taste it. Oh, hey, you know what,
this is pretty good. Maybe I’ll buy a box,
maybe not a box this year, maybe a box next year. That’s okay. It doesn’t even matter. That’s the best way
for me to convince you. Instead of convincing you,
just give you a sample, give you a taste. So you’ve got to think about in your business, how can
you add value in advance? How can you let your customers or potential prospects
experience what you have, what you can do, how you can solve their
problems in advance? Part of the reason why
I have so many students in my high ticket closers
program is I teach some of my sales techniques,
you’ve seen some of it, closing techniques, to YouTube. They get a taste of, okay,
this is what Dan does. This is how he closes sales. That’s very different. That’s very interesting. I’m giving them a sample. I’m giving them a piece of that moon cake and now they say, you know
what, give me the whole box. So comment below and tell
me how you’re gonna apply this strategy in your business.

100 thoughts on “Need More Customers? Let Me Show You How

  1. Have an idea that you want me to make
    a video about? Want to ask me a question
    about business, life, or success?

    Comment below. I will consider making
    a video.

  2. Hemm..i work in hospitality comapany as a waiter and today i couldnt sell the cakes toe them coz i didnt knew how.Now sure the morning will be kaffee and cackes…How? Give them teast of each of them by free, am sure they will buy it thank You Dan Lok.just the right way needed for me

  3. Im selling fried banana, i think I'm giving out my free samples in front of my store. But, you know if you serve fried foods, they get colder and not taste good anymore than when i just take it out from the frier..

  4. Dan I wanted to ask if you have a video that shows how to apply a raise to actual customers without the fear of loosing their business? And also what is the right fair porcentage? Talking about customers that for 2/3 years had not experienced a price increase. Thanks for your help. Best regards.

  5. I'm just starting to get into sales for a non destructive- excavating company. Thanks for all the little advice and tips, starting to hit the pavement this week and talk to potential clients. Hope I can make something happen!

  6. I have a food stand near a big parking lot i am going to let some promo girls give away samples to the people so they can taste what we are selling

  7. i always wanted you to sell me something and goddamnit you have being all this whole time hehehe you are good

  8. Basically your taking a loss because you bought the cake and giving it away but,gain if the customer my a box right?

  9. I'm starting an online class. And turn out is really low. I'm going to put into practice what I've learnt right here and come back with feedback.

  10. Dan sifu, please tell me how to find business opportunities. How do you find friends who can inspire you? How can you be friends with those with rich mentality? Thank you

  11. Hey Dan thanks for sharing the knowledge i appreciate it i'm learning a lot from your videos and your videos are so helpful to me and could you please give me the solution for how do i get client's for my company , and we are the service provider and My company profile is we provide services for Private and corporate Travellers please help me on this how to get client's for the service company .

  12. My wife and I started a skincare business, it’s an over saturated market but her products really stand out. Unfortunately folks won’t know until they actually try them. It’s almost impossible to sell online. We’ve been discussing free samples and this video really gave me the push to work out the details where we won’t go broke giving away product. Thanks for the insight and free sample of what you have to offer.

  13. Magnificent video, in these few minutes of listening and watching this video, giving a sample is something I always felt I should do when prospecting for customers or team members.

    As a hair stylist, all of my cold market clients came to me because, I gave them something valuable that gave them results they wanted and loved, but they were always expecting a bargain after that.

    Now as a beauty marketer/vlogger newbie, I hear people in the industry saying create curiosity, never mention the product or company, the other half believes in plastering the walls with the company's name and product samples to attract people.

    I cannot go forward and I feel stuck. How do I attract the right people who wants the products and do not mind paying for what they need and want?

  14. M.r Dan. This is perfect to me. Am a maid i love singing n writing stories, drama, songs now, wat am gonna do now to kip up playing my drama, to every one. Say yes m.r Dan. For me to start it.u my teacher please 🙏

  15. Hay let me clean this front window for you
    Smell that?
    Smells like gardenia right🌸
    Here is my card
    I work in the area
    We can add your office no problem
    No contract😀

  16. suppose you cut up the moon cake give the customer a taste and he dose not like it and he dose not buy the whole cake then you are left with a cake that you cannot sell smart lol🤣

  17. Hello Dan big fan of your videos it has really inspired me to change my life. I have a question to you in this video you talk about finding a way to keep yourself in the mind of the customer with your products but what about the companies that do not sale products that are so easilly sold on like furniture?

  18. How do you double your money if your 18-19 if you make $1,200 a month (300 a week)? How do you generate cash flow? I'm thinking of doing something crazy for my 19th birthday this year or my 20th birthday next year, I'm thinking of getting an investment house as I still live with my mother and not planning to move out any time soon. I started reading Rich Dad poor Dad by David and now I track where my money is going for example out of my pay I used $50 for uber (one month) and $50 for hanging out with my friends (=$100 for self). I plan to start putting money aside for a rainy day ($100-150 a week) while saving the rest of money for investment into the future. OR should I investing in myself… Focus on a goal, yearly goal, then break it into monthly goal, then daily goals for example investing in high income skills, skills which generate high income and study accounting to get an idea of how business works before getting into real estate. I'm also thinking about studying marketing, economics, shares, real estates, high return investments, online businesses etc I didn't know where to start. I want to have multiple streams of income by 23-25. Right now I'm learning about Asset and Liability

  19. I provide free samples to my clients to try at home , I also ask if they have a preferred fragrance category. If so, I send them scent samples from that category. As always great video, thank you so much for sharing.

  20. Очень классные костюмы , я бы не отказался от одного из них

  21. Dan! You’re a genius! This is exactly why I binge on your content! Thank you so much! BTW, I love mooncakes! ❤️👍👏👏👏😃

  22. Wow !I love your idea , I will try to make my sell go better , thanks for the advice

  23. How does this example fit with content writing business? We can't go around asking people if they want free samples done by us?

  24. I was manager at a language school in Mexico and went through all the positions. Now I give classes on my own and have small contracts with a few companies and clients. I'm not doing so bad because I feel I close sells quite well but I feel I'm not getting enough attractions to bring in more insterested prospects. I saw this and it gave me the idea to do free placement exams as a catch. Any other good ideas you could share Dan or anyone else?

  25. You started with a real state and ended up with a moon cake so should i give them a piece of the real state too

  26. If I can translate this in sentence form on my main site, I could possibly get people to get more buyers to my site.

  27. I made similar video how to get your first client for digital marketing business, but Dan did a great job and explained in easy understandable way how you can increase your client base. Thank you so much.

  28. So, I will consider, how I can provide results for people for free, and build my network of potential customers.
    If is so much about patience, Thsnk you, Dan for remind, that you don't need to sell right now, you can work for sales in few month, years.

  29. giving an example of a realtor, and then skipping to some childhish example, that one was an awesome trick.
    Why don't you go back and tell us about the estates? What's the next step?
    Hey, you're not interested in moving? Ok no worries, let me gift a 2 bedroom apartment to you. You don't wanna buy it now, i know that, but simply have it as a gift.
    Nice example!
    Waiting for some realtor to approach me like that xD

  30. This gives me a few ideas on how I can better access the part of the market that I am missing. Great advice.

  31. Yup this is product that the consumer can see and touch directly, how to close the Product they even don't see or touch but they need to pay long term, example INSURANCE

  32. If you are wedding photographer. How would you give "a sample of a cake" to convince them to book you for their wedding? Some of your advices are good! But some can't be used for everything.. 😰

  33. with my business, big fish decided to take small bites, now i wanna get big bites from small fishes i need help.

  34. Great common sense techniques and understanding from a customer perspective. Courtesy, service, value. I subscribed.

  35. 101 on drugdealing lol, good point though, thats why I work for 70% less than others the first time I give a new customer service, so they can taste the quality

  36. Your analogy makes sense Dan. Short and long term strategy in sales has been my tactic, as I move into Digital Marketing I feel that niche sectors by localization is a great way to apply your suggestion from this video. Thank you for sharing.

  37. before I invest time in a meeting I make sure that he's the type of customer I want. I don't want to waste my time with losers. I only make deals with high quality people.

  38. Dear Dan,

    Im planning to start up my tour business and I found your video helpful. Im going to use the strategy to teach on this video on my business this way. To grab the business from a potential corp orates or clients i will give a familiarization trip free of cost for the key persons from that company (ex Manager or public relation person)/ I believe this strategy will help me in future to get more business from the potential company.

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