When fans hear Lieutenant Columbo's trademark phrase “just one more thing…”
We know he's about to crack the case wide open. The unconventional detective, played brilliantly by Peter Falk, first appeared on our screens in 1968. This could be you.
How does this tie in with increasing sales?
Regardless of what you primarily sell, some of your clients will also be in need of other things that you can help them with. So, after every sale, you can take a page from Columbo, and say, “Just one more thing before I go. I also help clients with their ________ needs as well, and we should probably talk to make sure you have everything covered in that area too. Plus, it’s always nice to hear what’s new, and how today’s strategies have improved. It won’t take long. I’ll call you next week to get a few details so we can look at some numbers.”
Be Prepared for the Retort!
If you are new to this approach, I suggest doing some role playing with an experienced member of the TWH Team to help you be ready for anything. The goal of this whole exercise is to make an appointment if there is reason to, so that you can further help meet their needs. But it needs to start by letting them know you offer other services.
Remember, if a client just bought ANYTHING from you, they will be open to hearing about other ways you can serve them—so practice your ‘Columbo’ speech.
Give us a call if you’d like some help with it.
800‐200‐9194, ext. 206
~ John Roberts
Marketing Director
VP, TWH Agency, Inc.
John Roberts
John is the TWH Agency Marketing Director. With over three decades experience as a Life and Health Agent/Broker, John is uniquely qualified to assist brokers and agencies in promoting their business.
