Feb. 9, 2026
Just Ask
Just Ask – “Do you want Fries with that?” That single question makes McDonald's millions every single day. You can do the same. Just ask.
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Hi, you live, don too censure wow for you young.
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This is the pipe Man here on the Adventures Pipe
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Man W four c Y Radio with a once again
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positively Pipeman segment powerful business strategies and I'm gonna ask
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Michael Barbarita from Next Step CFO if he wants fries
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with that.
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Well, that is the single question that makes McDonald's millions
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of dollars every single day. And here's why it mattens
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to your audience, Dean, and thank you for having me.
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By the way, the reason why it mattens is that
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thirty four percent of customers will buy additional products or
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service says at the time of purchase if you simply ask.
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And the problem is is that most business owners don't ask.
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So when you think about it, you know you're not
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chasing leads. This is just an additional sale that would
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have never happened otherwise by simply asking. And companies and
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Amazon is also great at this, where you know you
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buy one product, that's making suggestions on other products that
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you should buy that are similar that other people have
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bought after they bought the same product. And it's a
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strategy that works incredibly well. And everybody's website should also
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have suggestive selling incorporated it if especially if there's some
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type of e commerce company. But even beside that, I
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don't care who you are. Anytime you make a sale,
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you should be asking for another one, and with different
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products or services that in all likelihood the customer does
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not know that you have and that you offer and
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that the other thing. You know, I was telling talking
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to a client today and I said, you know, every
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business owner thinks that someone like Michael Jordan or Abraham
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Lincoln with it. They're just not forgettable. They're very forgettable,
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very forgettable. Because a lot of a lot of my
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clients when I talk about drip campaigns and reaching out
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to former former customers, they haven't bought for you from
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you in a while. Oh, they know who I am,
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they know how they and they know who they know me,
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They know who I am, who we are. You know
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we did business with them. They don't. They forget, Yeah,
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and they need to be reminded. Uh. I've got so
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many clients that just don't understand that concept of rejuvenating
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former customers and the concept of simply asking just ask
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if there's if you made a sale, you've got them
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in the right position. They're there, they get their wallets
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out because they're buying from you already, and one third
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of the time they're gonna buy something else. Will you
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get rejected? Yeah, two thirds of the time yep. But
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the other one third at the time, you're gonna get
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additional business. You're gonna increase your average dollar per sale.
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There's a saying that I live by, and that is
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ask equals get, which also translates to if you don't ask,
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you don't yet.
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That's right, It's so true. And a lot of business
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owners in every one of your whether it's a sales
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presentation or some type of a communication with customers, whether
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it's online or otherwise, you need to have suggestive selling
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to sell something else. Do you want fries with that?
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Do you want a coke with that? All of that
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type of suggestice ouse.
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Would you like to super size that?
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Yes? Which you'd like to super size that. It's it's
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just it's incredible how much money that has made companies
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like McDonald's, like Amazon. And it's a very it's not
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a difficult thing. And you know, all we're saying is,
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you know, just ask, just ask. And by the way,
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many times I have a client in the roofing business,
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and he also sells siding and gutters, and fortunately or unfortunately,
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the name of his company has the word roofing in it,
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so people just think he sells roofing. Yeah, okay, that's
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all and so uh you know, and and this past
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year almost ninety percent of his sales were roofing. I said,
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you need to let your customers know at the point
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of sale, as well as to drip campaigns, but at
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the point of sale that you sell roofing, I'm sorting
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siding and gutters and windows too, by the way, So
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he sells all these things. It has the ability to
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sell all these things, but customers don't know, mainly because
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of his name, but maybe not. I bet you if
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his name didn't have the word roofing in it, these
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customers still wouldn't know he did siding, guts and windows. Yeah,
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and so it's it's really paramount. We know our companies
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better than the customer does. By a landslide, and that's
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how we have to think about it. By a landslide,
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they don't know we sell half the stuff that we
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do sell. They forget that we sell the primary stuff
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that we sold them.
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That's what we are so important because you know how
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many times people buy services and products from another company
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that you do and they never knew you did it,
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and it would have been such an easy sale.
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That's right, And that's what kills me because I think
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if if people think about how they deal with their
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own life, who is that company I used? Who was
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that business that I had I used a few years
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back that did such a great job? They forgot? Yeah,
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that's okay, people forget. They don't it's not your name,
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is it Abraham Lincoln? You know, it's not. It's not
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something of Michael Jordan where it's something that they're gonna
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absolutely remember or know. It's just isn't that way. You're
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just a company that's in the sea of other companies
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and other businesses, and so it's critical that you just
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ask thirty four percent of the time.
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I'll tell you what too. I have a story myself.
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You know, when I worked at Prudential staring off in
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the financial industry. What you used to do is you
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used to set appointments based on giving them a quote
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on their auto insurance to save the money on their
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auto insurance. But really the real reason you were there
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was to sell life insurance, but you didn't go in
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with that, so you went in with the and then
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you saved the money you're and while you're writing the
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auto insurance, that's when you open up the door for
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the life insurance. But really the money that you really
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made as the agent was off the life insurance, not
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off the auto policy. And I'm mentioning that because sometimes
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when you just ask, you're going to get a much
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bigger profit than what you initially sold, right, agreed.
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Uh, yeah, it really is amazing how much you can
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increase your average ticket per customer by just simply asking.
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That's it. That's all you have to do. No, no,
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not a big it's not a big ask.
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No it's not. No, it's not so So why do
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you think people just don't ask?
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I think they're so focused on making the initial sale
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and so happy that they made it that you know,
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or sometimes the mechanics of closing a sale are extensive. Okay,
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well you have to write stuff up and that type
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of thing, and and they either don't think about it
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or don't just they're just happy with what they got
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when it yeah, yeah, just happy with what they got,
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you know.
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And the thing is too, it is that a lot
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of times in that scenario, like that's the best part
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and time in your relationship with that client is at
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the moment of sale. So the most likelihood that you're
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gonna get people to listen to you about other products
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and services that you have is right then and there.
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Right, that's it. That's the point. That's the point when
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they're ready the most active to purchase. And by the way,
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so there's also another point in time that it actually
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also has a high close rate, and that is at
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the end when a job is complete. It especially in
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the trades, especially in the trades, a job is completed,
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the customer is really happy and now you're telling me
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what else yourself. Un believable works very.
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Well exactly because once you have a relationship, they're most
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likely to do business.
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With you, absolutely and that's the best time to ask
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them for a review as well.
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Yeah, and referral right, do it all, do it all,
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kill it all. So anything else you want to share
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about this subject and also tell people how they can
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reach out to you for more information and more help
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in this arena.
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Yes, So the way what I love to do to
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help help business owners and help myself to be honest
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with you is do book interviews. We're always updating our book.
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There's always something new happening in business. I mean a
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year ago, tarifs were something that was just a word,
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and now it has an impact in business. And so
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you know, that's why I always say business is always changing,
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and I need to constantly update my book to get
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new and fresh information in there and fresh ideas which
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I get from business owners to book interviews, and it
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works really simple. At sixty minutes on Zoom. I share
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strategies for my book and then I ask the interviewee
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if they were if a business owner in their industry
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were to implement that strategy, what would the impact be,
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and then I document it for the book. It's an
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industry perspective that I like getting.
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Love it. Love what you do to help businesses. They
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need it more than ever I think nowadays. And thank
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you Michael for all the great advice you give, and
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thanks for being here on the Positively Pipemin segment of
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the Adventures of Pipemin.
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Thanks for having me gat me. Thank you for listening
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to the Adventures of Pipemin on w for CUI Radio.
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00:06:44.519 --> 00:06:47.639
106
00:06:47.720 --> 00:06:50.240
107
00:06:50.279 --> 00:06:53.800
108
00:06:54.040 --> 00:06:56.399
109
00:06:56.439 --> 00:06:58.879
110
00:06:58.959 --> 00:07:01.319
111
00:07:01.360 --> 00:07:04.720
112
00:07:04.800 --> 00:07:08.680
113
00:07:08.720 --> 00:07:11.319
114
00:07:11.439 --> 00:07:16.160
115
00:07:16.160 --> 00:07:19.079
116
00:07:19.279 --> 00:07:25.519
117
00:07:26.759 --> 00:07:30.959
118
00:07:31.079 --> 00:07:35.000
119
00:07:35.160 --> 00:07:37.720
120
00:07:38.279 --> 00:07:39.879
121
00:07:41.120 --> 00:07:45.040
122
00:07:45.079 --> 00:07:47.319
123
00:07:48.000 --> 00:07:50.519
124
00:07:50.959 --> 00:07:55.000
125
00:07:56.000 --> 00:08:03.920
126
00:08:04.000 --> 00:08:06.399
127
00:08:06.439 --> 00:08:09.199
128
00:08:09.319 --> 00:08:11.920
129
00:08:12.839 --> 00:08:15.439
130
00:08:16.639 --> 00:08:16.879
131
00:08:17.040 --> 00:08:20.639
132
00:08:20.639 --> 00:08:25.600
133
00:08:25.680 --> 00:08:28.879
134
00:08:28.920 --> 00:08:32.919
135
00:08:32.960 --> 00:08:36.679
136
00:08:36.720 --> 00:08:40.159
137
00:08:40.440 --> 00:08:43.840
138
00:08:43.879 --> 00:08:47.360
139
00:08:47.679 --> 00:08:53.360
140
00:08:53.600 --> 00:08:58.279
141
00:08:58.279 --> 00:09:01.399
142
00:09:01.440 --> 00:09:04.600
143
00:09:04.639 --> 00:09:07.000
144
00:09:07.120 --> 00:09:09.840
145
00:09:09.720 --> 00:09:13.399
146
00:09:13.440 --> 00:09:15.000
147
00:09:14.639 --> 00:09:17.240
148
00:09:17.279 --> 00:09:18.399
149
00:09:18.759 --> 00:09:23.559
150
00:09:23.600 --> 00:09:26.799
151
00:09:26.840 --> 00:09:29.919
152
00:09:30.000 --> 00:09:32.399
153
00:09:32.440 --> 00:09:33.159
154
00:09:33.559 --> 00:09:37.600
155
00:09:37.720 --> 00:09:40.360
156
00:09:40.399 --> 00:09:44.159
157
00:09:44.440 --> 00:09:47.960
158
00:09:48.000 --> 00:09:51.399
159
00:09:51.879 --> 00:09:54.799
160
00:09:56.039 --> 00:09:59.120
161
00:09:59.360 --> 00:10:02.320
162
00:10:02.360 --> 00:10:04.840
163
00:10:04.840 --> 00:10:07.200
164
00:10:07.240 --> 00:10:10.200
165
00:10:10.240 --> 00:10:14.000
166
00:10:14.639 --> 00:10:18.159
167
00:10:18.679 --> 00:10:22.000
168
00:10:22.600 --> 00:10:24.399
169
00:10:24.399 --> 00:10:26.080
170
00:10:27.120 --> 00:10:30.000
171
00:10:30.080 --> 00:10:33.960
172
00:10:34.000 --> 00:10:36.759
173
00:10:36.960 --> 00:10:40.039
174
00:10:40.120 --> 00:10:41.240
175
00:10:41.639 --> 00:10:45.639
176
00:10:45.840 --> 00:10:52.360
