The ‘Did You Know’ and Reverse DYK Sales Tactic

Simple, effective ways to turn a lost opportunity into a future win

Did you ever hear the story from way back in the 1970’s 😉 about the young man named Sylvester Stallone was trying to make it as an actor?

His claim to fame at the time was only a small role in the film called The Lords of Flatbush – a coming-of-age story set in the ‘50s. 

The role got Stallone some attention – but little else. To Hollywood, he was just another bit actor trying to become famous in a crazy profession. 

During those struggle years, Stallone met producers Irwin Winkler and Robert Chartoff at a casting call for a movie. Stallone wasn’t right for the part but on the way out, he did something that would change his life. 

As he was leaving, Stallone stopped and said, “I don’t know if it matters, but I do a little bit of writing.” Both men seemed interested. 

Stallone continued, “Yeah, I wrote this story about boxing.” Winkler said, “Really? Why don’t you bring it around…”

Did You Know & The Reverse Did You Know

What Stallone did was the Did You Know tactic and it’s effective in business because it gives buyers another reason to buy from you. 

And we all know it’s much easier to get existing customers to spend more with you than it is to get new customers to start spending with you. 

One of the best ways of getting your customers to spend more is simply to talk about the services you provide. 

Now, you may think your existing customers know exactly what you offer.

No offense, They Don’t.

Even if you have told customers over and over…they forget. That’s why the Did You Know is so effective.

So for someone in the travel space that could be: 

• Did you know I also handle group travel? 
• Not sure you know this, but I also do a lot of cruise vacations. 
• This may be of interest to you – but I send a lot of clients to wine country every year.

You get the idea. 

But now, let’s kick it up a notch with the Reverse Did You Know approach. 

The Reverse Did You Know asks the customer: What else do they need? It works because there’s always something more they need. 

Business growth consultant, Alex Goldfayn provides some examples of rDYK questions for your customers: 

• What other products (or services) do you need for this project?
• What other projects do you have coming up that I can help you with?
• What else do you need to be quoted?
• What are you having trouble sourcing?
• I will have a truck in your area tomorrow, what else would you like me to add?

As you can see these aren’t designed for the travel world…but with a few small edits they can be. 

• What other services do you need for your trip? Perfect for insurance, or adding on tours and excursions. 
• What other trips do you have coming up? This works for adding on things like drive vacations or long weekend getaways. 
• Instead of What else do you need to be quoted? Try, Who else in your party may need some additional help? 
• Instead of What are you having trouble sourcing? Try, Are you having any troubles with any of your other trips? 

There’s always another trip so by asking what else you are just moving things along one step further. 

Goldfayn claims, that after over 15 years of asking rDYK questions he has measured that four out of five times clients will name multiple additional products and services they need. 

Now, that’s a pretty good hit rate and opens a TON of possibilities. And the best part – it takes no effort! And costs nothing to implement. 

Back to Stallone. 

He did bring that script around and he also went on to star in Rocky. Fun fact the original Rocky became the highest-grossing movie in 1976. 

At one point, in the negotiation for the original script, the studio offered Stallone $25,000 for the rights. He held off and ended up getting a million plus a cut of the box office profits. 

Today the entire Rocky/Creed franchise is now a multi-billion-dollar piece of intellectual property! 

And all because Stallone had the presence of mind to stop and mention the boxing movie he wrote. 

The business is there. Sometimes all you need to do is ask. 

Yo, Adrian, that’s another PROTips for you 😉

If you enjoyed the read, take a minute to share with other sellers in your circle.