This morning, John Wall and I were discussing the merits and drawbacks of the diner in which we do Marketing Over Coffee each week.
One of the hallmarks of good service at a restaurant is that things initially happen at a rapid pace. You get seated quickly and your first order of drinks or appetizers is taken quickly. If you run a tight shop with great service, you get that first cup of coffee/drink/appetizer on the table as soon as possible.
Why? Because up until the point that goods and services are actually delivered, it’s really easy for the customer to walk out. There’s no check to pay because nothing of value has been delivered. Once that first cup is on the table, you have now created a legal and social obligation between you and the customer. If they walk out, they now must pay for the goods and services already rendered.
If you want to sell more, if you want to get more out of your marketing and sales efforts, try getting the first order on the table as soon as possible. Deliver at top speed. Get the commitment, even if it’s something as meager as a cup of coffee, and you’ll be on your way to bigger business opportunities.
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Those shots from Hubspot TV always make me smile, I’ve got to talk to Mike about getting over there again at some point….
That orange background looks great in the photo.
This is great thinking Chris. I compare it to street sales people and scam artists.
I remember being in Venice a million years ago and watching the routine of a man selling knock off purses on the street. He would very aggressively get the purse into a woman’s hands, then as he explained the benefits and complimented the look of her with the bag, he would back away.
I’ve often thought about this technique. The idea of putting something for sale in the hands of the customer and not easily accepting it back. It sounds quite like your restaurant example, doesn’t it?