In a tour business, the
operators use graphic descriptions in words and pictures of what awaits
you in the sites that you are being persuaded to visit - printed with
state- of -art technology in brochures.
The sales
person who may have been there himself/herself shows these places,
highlighting their most attractive features with the kind of enthusiasm
that entices you to give it a try. When you decide to book a tour, what
you buy is a promise; as seen by your eyes and believed by your heart.
That
promise is of; a good feeling, probably a lifetime experience, and real
value for your time and money. Because you don’t touch, feel or taste a
service before you consume it, a strong feeling of anticipation must be
aroused in a prospective customer for him or her to make a buying
decision.
You must provide the prospect, reason and
logic for buying! Like the well dressed fellow, if he is male, the lady
he asks out is persuaded by his appearance and manner of his dress.
The
catch phrase thus in making money in services is: Become a master at
creating anticipation of good and memorable experience when people
choose to consume your service. That anticipation must be matched with
reality. When your client buys, he or she must get what was anticipated
and more.
If it’s a restaurant, the client must get
“please have great day salutation” after the meal, for a tour; the
client must get, “It has been great keeping company with you”, and so
forth… The seed of money is service. Putting service first is an
attitude that creates wealth. Put service first and money takes care of
itself.
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