Lessons from the world’s most successful car salesman.
Have you heard of Joe Girard? Well according to the Guinness Book of Records Joe was the most successful car salesman ever. He was 1 of 42 salesmen on the showroom floor and while everyone sold on average 5 cars a month, Joe was selling 6 or more per day!
What has selling cars got to do with getting more clients I hear you ask? Well, Joe’s success was all down to referrals. He developed a very simple, but hugely effective referral system that delivered all the new clients he could handle.
He understood that people buy from people they know, like and trust.
What’s his secret?
He went out of his way to build and maintain long term relationships.
Joe used to send 13 cards to all his prospects and clients every year – one every month and one for Christmas.
He created a place for himself in the brains of his prospects and clients by constantly keeping in touch with them. At his height was sending out 16,000 mailing pieces each month including:
- Thank you notes
- Season’s greetings
- News and information that will be beneficial to them
He made sure that he was in peoples’ minds when they had to buy a car and that is how he sold 6 cars a day, every day.
That’s it. It’s so simple it’s brilliant. Yes the world has moved on since Joe’s day. Access to technology is low cost for all, but the core principles to get more clients remain the same:
Consistent and focused activity month in, month out.
- Develop systems for everything to make sure things happen on time, every time.
- Regular follow-up with quality information to keep front of mind.
- Set your marketing up to build relationships, not just one time sales.
Think about your word of mouth marketing. Who can help you grow your business? How can you keep in touch consistently? What will it take to earn the ‘know, like and trust’ factor? Answer these questions and put together a simple system to make it happen.
I work with independent business owners of service businesses to help them attract more clients and to win profitable new business without having to be ‘salesy’. I’ll show how to market your services in an authentic and effective way that results in a steady stream of quality clients.
Why not get in touch for a brief chat, to find out how I can help you improve your marketing and increase the number of clients you have.