Right now, as you read this, your customers are buying things from the competition which they could be buying from you.

They would like to buy them from you.

That’s why they’ve been with you for so long. You provide them with great value. They appreciate you.

Also, nobody wants multiple suppliers when they can do it with one. Everybody prefers fewer POs, fewer touch points, and fewer problems.

Also, you would like to sell these customers more. You’d like to help them more. Of course, it’s significantly more sales for very little additional work.

Now, I teach a fancy complicated technique called the did you know question.

It goes like this: “Did you know we also sell (or do) x, or y, or z.”

My clients implement it by the thousands. By the tens of thousands.

That’s because we know that 20% of did you know questions close.

I repeat:

Twenty percent of did you know questions close.

This isn’t a hope or a wish, it’s a fact. It’s a truth.

Ask five did you know questions, and you’ll add one line item (that’s what we’re doing here, adding line items).

Ask 50, and you’ll add 10.

Ask 500, add 100.

Let’s say you ask five did you know questions per day. Since it’s a three-second effort (the entire script is above), you’ll be spending 15 seconds per day, and 75 seconds per week on this.

That’s 25 DYKs per week, 100 per month, and 1,200 per year. That’s 3,600 seconds for the year or a grand total of one hour. For the entire year.

You will add 720 line items.

And remember, when a customer buys something for the first time from you, they will likely keep buying it. So you are adding 720 first-time orders, most of which will turn into repeat orders. For years.

So now, figure out how much one new line item is worth to you. Is it $500? $1,000? $5,000?

It gets interesting quickly.

The question becomes: Will you ask the did you know question?

Or better yet, why in the world wouldn’t you?

To implement these kinds of techniques systematically at your firm, and attain 10-20% growth annually as my clients do, call me directly at 847-459-6322.