Here’s a quick story from a trip Kris had to Orlando earlier this week.
I left Orlando with two take-aways. You may need to use some imagination on it, but at a minimum, it is food for thought.
I finished my management session a little early and head back to the Orlando airport to wait for my flight. I had a 2 ½ hour wait. My stomach started grumbling so I decided to get something to eat. My options? Jersey Mike’s, McDonalds, Villa Italian and a Chinese place that reminded me of Panda Express. I walked back and forth and back and forth trying to decide where to go (At least 4 times). I crossed off Jersey Mike’s immediately because bread wasn’t going to get it done. Each time I walked by the Chinese place, a gentleman behind the counter asked if I’d like to try a taste of Orange Chicken, to which I replied no thanks. On the 4th time by I said ok. I took a quick look at McDonalds and then glanced at the Italian place and then stepped up for the Chinese.
My first take-away? Sampling works! Just because it doesn’t work the first time doesn’t mean it won’t. Keep sampling. Build good habits and work with your samplers to keep at it. Teach them what to say and where to go. Be professionally aggressive.
I stepped up and ordered Lo Mein, Black Pepper Chicken and the Orange Chicken I had sampled. I took my plate and started moving down the line but before I got far the man asked me “Anything to go with that? A drink? Maybe eggrolls?” I told him thanks but no thanks, because you don’t have the real hot mustard you only have that packet stuff and it’s just doesn’t work. The man told me that if I took the regular mustard and some of the hot pepper sauce, then mixed them together I would have a very hot mustard indeed. I paused for a second and then said “OK.”
My second take-away? Sitting in the common area right across from the Chinese place I looked at the menu board and saw that my original order was priced at $9.59, the eggrolls were priced at $2.99 for a total of $12.58. Unless I did my math wrong, that was an increase of 31%. The gentleman didn’t let me off the hook, he got creative and professionally pursued me and it paid off! Consider looking at the difference that the pickle, the drink, the chip or the box lunch or any other incremental item (depending on your industry) can make in your bottom line. If you are selling the maximum amount of products/services you can provide, then this is your only way you can influence the numbers.
Give us a call, we can help you and your team excel at upselling! 917.930.0801 or info@transglobaldevelopment.com .