Throughout your day, how many people in various service industries do you meet? Three, five, ten or more?
Think about everyone: waiters, waitresses, cashiers, drivers, shop keepers, professionals. business owners, managers, etc. (the list can go on and on). Think about EVERYTHING you do during the day and EVERY PERSON you encounter. In the span of a year, you could be talking about thousands of people.
Do you think it’s possible to get direct business or referrals from 20% of them? What about 10%? How about 5%? Even at a measly ONE PERCENT, you’re looking at possibly 10,
20 or maybe even 50 new clients, just from these incidental encounters.
If you’ve never done the numbers before, as you can see, they could be significant.
Here’s How the “Great Bait” Trick Works…
I call it the “Great Bait” trick because you are baiting people to follow your lead — and they inevitably fall for it hook, line and sinker. Yes, there is a mind manipulation component to it (ok, well, it’s pretty much all mind manipulation) — and it’s something you have to be comfortable with. But it’s really quite simple.
Assuming you get good service from someone, you say to him or her, “Thank you so much, I really appreciate all your great service. I”ll definitely have to send you some business — do you mind if I refer my friends to you?”
Them: “Yes, absolutely. That would be great!”
You: “OK, I’m sure you’ll take good care of them like you did me. And hopefully, if you or your friends ever need MY services, I’ll take good care of you as well.”
AT THIS POINT, STOP. SAY NOTHING.
Assuming they’ve never met you before or don’t know your occupation, the question 99.9% of people follow up with (either out of a sense of obligation or out of curiosity) is…
“So What Do You Do?”
Nice entry, right? The perfect lead into your sales pitch — “so what do you do?” From there, you tell them what you do and why you’re different from everyone else. It should be a cakewalk from here.
And with that you will have turned a benign, otherwise inconsequential interaction into a real marketing opportunity. And what’s great is, they’re the ones asking YOU what you do! You couldn’t ask for a smoother introduction to potentially thousands of people every year.
But you have to use the words I’ve provided for you above in order for “Great Bait” to work most effectively.
One last thing: if you tell people you’ll refer friends to them or you’ll try to send them business, by all means, please follow through. I’m a huge believer in always keeping your word, no matter what.
Nader Anise, Esq. is a leading legal marketing expert, speaker and coach. He has trained more than 25,000 attorneys in all aspects of marketing and has been featured in media outlets throughout the world. Nader makes lawyers millionaires. To know more about Nader Anise please visit here: – http://www.academia.edu/8484448/Nader_Anise_legal_marketing_expert