Salesmanship or selling system?
Topics: General Business
This past week, I’ve been spending my vacation on a Norwegian Dream Cruise line, visiting 4 cities including Progresso, Playa De Carman, Cozumel, and Belize City. While I was enjoying my vacation, I was still noticing the marketing aspect of things of the cruise line.
What I noticed about the cruise is – they did a great job selling for the next cruise. It does not just depend on individual salesmanship of crew members (although there were some great sale people there), what impresses me is the selling system that was being implemented.
For example, at the end of every show, the MCs will ask you to come back. At the end of the cruise, they ask you to fill in a satisfactory form. And the best strategy of all I believe is an on-cruise booking special at which you will get a special discount if you order your next cruise while you’re still on one. All these are embedded in their standard crew procedures and is part of their whole selling system — the bottomline is, they place a HUGE effort retaining current customers.
I understand as a consumer, you are used to seeing these promotion strategies and take it as a grain of salt. As an entrepreneur though, how many of you actually use these simple tactics in your business? How much effort do you use to retain your current customers? There’s a reason why some companies are successful — they must have done something right. Focus on their strength, learn from them, and then implement them in your own business system.
