If you want 1,000 true fans, give 1,000 thank-yous

Or, a reminder that attention is given to those who give it

Shutterstock

In the book, Influence, author Robert Cialdini tells the story of Joe Girard: a car salesman who on average sold five cars a day throughout his career landing him the top spot in the Guinness Book of World Records.

Eager to learn how Joe was able to stand out, Cialdini studied his process and what he found was a simple man with an even simpler system.

First of all, Cialdini learned that Joe was fair. He never tried to hit anyone over the head with a purchase. Nor did he try to push someone into a decision they weren’t comfortable making.

Secondly, Cialdini observed that every month, no matter what he had going on and no matter how much his network grew, Joe would sit down and write a personalized handwritten letter to each one of his clients.

He addressed his client’s children by name.
He congratulated them on any successes they achieved.
He followed up regarding any hardship they encountered.
He never stopped thanking them for allowing him to be part of their lives.

In short, Joe made his business personal. As a result, his clients not only came back to him time and time again, but whenever anyone they knew needed a new car, they’d say — “You gotta go down and talk to my friend Joe! He’s a good guy! He’ll treat you well!”

That’s influence.
That’s persuasion.
That’s how you grow your audience.

You find your little piece of the land, plant your flag, and consistently put in the work to ensure every single person that comes grazing leaves well-fed.

Attention.
Little gestures of thoughtfulness.
Being consistently generous.

We’ve all been encouraged to find our “1,000 true fans” — the phrase made famous by Kevin Kelly that marks the number of supporters we need to turn our dreams into gorgeous income streams.

“Pump out content!” we’re told. “Be everywhere!”

But maybe reaching that number isn’t all that complicated. Maybe it’s quite simple. The Joe Girards of the world make a pretty convincing argument that the road to gaining 1,000 true fans looks a hell of a lot like consistently saying thank you.

When you sit down to map out your plans for the upcoming month, quarter, and year, dream big and set clear targets. But before you do, think of Joe. Remind yourself that the best way to not have to always go to the market is by tending to your own garden first.

Reserve just five minutes a day to say thank you to the people who support you. Steal a line from my friend Jake Daghe and commit to sending out 100 postcards a year to the people you appreciate. Ask people who support you to get on a call from time to time so you can learn more about them. We’re talking about an hour or two a week. You’ll still have plenty of time for yourself.

People love to say content is king. But it’s not. Caring is king and it always will be.

One conversation at a time.
One “Thank You” at a time.
One “I see you” at a time.

Attention is given to those who give it.

Nothing compounds faster than kindness.

The future belongs to those who focus on the people in front of them instead of chasing everyone around them.

---

If this post resonated, you may like my new book — Shy by Design: 12 Timeless Principles to Quietly Stand Out. It’s rooted in how to find your people and pursue work that lights you up without sacrificing your shy or quiet nature.

Thank you for reading.
My best to you and yours.
—Michael