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Now not to bore you with my holiday details
but let me tell you an observation I made while watching this
English guy in a harbor restaurant.
We had spent couple of days there and
eaten out every day. The usual stuff, beer food... food beer and a
little bit more.
Anyway we came across this great place right
on the sea. Now this is where you need to picture this. This guy
looking like Hannibal Lecture complete with straw hat approached
us.
Being six in my family with the kids we
always have to pull two tables together. Most bar owners don't
like you doing it we just do it and wait for the "look"
So back to Hannibal... he approached us and
right off the cuff he said..."welcome to paradise bay you all
look wonderful, relaxed and the children look happy. Let me get
you a cold jug of Sangria, chilled wine or large cold beers to
help you relax. Four cokes for the children and some tapas
(snacks). Is that ok with you?"
Well, what could I say to the man that
looked just like movie killer Hannibal. Yes I said hoping he wasn't
about to eat my wife.
Is there a point to learn here?
Yes you bet there is... WORDS CREATE
SALES...when its done RIGHT.
Hannibal had it right... dead right. He said
the right thing to the right person at the right time.
Result...more sales.
Words do make a difference and if you don't
get them right you wont increase sales its that simple. So...HOW
do you know if you are getting them right?
Lets look back at what Hannibal did.
They made us feel uncomfortable due to the
fact that we moved tables. All the bars we had walked into before
waited for us to make the order. No suggestions were made to us.
He not only made us feel good but he offered
us something we would like but probably would not have asked for.
After years of experience he knew the
mindset of a holiday maker. He realised how a customer feels
when walking into a bar in the middle of the day. They want to
feel refreshed and cool in the shade. Holidays are special so he
offers a special drink that refreshes but makes the holiday maker
feel good.
He understood what would make them
respond. He knew that if he says "can I get you a
drink" the answer would be "a beer please" His
words were made to create maximum response. He offered a cold jug
f sangria. Who is going to refuse that on a baking hot day.
He tailored his words accordingly. Instead
of spending say thirty Euros we spent around fifty-seventy every
visit. We bought and spent more than normal. TELL
ME WORDS DON'T SELL?
HOW DID HE DO IT?
Easy, years of experience and measuring
response. He had worked out how and what to say. He realised
there would be a time to say it. Response was measured. Results
came in.
By the way out of all the restaurants on the harbor this guys
was the busiest.
Get your words right and you WILL increase results. They
need to be focused, targeted and of course response measured.
Now lets be honest here if you done have
years of experience getting words right how are you going to
increase response?
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