Something my clients always experience when doing a sales growth project with me: systematic proactive communications lead to success very quickly.

For example, we know statistically that 20% of did you know questions close, and turn into new business.

A did you know question offers your customer a product or service which they are not currently buying now. One out of five offers are purchased, over time.

It takes three seconds to ask a DYK question.

“Did you know we can also help you with product or service x?”

“How are you on product or service y?”

“What about product z? Need any of that?”

That’s three DYKs. Ask five, and you’ll sell one.

Ask 50, and you’ll sell 10.

Now here’s what I mean by systematic proactive communications:

Let’s say you have a sales team of 10 people.

And each person asks five DYK questions a day.

That’s 50 DYKs per day, 250 per week, and 1,000 per month.

Which is 12,000 DYKs annually.

We know 20% will turn into a business. That’s 2,400 new line items or pieces of business.

Let’s say each new line item runs $200 on average.

You’ve just generated $480,000.

But here’s the most beautiful thing of all — most of you sell products and services to customers repeatedly. When you add a new product or service, you frequently sell it to your customers repeatedly. Sometimes weekly. Sometimes more, right?

Let’s say your customer needs to buy this product once a week.

You’ve just turned your five DYKs a day — 15 seconds daily, per salesperson — into $25 million of new revenue.

Want to double that revenue? Ask for 10 DYKs a day, which requires 30 seconds instead of 15 seconds.

This is what I mean when I say the wins come quickly.