how to find customers

This is such a popular question from new partners!

The following is a copy of some posts in the Team Break Free facebook page that resulted from Keith Hearnshaw, himself a prolific customer gatherer, asking super customer gatherers, Daniel and Julia Gardner how they recently gathered 12 customers in January.

Let's learn from them: A question to you both where did most of the 8 double gold customers come from. List,networking,WAM,other? Where they first contacts or No's from the past?

1.Our neighbour that Julia had spoken to before about it in general terms as she was still building a friendship with her, she then contact Julia as they'd just had a new boiler installed and in their minds they could switch away from British Gas as they had the boiler cover. That was new year's day as Julia had booked it in then and the vouchers were the icing on top!

2. A new charity that I have been working with (and building trust and rapport with) I got into a conversation about utilities. The CEO of the charity then endorsed me as a person generally so I had some credibility. I told her that it's best that we got together outside of her working hours (or something like that) and so I went to see her during her lunch break. Her mobiles were out in contract for sometime along with her broadband. We went on the BT chat online and worked out that her termination fee was less than £200 so I told her that it would make sense to take a Value300 SIM to get the buy out and then move her other mobiles later when they're out of contract.

3. A referral from networking. An older gentleman that needed reassurance and comfort knowing that I'd be on-hand every step of the transfer. Sure enough, his energy provider called him asking why he was leaving etc. A phone call to him sorted that out and again, reassuring him that he's make the right decision for long-term loyalty and being looked after by the company.

4. A couple I went to see over a year ago called me out of the blue and asked to be signed up. They'd been sorting through things and called me to save them money and tidy things up into one bill. One of them is a hairdresser and very interested in the business when their son goes to school in September.

5. A couple I met through networking. I signed up their business a long time ago and the timing was right to look at their home also. Completely sold on the cashback card alone. We switched two work mobiles also.

TIP ALERT - If people say that their mobiles come out of their business account, don't see that as an objection. Many people are under the impression that they get preferential rates on business accounts. They do but not in their favour! I run an IT business and have business mobiles. They are on my home bill so that I can get all the double gold benefits and I just put the mobile sheet of the bill through my books. Explain to people that it's just the same if they paid for a parking ticket with cash.

6. Friends of my parents that I've known for years. I haven't spoken to them for at least 2 years or so. When Mark came to Essex and ran a workshop, we did a texting burst. This guy called me asking what it was all about, I said I just wanted to show him what I've been up to for the last couple of years. He said "That's fine, as long as you're not going to sell me something!" I then replied, "of course not". Now, when I went into see him December last year I did the usual rapport building and then went onto explain to him that I have a couple of videos what show people what I do and the benefits. What I'd like you to do is to help me and think of 3 people that might be interested. He then had a think and I left it with him for me to follow up on later. He then called me out of the blue, asked a couple of questions about the mobiles and then said "Ok, come and sign me up"

TIP ALERT - When you ask people who they know that might be interested, they think of the person they know the best...themselves!

7. A lady living on her own that had BT Infinity. Here was a fun one as it came with 2 objections that a lot of people come across. She had a £50 termination fee for her gas. If I made a big deal about it she would think it's a big deal. I made her aware and carried on. She said "Oh well, it's only a one-off fee" The second possible objection was that she had a youview box from BT. I asked her if she made good use of the service as she was paying £12.50 per month for the privilege. It turns out she barely watches TV and so the process of moving her services went.

TIP ALERT - What you make appear the most important thing, prospects will follow. If you focus on price alone and become a human comparison site guess what they might switch away from on? If you focus on overall benefits of the club, where else can they get those benefits from?

8. A pest control guy I met from networking who after showing him the Terry video immediately asked to see me. He just "got it" and so we rushed that one through on Friday as he was very busy. He has a few mobiles in the family and is switching them all over.

TIP ALERT - When talking about mobiles with people always ask what they use in terms of minutes and data. The tariff that they are on maybe suitable for their usage some time ago and circumstances have changed. This can be done by checking on the phone itself or a bill if they have one (again don't make this a big deal as you can make it the most important thing and they won't switch unless they give you that information) The same goes for energy consumption, if they can put their hands to it in 10 seconds that's fine, any longer and you focus your prospects minds to energy only and the pence per KwH

One last thing I'd add (and I've done this today) when following up with no for now's don't presume that a £75 voucher will be their hot button. I spoke to a couple earlier today who were committed with their provider to do their home move. I was interested in them and how their move went and generally just a "how are you doing" type call. He now wants me to call in 2 weeks time to get together. I never mentioned vouchers. The less you become attached to the outcome, the more attractive you'll be when talking to people.

Congratulations if you've read this far, you will do well in this business for sure!

Keith Hearnshaw - Wow what fabulous top tips and a great insight into why your both building an awesome business.
Interesting that some of these were "no's from the past" timing suddenly became right for them. You'll all notice Daniel and Julia are following the teambreakfree training Mark Paveley is helping us all with:
Rapport building
Asking the right questions
Timing for them
Focusing in benefits and the 3 S's
Savings,Simplicity,Service

Thank you Daniel for taking the time out of your busy life to enlighten us all. Great tips.

A massive thank you to Daniel and Julia for typing this up and allowing us to share it.