I recently received an email from the Two Neil’s, UK Infomational Marketing Experts (copied below). It’s a great and simple story how to sell, everyone should read it:
Rob Ward www.foodmarketingnetwork.com
Please read and pass it on:
Neil Stafford & Neil Travers
“Neil Stafford here from the Internet Marketing Review.
Last month Karen and I were in Barbados on holiday and this time
we went with a couple of friends and their two children.
Whilst in the Caribbean my friend and I decided to go scuba diving.
I’m a fully qualified diver (BSAC) and my friend had recently
completed his open water training (PADI) and we didn’t need too
much of a reason to go diving in the Caribbean!
I’ve dived in Barbados before however the firm I usually use was
closed for a few weeks so I had to find another company to take us.
Whilst in Bridgetown (the capital) I found a dive school down near
the harbour area and as luck would have it they were in and due to
only leave on the next dive in an hour or so.
The owner (Andy) took time out to explain to me how his dive school
and expeditions worked.
He explained that he ran an eco-dive business with emphasis on
the environment and preserving the areas he dives in. He asked me
about our diving experience and where we had dived before and what
we enjoyed about diving.
He then explained that he would love to take us out (of course he
would we’re paying clients!:-) however he had to explain his rules.
He then stressed that if we do dive with him then under no
circumstances must we:
- Take anything from the wrecks we dive on
- Chase the marine life, especially the turtles
- Remove anything from the reef or damage the reef either
deliberately or by thoughtlessness in our diving.
If he saw us doing any of these things we would taken to the
surface, placed on the boat and our dive would be over with no
refund.
** The Classic Take Away Sale
Andy then said that he had no places spare today or the following
two days but he did have two openings that day after that. He
also explained that he had already had several enquiries which
would lead to those places being taken up very soon. (Brilliant
sales tactic!)
He also explained that he doesn’t advertise in any of the hotels
or holiday tours as all of his dive clients come from repeat
business, word of mouth and his website.
He finished by saying that he’d love to take us out, but to let
him know quickly by calling and leaving a message on his phone.
He passed me his card with his number on it. (Note, he didn’t
ask me to make my mind up there and then.)
At this point he thanked us and wished is a great holiday.
Needless to say my friend and I booked the dive and had a superb
time diving on several wrecks and a second dive on a breath-taking
reef….I’ll tell you about the dive itself another time.
** Controlling The Sale
Right through talking with me Andy controlled the conversation and
at no point did he appear desperate for the sale. He used the ‘take
away’ at the perfect time to make me want to book as soon as
possible.
Take a look at your own sales process…on your website and in your
email follow ups to see if you can use take away selling to
encourage people to buy from you.
And if you’re ever in Barbados and want a great dive experience I
recommend you book a trip with Andy. Here’s his website:
www.ecodivebarbados.com
Best wishes
Neil
PS We’ve had a lot of questions recently about using Public Domain
material in your business so Neil and I are putting together some
free training videos for you soon. Watch this space.”
www.internetmarketingreview.com
