How To Harvest Customers 24/7 On Autopilot

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How To Harvest Customers 24/7 On Autopilot

Do you need more customers for your business? Who doesn’t? I don’t think you just want more customers, you want the right kind of customers. 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. You’re maybe thinking, “Dan, what is the buyer pyramid?” It’s very simple. I want you to think about a triangle and I want you to make a few lines within the triangle. I want you to think about the very top of the pyramid, the top 3%. At any given time, only 3% of the marketplace you’re selling to is interested and ready to buy what you have to offer. Most salespeople and entrepreneurs are always only talking to the top 3%. Anything that’s not within the 3% that are not ready to buy right now, they ignore them. The problem is you are completely ignoring the other 97%.

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 need you to answer some of the questions. They’re on the fence. Some business owners do try to communicate, market and talk to that 7%, but let’s talk about below that, the other 30%. You have the top 10%, the 30% below it. These are the warm market. These people are like, “I’m interested. I could be convinced. I could be persuaded. I might have a need.” Maybe not right now, but they could be persuaded if you do the right thing. That’s the 30%. Below that, you have the other 30% which they don’t even think they are interested. They are 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 they’re going to buy it from you. These are the people that it doesn’t matter what you do, they don’t like you and they don’t trust you. They don’t need what you sell. If you’re selling a steak, these are the vegetarians. They don’t want to buy what you sell. Let me give you an example. Let’s say you are selling real estate. Let’s say you’re a realtor. At any given time in a marketplace out there, only 3% of people are looking to buy a new home. Maybe they’re moving into the new city 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. Then you have the 7% that’s like, “We’re thinking of moving. We’re looking at the open houses.” They’re checking it out, but they don’t have to move right now. They might move a few months from now, but they’re considering. They’re open, they’re interested.

Then you have the 30%. They are like, “I’m not thinking about moving. We’re okay.” If someone comes along and make a good offer at the house that they have right now at a much higher price, they’ll say, “I will sell and then I will move.” That’s the 30% and then you have the 30% where, “No, I’m not moving. I’m happy with where I am at right now.” There’s a possibility maybe three years from now or five years from now. Then you have the bottom 30%, they are like, “No, this is my home. I am not moving. I’m going to die in this house.” That’s not your target market. I want you to think about in your marketing message, the way that you do your marketing. Who are you talking to? If you’re 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 top that are ready to buy right now, which is nice, but you have to understand, that’s a very small percentage of the marketplace. 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%. 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 mooncake. The Mooncake Festival is coming up and you’re maybe thinking, “What is a mooncake? What is it? Is it like a Chinese tradition?” It’s a cake and the best way for me to convince you is not telling you, “Let me tell you how great the mooncake is. It is great. It’s hundreds and hundreds of year tradition. I used to eat this when I was growing up. It tastes so good and it’s so delicious. It’s like a dessert but not quite a dessert. Let me tell you about the story of the Mooncake Festival.” You’re like, “I don’t give a crap.” I could say, “Why don’t I cut it up and give you a little piece? Taste it.” That’s the best way. Instead of talking to you like the top 3%, let me tell you why this brand of mooncake is the best or the top 7%.

Harvest Customers: The only way you can convince people is by giving them a taste.

I’m talking to the 30%. They are not even thinking about the mooncake, “What is a mooncake? 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 that 30% is not to do business right now. It could be one year from now, two years from now, it doesn’t matter. It’s to give you a taste of what I have. Then I don’t need to convince you. You taste it, “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, I will just give you a sample, give you a taste.

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 could do, how we can solve their problems in advance? Part of the reason why I have so many students in my High-Ticket Closer Program is I teach some of my sales techniques. You’ve seen some of it, the closing techniques through YouTube. They get a taste of, “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 mooncake and now they say, “Give me the whole box.”

Important Links:

• High-Ticket Closer Program