Valuetainment - February 05, 2020


Episode 424： How To Get 10 New Customers During Christmas


Episode Stats

Length

11 minutes

Words per Minute

224.30383

Word Count

2,642

Sentence Count

196

Hate Speech Sentences

1


Summary

In this episode, learn how to get 10 new customers during the month of December. It doesn't have to be a big deal, these tactics can be used in any month to get new customers. I used to do this when I was a rookie salesperson years ago, and January was a terrible month for me.


Transcript

00:00:00.000 30 seconds.
00:00:01.860 Did you ever think you would make it?
00:00:04.260 I feel I'm so close I could take sweet victory.
00:00:07.640 I know this life meant for me.
00:00:10.780 Yeah, why would you bet on Goliath when we got Bet David?
00:00:14.600 Valuetainment, giving value is contagious.
00:00:16.440 This world of entrepreneurs, we get no value to haters.
00:00:19.160 How they run, homie?
00:00:20.140 Look what I become.
00:00:21.400 I'm the one.
00:00:22.600 I'm Patrick Bedeby, host of Valuetainment.
00:00:24.180 Today I'm going to talk about how to get 10 customers,
00:00:26.380 10 new customers during the holiday season,
00:00:28.540 which by the way, all of these guerrilla marketing tactics
00:00:31.420 I share with you in this video can be used in any month.
00:00:33.940 It just so happens, these were shared and used
00:00:36.340 during the December season for years.
00:00:38.480 So before I get into it, I want to preface something here.
00:00:40.380 It's the fact that in the month of December,
00:00:42.120 it depends what industry you're a part of.
00:00:43.620 Meaning, you could be car sales
00:00:45.320 and you got good things going on during car sales.
00:00:47.400 But you could be in real estate
00:00:48.780 and you may not be selling in real estate.
00:00:50.260 I'm in insurance.
00:00:50.980 We always have big Decembers.
00:00:52.440 Because over the years, I listened to so many
00:00:55.060 of my competitors automatically saying,
00:00:57.300 December's a terrible month.
00:00:58.280 December's a terrible month.
00:00:59.320 December's a terrible month.
00:01:00.420 Until they believed it.
00:01:01.660 And I said, December's a great month.
00:01:03.600 Why?
00:01:04.540 Because everybody gets together.
00:01:07.460 Everybody's in a pretty happy mood
00:01:08.860 because it's holidays and they kind of want to talk
00:01:11.140 and they're a little bit more open.
00:01:12.800 They're a little bit more fun, friendly
00:01:14.640 because it's good season.
00:01:15.740 The music, the whole thing makes you feel good.
00:01:17.760 That is the time where you go get new customers.
00:01:19.980 So for example, let me give you an idea
00:01:21.000 what I used to do as a rookie salesperson.
00:01:23.480 Year one, six months, year two, three, four, five.
00:01:26.280 I used to do this every Christmas, every December
00:01:29.040 and I was always stacked in the month of January
00:01:31.300 with clients and the time when I didn't do it,
00:01:33.980 January was a rough month for me.
00:01:35.400 First thing I used to do, make a list of names
00:01:38.360 of places you go to regularly.
00:01:41.420 What do I mean by this?
00:01:42.580 Gym, same place.
00:01:44.040 Jeffy Loop, same place.
00:01:45.720 A restaurant, seven restaurants you go to.
00:01:48.420 You know, the three Starbucks you go to.
00:01:50.720 The dealership you go to.
00:01:52.900 Whatever office you go to.
00:01:54.560 Whatever place you go get your hair cut.
00:01:56.240 Whatever place you go for your laundry.
00:01:58.280 For your dry cleaning.
00:01:59.520 For your Sunday church.
00:02:00.860 For whatever, anything it is.
00:02:02.780 Make a list of all the places you go to.
00:02:04.440 Next, at all these places, make a list of first names.
00:02:08.820 You don't need last names.
00:02:09.880 First names of who you know at this place.
00:02:12.040 Like at gym.
00:02:13.020 Bobby, Jackie, Larry.
00:02:14.420 Okay, great.
00:02:15.020 So I know at 24 Hour Fitness,
00:02:16.700 I know Bobby, Jackie, Larry.
00:02:17.980 Great.
00:02:18.260 I write those names down.
00:02:21.160 I know at the Starbucks place I go to,
00:02:22.880 the manager's name is Cindy.
00:02:24.780 I always get along with Cindy.
00:02:26.460 She's always good to me.
00:02:27.260 Great.
00:02:27.920 When I go to this restaurant,
00:02:29.260 the hostess at the front of this Ruth Chris restaurant,
00:02:32.260 Charlie, he's connected.
00:02:34.200 He's been there for a few years.
00:02:35.240 He's always good.
00:02:36.960 I want this guy.
00:02:37.740 So you make a list.
00:02:38.620 So one, places you go to.
00:02:40.220 Number two, under each place you go to,
00:02:42.460 you tie the names of people that you know
00:02:45.200 at these places.
00:02:46.360 The next thing you do with that
00:02:47.840 is you make a list of five creative gifts.
00:02:50.380 What do I mean by creative gifts?
00:02:51.760 I like to add humor to it,
00:02:53.360 but add some kind of a creative gift.
00:02:55.080 It may be a popcorn machine.
00:02:56.580 It may be bottles of wine.
00:02:58.020 It may be a certain humor thing
00:03:00.960 that you're going to give to somebody
00:03:02.100 that they're going to laugh.
00:03:02.920 There's so many cool, unique gifts to find nowadays.
00:03:05.360 That's less than $10 or less than $20.
00:03:07.620 But you make a list of all these creative gifts.
00:03:10.000 That's five gifts.
00:03:11.140 Make a list of your top 50 best clients you have.
00:03:14.380 I'm talking your best clients that you do business with.
00:03:17.380 These are people that you have a relationship with.
00:03:18.960 These are people that you call they're going to pick up.
00:03:20.320 These are people that you've met two, three, four, five times.
00:03:22.700 They love you.
00:03:23.560 You love them.
00:03:24.420 Great relationship.
00:03:25.320 Depending on the business you're in,
00:03:26.760 maybe you're in real estate.
00:03:27.980 You don't have 50 clients.
00:03:29.060 Maybe you've got top 10 best clients.
00:03:30.940 Maybe you've got top 20 best clients.
00:03:32.400 But whatever it is,
00:03:33.600 somewhere between 10 or 50 clients.
00:03:35.260 If you're in something that's more transactions,
00:03:37.240 go to 50.
00:03:37.920 The next thing you know
00:03:38.680 once you have the list of names,
00:03:39.640 the following.
00:03:40.120 This is the big part.
00:03:41.440 You get in your car.
00:03:42.240 You have your gift.
00:03:43.640 One by one by one,
00:03:44.520 you go to these places.
00:03:45.620 Okay?
00:03:46.060 And I would literally do this.
00:03:47.480 I would go to these places
00:03:48.480 and I would go up and I would say,
00:03:49.800 Hey, Charlie,
00:03:50.260 I got a bottle of wine for you.
00:03:51.600 Oh, really?
00:03:52.160 Yeah.
00:03:52.480 Merry Christmas, man.
00:03:53.460 All the best.
00:03:54.140 Brother, you're always good.
00:03:55.000 Oh, thanks, bro.
00:03:56.100 Hey, Mary, this is for you.
00:03:57.680 I got a book for you.
00:03:58.380 I hope you enjoyed this book.
00:03:59.320 Oh, thank you so much.
00:04:00.560 Hey, and everybody,
00:04:01.980 I'm giving them a note
00:04:03.080 and an envelope with my notes
00:04:05.240 and my card in it.
00:04:06.500 Here's who I am.
00:04:07.120 And I'm leaving my information.
00:04:08.280 I already have their information there, right?
00:04:10.300 I'm leaving all these things locally
00:04:12.140 while I'm networking with them.
00:04:13.520 Then, I go to my customers.
00:04:15.760 Hey, got something for you.
00:04:16.940 Here's a pie.
00:04:17.760 Oh, no way.
00:04:18.320 I got a pie.
00:04:18.760 I'm going to drop something off.
00:04:19.580 Are you at the house?
00:04:20.160 Yes, I'm coming over.
00:04:21.460 Then I would go.
00:04:22.140 The key is face-to-face
00:04:23.640 to drop these things off.
00:04:25.340 When they see you,
00:04:26.200 this is the first thing
00:04:26.960 they're thinking about.
00:04:27.600 So now,
00:04:29.320 say you've done it
00:04:30.420 to 20 places you go to
00:04:31.820 and you've got 20 names there
00:04:33.000 that you do it to.
00:04:34.280 Say you've done it
00:04:35.040 to 50 clients that you have
00:04:36.540 and this takes you
00:04:37.180 a day and a half to do, right?
00:04:39.200 They, you have 70 names
00:04:41.000 of people that are saying,
00:04:42.400 wait a minute,
00:04:43.260 nobody else did this for me.
00:04:44.960 My other real estate guy
00:04:45.980 didn't do this for me.
00:04:46.940 My other insurance person
00:04:47.980 didn't do this for me.
00:04:48.920 My other finance person
00:04:49.920 didn't do this for me.
00:04:50.940 This other person,
00:04:51.620 none of these guys
00:04:52.260 did it for me.
00:04:53.140 And maybe some of these guys
00:04:54.380 are even cold people.
00:04:55.280 Like, man, nobody else
00:04:56.100 did it for me.
00:04:56.640 I've been going to this restaurant.
00:04:57.680 I've been working here
00:04:58.160 for two years.
00:04:58.940 No one's ever stopped by
00:05:00.400 and given me a gift.
00:05:01.340 I've been at this gym
00:05:01.980 for two and a half years.
00:05:03.040 No one's ever dropped off
00:05:04.020 a gift to me.
00:05:04.880 So now you have
00:05:06.120 a group of 70 new
00:05:07.860 true believers of you
00:05:09.160 who want to find a way
00:05:10.920 to help you
00:05:11.680 without you asking
00:05:13.120 for help yet.
00:05:13.920 So this is one of the things
00:05:15.120 you do, right?
00:05:15.700 Now, obviously,
00:05:16.040 there's a follow-up.
00:05:17.100 You go back with them.
00:05:17.880 But this is part one.
00:05:18.980 Let me give you part two
00:05:19.780 of what you do.
00:05:20.620 Part two of what you do
00:05:21.440 is you make a list
00:05:22.240 of your top best contacts
00:05:24.380 that you have in business
00:05:25.420 who are also in sales.
00:05:27.480 They could be selling
00:05:28.180 consulting, legal,
00:05:30.400 CPA, accountant.
00:05:31.800 It doesn't matter.
00:05:32.440 Insurance, real estate, finance.
00:05:34.300 You make a list
00:05:35.140 of 20 of these guys, okay?
00:05:36.980 Once you make a list
00:05:37.900 of 20 of these guys,
00:05:39.320 you figure out a way
00:05:40.620 to send them customers.
00:05:42.360 You figure out a way
00:05:43.240 to send them contacts.
00:05:45.100 And then you say,
00:05:45.660 hey, I know it's holiday season.
00:05:46.860 I was thinking about
00:05:47.800 the two of you guys,
00:05:48.520 Bobby and Larry.
00:05:49.400 I just think it makes sense
00:05:50.300 for the two of you guys
00:05:51.000 to talk to one another
00:05:51.920 in the text.
00:05:52.940 You say, Bobby,
00:05:53.500 I know him from,
00:05:55.000 you know,
00:05:55.220 he's one of the local
00:05:55.860 real estate guys.
00:05:56.640 I know him very well.
00:05:57.580 Good guy.
00:05:58.620 And Jack, you know,
00:05:59.480 you and I used to work out together.
00:06:01.320 But Jack,
00:06:01.640 I know you were talking about
00:06:02.500 you're thinking about
00:06:03.020 doing something with real estate.
00:06:04.360 If you decide to do anything,
00:06:05.620 Bobby's the guy to go through.
00:06:07.040 Next, I'm doing 20 contacts,
00:06:09.920 potential customers,
00:06:11.280 with 20 business people,
00:06:12.900 and I'm making the connection.
00:06:14.680 Now, whether any of these guys
00:06:16.740 do business with these 20 guys,
00:06:18.300 guess what these 20 guys
00:06:19.120 are thinking about?
00:06:19.980 These 20 guys are thinking about,
00:06:21.360 who else did this for me?
00:06:22.720 This guy sent me customers?
00:06:24.100 Are you kidding me?
00:06:24.820 Well, thank you.
00:06:25.460 On a separate message,
00:06:26.840 John, you didn't have to do this, man.
00:06:27.920 Thank you.
00:06:28.740 They're surprised you just did this.
00:06:30.860 Because how many people
00:06:31.960 have ever done it to you?
00:06:33.240 Think about it.
00:06:34.140 Ask the question,
00:06:35.100 how many people have sent
00:06:36.600 a customer to you
00:06:37.860 without anything in return?
00:06:39.780 How many people have done it to you?
00:06:40.900 Actually, think about it for yourself.
00:06:42.120 Exactly why it's so effective.
00:06:45.040 Because nobody sends,
00:06:46.500 like, it's not a common thing
00:06:48.100 that happens during holidays.
00:06:49.740 But you're doing it
00:06:50.660 that separates you
00:06:51.420 from everybody else.
00:06:52.300 Next thing,
00:06:53.080 host a holiday party.
00:06:54.420 And invite all your
00:06:55.340 business guys together.
00:06:56.820 Invite your customers
00:06:57.820 that you already do business with.
00:06:59.460 And host a holiday party
00:07:00.500 at your office.
00:07:01.560 Put a potluck together.
00:07:02.660 Do something fun.
00:07:03.540 And invite everybody.
00:07:05.060 Food, fun, networking,
00:07:07.680 get together.
00:07:08.400 No outcome.
00:07:08.940 How's everything?
00:07:09.660 How you doing?
00:07:10.180 How's the family?
00:07:10.820 How's this?
00:07:11.280 How's that?
00:07:11.980 Every single time,
00:07:13.180 I either put a party together
00:07:14.340 in my office
00:07:14.860 or I put a party together
00:07:15.720 in my house
00:07:16.160 and I invited clients
00:07:16.980 or associates
00:07:17.860 or people that I know.
00:07:18.640 You know what happened
00:07:19.140 every single time?
00:07:20.820 Every single time.
00:07:22.680 Every time,
00:07:23.460 I got customers.
00:07:24.800 Every single time,
00:07:25.940 I got business from it.
00:07:27.160 Without even asking for it.
00:07:29.060 I would invite people over.
00:07:30.280 I used to do barbecues
00:07:31.260 every Tuesday night
00:07:32.380 for God knows how many years
00:07:33.860 and I would cook for people.
00:07:35.320 Cook for people.
00:07:36.380 Business would show up.
00:07:37.260 Business would show up.
00:07:38.200 Business would show up.
00:07:39.300 All the time.
00:07:40.840 But these moments
00:07:41.680 during the holiday
00:07:42.360 when you do this,
00:07:43.040 other people aren't doing it.
00:07:44.260 Again, you're creating
00:07:45.220 your database
00:07:45.880 and more data of clients
00:07:47.620 that are coming back
00:07:48.260 to do business with you
00:07:49.060 in 2020.
00:07:49.860 And last but not least,
00:07:50.660 there's something
00:07:50.980 to be thinking about.
00:07:51.700 By the way,
00:07:52.560 there are 50 other things
00:07:53.840 you could be doing.
00:07:54.560 This is on you
00:07:55.360 to be creative
00:07:56.280 during a season like this
00:07:57.460 by sitting down
00:07:58.300 and testing different methods.
00:08:00.080 I've tested
00:08:00.900 thousands
00:08:01.800 of different ways
00:08:03.020 to go out there
00:08:03.640 and create campaigns
00:08:04.300 to get new customers.
00:08:05.200 many of them
00:08:06.700 have failed
00:08:07.200 but many of them
00:08:08.140 I used to put fishbowls
00:08:09.440 and I would go put
00:08:10.580 40 fishbowls
00:08:11.540 at 40 different laundromats
00:08:13.000 within a 20 mile radius
00:08:14.460 and I would say
00:08:14.940 I'm going to give
00:08:15.360 $10 every month
00:08:16.460 $20 gift card
00:08:18.060 every month
00:08:18.560 but allow people
00:08:19.420 to drop gift cards
00:08:20.220 in here.
00:08:20.540 Every month
00:08:20.900 I send a $20 gift card
00:08:22.080 to your customers.
00:08:22.980 Are you okay with that?
00:08:23.840 Yeah, sure.
00:08:24.460 Great.
00:08:24.800 Here's a fishbowl
00:08:25.460 and I buy a $20 gift card
00:08:26.940 to have that real estate.
00:08:28.060 They don't have a problem.
00:08:28.680 I go collect them
00:08:29.300 boom, next.
00:08:29.860 Boom, collect them, next.
00:08:31.020 And there's so many ways
00:08:32.280 to do it.
00:08:32.960 Here's the last thing.
00:08:34.080 Whatever you're doing
00:08:34.880 your language
00:08:35.800 social media
00:08:36.760 whatever you're doing
00:08:37.500 everybody on social media
00:08:39.700 wants to go
00:08:40.420 and get the guys
00:08:42.280 that got a million followers
00:08:43.640 a half a million followers
00:08:44.860 150,000 followers
00:08:46.280 and get them
00:08:47.420 to win them over, right?
00:08:49.820 There is a sweet spot
00:08:51.240 of people with influencers
00:08:53.000 that you can help
00:08:54.100 that are between
00:08:54.660 1,000 to 20,000 followers
00:08:56.440 1,000 to 50,000 followers
00:08:58.680 who are not getting
00:08:59.780 hundreds of messages
00:09:00.720 that your message
00:09:01.380 being lost in translation
00:09:02.500 If you find the people
00:09:04.220 that have 5,000 to 50,000 followers
00:09:06.020 and you've been following them
00:09:07.720 and you say
00:09:08.340 Bobby, love your contact
00:09:09.880 I just want you to know
00:09:10.720 how can I help you?
00:09:12.260 And you go
00:09:13.060 based on hashtag
00:09:14.780 of local business owners
00:09:16.220 in your area
00:09:17.120 20 mile radius
00:09:18.260 I go hashtag
00:09:19.400 Tarzana, California
00:09:20.360 I go hashtag
00:09:21.020 whatever the areas are
00:09:22.000 and then I find
00:09:23.080 the local influencers, right?
00:09:24.940 I am messaging them
00:09:26.080 Hey, love what work
00:09:27.320 you're doing
00:09:27.560 here's what I do
00:09:28.380 how can I help you?
00:09:30.000 How can I help you?
00:09:31.460 How can I help you?
00:09:32.800 How can I help you?
00:09:33.620 I've been saying this
00:09:34.200 for years
00:09:34.560 on how can I help you?
00:09:35.600 Here's why
00:09:36.300 When you go to somebody
00:09:38.520 at a coffee shop
00:09:39.820 and they're standing
00:09:40.680 and you sit right next to them
00:09:41.620 let's just say
00:09:42.020 they're having a cup of coffee
00:09:43.140 they say
00:09:43.920 Hey man, I like your shirt
00:09:44.780 Thanks bud
00:09:45.580 What do you do by the way?
00:09:47.000 I'm in real estate
00:09:47.780 What do you think
00:09:48.380 they're going to ask you?
00:09:49.640 What do you do?
00:09:50.720 Okay?
00:09:51.420 You ask your peers
00:09:52.400 on social media
00:09:53.160 Hey man, I know
00:09:54.180 holiday season is here
00:09:55.100 How can I help you?
00:09:56.620 How can I help you?
00:09:57.620 I got big plans in 2020
00:09:58.840 but I want to ask you Paul
00:09:59.720 How can I help you?
00:10:01.120 Oh, you know
00:10:01.840 here's what I'm looking for
00:10:02.940 Is there any context?
00:10:04.060 Let me know if I can help you with this
00:10:05.280 Yeah, here's an area
00:10:06.640 Two out of ten times
00:10:08.280 guess what they're going to say?
00:10:09.800 How can I help you?
00:10:10.760 Oh, great you ask
00:10:11.480 Here's what I'm doing
00:10:12.020 This is the business I'm in
00:10:13.000 And here's what I'm looking for
00:10:14.480 And you give them a specific
00:10:15.960 detail
00:10:17.120 not general
00:10:17.940 I'm looking for new clients
00:10:18.980 Nope
00:10:19.460 You know, thanks
00:10:21.140 I'm glad you asked
00:10:22.000 I'm looking for folks
00:10:23.020 between 30 to 40 years old
00:10:25.020 who are working at a job
00:10:26.660 making six figures
00:10:27.720 or maybe people who got laid off
00:10:29.980 and they're looking at rolling over
00:10:31.300 or folks that are
00:10:32.180 between 35 to 55 years old
00:10:34.600 married that are thinking about
00:10:35.840 upgrading to another house
00:10:37.080 or I'm looking at them
00:10:37.740 Whatever your niche is
00:10:39.420 that's
00:10:39.660 I'm looking for a business owner
00:10:40.780 that doesn't do digital media
00:10:42.060 or social media
00:10:42.660 that wants
00:10:43.020 You give them that niche
00:10:44.700 and then they go to work
00:10:46.240 and they may tell you
00:10:47.000 it's me
00:10:47.420 or it's somebody else
00:10:48.340 or they give you a referral
00:10:49.200 Regardless
00:10:50.060 Everything I said to you
00:10:51.880 You could test one of them
00:10:53.180 and they could possibly
00:10:54.140 not work for you
00:10:54.900 But eventually
00:10:55.680 one of them will
00:10:56.460 And by the time
00:10:57.320 January 1st comes along
00:10:58.420 you've got a stack of
00:10:59.160 20, 30, 40, 50 clients to call
00:11:00.700 And if you can close
00:11:02.140 a good percentage of them
00:11:03.520 you've got 10 new clients
00:11:04.360 in the month of January
00:11:05.040 to kick off your year
00:11:05.900 And these are one of the ways
00:11:07.560 I just shared with you
00:11:08.300 a few different ways
00:11:09.000 These are some of the ways
00:11:10.360 you can get 10 clients
00:11:11.640 during holiday season
00:11:12.900 Thanks everybody for listening
00:11:14.340 And by the way
00:11:14.880 if you haven't already
00:11:15.540 subscribed to Valuetainment
00:11:16.740 on iTunes
00:11:17.640 please do so
00:11:18.820 Give us a 5 star
00:11:20.160 Write a review
00:11:21.040 if you haven't already
00:11:21.840 And if you have any questions
00:11:23.000 for me that you may have
00:11:23.980 you can always find me
00:11:25.080 on Snapchat
00:11:25.600 Instagram
00:11:26.440 Facebook
00:11:27.120 or YouTube
00:11:27.800 Just search my name
00:11:28.760 PatrickBitDavid
00:11:29.680 And I actually do respond back
00:11:31.820 when you snap me
00:11:32.680 or send me a message
00:11:33.740 on Instagram
00:11:34.520 With that being said
00:11:35.360 have a great day today
00:11:36.400 Take care everybody
00:11:37.100 Bye bye
00:11:37.540 Bye bye
00:11:40.100 Bye bye
00:11:44.840 Bye bye
00:11:45.560 Bye bye