Yesterday, we showed you the first phone conversation you should have with that new customer who just entered their credit card on the form that is secure.
For those who said “hey, you didn’t make an offer” – you catch on fast, Grasshopper.
Some might call that a wasted opportunity.
We might call that money in the bank.
The New Customer Now Owes Us For NOT Pitching Him
Most online marketers and retailers never call new customers at all.
Maybe they don’t have the staff.
Related, maybe there’s only one person in the business and they won’t deign to mingle with the proles. (Too bad, because they are squandering their celebrity by not doing so.)
Or perhaps they have already begun making decisions that are not theirs to make in the first place.
That’s too bad.
You Don’t Always Have To Give Much, To Get A Lot
Who said that reciprocity needs to be equal?
When the car salesperson offers you a cup of coffee and you accept, you now owe them a signature on the line that is dotted.
Should you stop and listen to that street musician, you are on the hook to put a couple bucks in their guitar case. (Don’t be this guy.)
How many great deals get made just because someone smiled pleasantly and said hello a few years ago? How many deals get lost just because someone didn’t?
And, because we let Dave off the hook by not hitting him with an upsell right after he bought our yuuuuuuuuuge hypothetical home study course, he damn well better take our next call and buy two Supreme Deluxe tickets to our next event!!!!!!
If not, then Dave is a total, ungrateful, jerk.
We Did Him A Solid… Now He Owes Us Big Time!
Actually, Dave is a nice guy.
We wouldn’t be mad if Dave didn’t come to our event.
But by not riding him the first time around, we increased his receptiveness, took “salesiness” out of the equation, and earned a big goodwill credit with Dave.
He knows that when he calls us, we might just help him with what he needs. When we call him, it’s not necessarily to hit him up.
Dave will remember this, and will draw a contrast between others who ignore him, hound him, or ignore him except when they’re hounding him – and us.
That’s money in the bank.