Jon Carson Consulting- February 2020

February 2020



The ‘3-by-9 Love letter’ Giving Thanks and Bui lding Trust in 2020

Did you know that 20% of your customer base is thinking about leaving you at any given time because “they don’t feel the love”?

What’s the solution? Think of it as your Valentine’s Day card to your current client list.

All you have to do is remember these two numbers: three and nine .

My “3-by-9 Principle” goes like this: I will call three of my current customers each day before 9 a.m. and thank them for their business. Pretty simple, right? While I’ve got them on the line, I will also ask, “What do you like best about working with us?” Then, I’ll follow up by asking, “What could we be doing better?” The toughest question is asking the customer to rate you on a scale of 1–10, with 10 being “You’re not going to leave me” and 1 being “You’re looking to leave me.” I ask them, “Where do I stand on that scale?” Always be looking for a way to move the needle up a number. If you are at 2, move it to a 3. If you are at a 10, push to be an 11!

Q. When is the best time to tell your significant other that you love them?

A. Before someone else does.

In the words of one of my valued clients, ESI Construction, “Our goal is to be first choice every time.”

It’s five times more difficult to generate a new customer than it is to keep a current customer. So, in this month of Cupid, I am encouraging you to love on your current clients.

If I am still in good standing after my impromptu interview, I will ask the customer one of two questions: “Would you be willing to give us a 5-star Google review?” or “Who do you know that I should know?”

Keep in mind the top reasons that customers leave us.

We don’t stay in touch.

We don’t follow up.

The goal is to use “3-by-9” for the whole year of 2020 or, at the very least, try it for the entire month of February.

We don’t appreciate them or tell them that we appreciate them.

We don’t fix issues quickly.

We don’t provide value.

Think about it. When is the last time that you thanked one of your customers? If it takes you more than 15 seconds to remember, then you’re probably just making it up and rewriting history in your own

If that’s not enough to wake you up, here’s one more sobering statistic.

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Let’s face it: Salespeople get a bad rap. Scammers, con artists, and inexperienced or unempathetic sellers make it hard to convince customers you have their best interests in mind. Here are three qualities every salesperson must have to convincingly sell with heart. A WIN-WIN The most important trait of an ethical salesperson is having a product or service that is honest and true. You can’t ethically peddle something that doesn’t have value for your potential customers. Sure, it’s exciting to make a sale. It gives you a sense of accomplishment, and the payout isn’t too bad, either. But if what you’re selling doesn’t also benefit your customer , then you’re no better than a swindler. Your product has to be a win for the customer, and you have to believe in it wholeheartedly to succeed. THE ‘HOW YA DOIN’?’ CALL The sale is done. The dotted line is signed. The customer is happy, and you are excited. Time to forget about them and move on to the

next sale, right? Wrong. You have to follow up with customers after a successful sale. If anything has gone wrong, checking in will allow you to be proactive in fixing it. Being proactive builds trust and bolsters your chance of a referral. It also lets you learn from happy and dissatisfied customers. You can discover what worked, what didn’t, and what they wish they had known before buying. Picking up the phone — or dropping in — to leave a post-sale impression could be more valuable than you realize. JUST LISTEN A good salesperson knows what their customers want. They actually listen to what customers are saying and don’t second-guess customers’ needs. Many people associate salespeople with smooth- talking and wittiness. But in reality, a good salesperson just needs to be a good listener. When a customer says, “I just want something that works,” they are not looking for the latest and greatest model. They just want something that works.

Selling with your heart is easier than it appears, and these methods are a solid foundation for creating strong, lasting customer relationships.



Are you ready to better yourself and your business? Have Dave secret-shop your front desk today! Call 208-707-9807 or visit for more details.

“Greater love has no one than this: to lay down one’s life for one’s friends.” Corner Post MINISTRY

“Dave did a fantastic job today with our phone calling team in Manila. Not only did he perform as usual, but also, as you can guess, these guys had never been exposed to that kind of professional telemarketing skills training. They received it very well, and we will continue to monitor their progress. We will continue to leverage our investment with Dave as a consultant on behalf of developing true professionals.”

John 15:13

–Alan Gold Director of Business Development Allied Business Solutions, Greater Salt Lake City Area

If you would like to listen to Dave’s spiritual podcast, visit


‘Let My People Go Surfing: The Education of a Reluctant Businessman’ How Patagonia’s Founder Set a New Standard for Environmental Responsibility

From the very beginning of his 2006 memoir, “Let My People Go Surfing: The Education of a Reluctant Businessman,” it’s clear that Patagonia’s founder, Yvon Chouinard, is not the typical entrepreneur. As a kid, Chouinard wanted to be a fur trapper, and rather than going into business with dreams of getting rich, he started making climbing gear to fund his passion for scaling cliffs and adventuring in the outdoors.

pollution, focuses on recycled and recyclable materials, participates in environmental activism, funds environmental organizations worldwide, and even encourages shoppers to send in worn-out apparel for reuse and repair. In short, over the course of 272 pages, Chouinard proves he not only talks the talk but also walks the walk — and has made millions championing his cause. He encourages other entrepreneurs to do the same, laying out Patagonia’s footsteps and philosophies for readers to follow. Many already have. “Let My People Go Surfing” was updated and rereleased in 2016, but either version will make entrepreneurs think twice about their environmental impact and what they can do to reduce it. As one Amazon reviewer wrote, “Whether you’re a manager or business owner looking to motivate your employees and create a sustainable business, or a fan of Patagonia, or someone curious about how to live a life you can feel good about, this book should work for you.”

... continued from Cover mind because it makes you feel like you’re moving forward. There’s a better way. The winners in 2020 will be the ones who have the self- discipline and consistency to follow my “3-by-9 Principle.” Simply call THREE current customers every morning before 9 a.m. with the goal of telling them thank you. Success belongs to the ones with the tenacity to simply pick up the phone and dial. Another tool that I’m very excited to offer my clients is called Customer Intelligence Reporting (CIR). The basic script for CIR goes like this: The last of which is truly the core of the brand. Patagonia prioritizes minimalism, function, durability, and reparability in all of its products, from backpacks to jackets. It tracks the energy and water use of its facilities, works to eliminate “Let My People Go Surfing” follows Patagonia’s meteoric rise through its victories and rough patches — including the stalled growth that led to layoffs of 20% of the staff in the 1990s — but its main focus is on the company’s ideals. In plain, forthright, and sometimes irascible language, Chouinard lays out Patagonia’s growth goals, culture aims, and environmental stewardship efforts.

GG Gretchen’s Kitchen (My mom’s secret recipes)

Cheese and Sausage Bake Ingredients

• 2 tbsp cooking oil • 1 1/2 cup shredded cheese • 4–6 precooked sausage links

• 3 eggs • 1 cup pancake mix • 1/2 tsp herbs of choice • 1/2 cup creamed cottage cheese

1. Thank you — for being our valued customer

2. Best — what do like best about us?

3. Better — what can we do better?

4. Who do you know that I should know?

Directions 1. Beat eggs, then add the rest of the ingredients, stirring in sausage last. 2. Grease 9-inch cake pan or 8-inch round pan and bake at 350 F for 20–25 minutes.

If you would like me to make a complimentary call to one of your clients to demonstrate this extremely helpful tool in real time, please reach out to me on

-Dave Tester




TIME 17707 Madison Rd. Nampa, ID 83687 208-707-9807

How to Use My ‘3-by-9 Love Letter’ in 2020

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Selling With Compassion


Yvon Chouinard’s Rise From Wannabe Fur Trapper to Billionaire Entrepreneur

Learn All About Leap Year

Leap Into 2020 Facts About the Leap Year

WHO The odds of being born on Feb. 29 are 1 in 1,461. That means that of the roughly seven billion people in the world, only about five million of them are “leaplings.” The number of leaplings currently living in the U.S. is roughly 187,000. Some famous leaplings include motivational speaker Tony Robbins, rapper Ja Rule, and singer Mark Foster of Foster the People. However, the most famous leapling is probably Superman. When you invent a super-being, you might as well give him a super-birthday. WHERE Anthony, Texas/New Mexico (a single town that straddles the two states’ borders), claims the title “Leap Year Capital of the World.” The city throws one massive birthday party for all leaplings but invites everyone to join the celebration. Two leapling neighbors from Anthony began the tradition in 1988, and it’s blossomed into a festival with thousands of participants every four years. It includes banquets, hot air balloons, a carnival, concerts, parades, and more. When you have four years to plan in between each shindig, there’s time to go big. Celebrate this leap year by doing something unusual or new. It’s a special day that doesn’t occur often, so make the most of it by doing something you’ll talk about for another four years.

Like the Olympics and presidential elections, leap years only occur once every four years, which is why many people look forward to Feb. 29. But there’s a lot that you might not know about this quirk on the calendar. WHY To keep the calendar in sync with Earth’s orbit around the sun, an extra day is added to it every four years. Earth takes exactly 365 days, 5 hours, 48 minutes, and 46 seconds to orbit the sun. Those extra hours add up over time, so another calendar day becomes necessary. But a leap year doesn’t occur every four years. Adding that extra day still doesn’t quite keep Earth on track, so the calendar skips leap years that occur during century years not divisible by 400. For example, 2000 was a leap year, but 2100 won’t be.


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