I betcha you're leaving a 'ho bunch of DEEnero on the table every time you make a sale. But not to fear, because Dave Dee is here.
Yesterday, I told you about, Alinea, my favorite restaurant on the planet. Let's continue our little adventure and discuss what happens once you get to the restaurant. You're about learn an often overlooked moneymaking gem.
First, finding the restaurant is no easy task. It's in a nondescript building with a tiny sign.
Once in, you walk down a dark hallway towards a neon sculpture on the wall at the other end. Two doors automatically slide open into the restaurant and you're warmly greeted by a staff member and escorted to your table. The restaurant is designed in an elegant, modern, minimalist way.
There's typically something unique on the table that comes into play later on in the meal. The three times I've been, there has been a mysterious black vase, a display of what looked like miniature Asian Flags and a chemistry set looking concoction.
The waiter greets you and briefly talks to you about what you're going to experience. Then the magic happens…
He asks you if you would like the wine pairing with your dinner. Unless you don't drink or you're a fool, you automatically say "yes." Then, without pressure and with total graciousness, he inquires if you would like to get the deluxe wine pairing.
These pairing significantly increase the size of your check – in some cases by as much as 50%. It's magic.
Think about it: You've already bought a ticket for $245 a person up to two-months in advance. That money has already been spent. So when you're asked if you like to include a wine pairing, you're answer is almost a reflexive "yes."
Alinea first uses a cross-sell, "Would you like to include a wine pairing?" followed by an immediate upsell, "Would you like to get the deluxe pairing?"
(And just for the record, a cross-sell is selling an additional product after your prospect buys something. An upsell is when a prospect buys and upgrade version of the main product.)
Remember our little bet? How many upsells and cross-sells do you currently have when you make a presentation? How many do you have in place after the sale has been made and the product has been delivered? My guess is, not enough.
So whatcha going to do to remedy that situation?
On Monday, I'll be sharing with you a related strategy that kicks some serious bootay and causes mass buying frenzies.
Make it a great weekend and as always…
Kick butt, make mucho "DEEnero!"
P.S. Check out this way-cool, 2 minute and 56 second video, "24 Hours At Alinea." It rocks.