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Good morning!
I need someone to make a sales call for me.
While we were in South Carolina, we were testing out a beach tent from a San Diego-based company called Neso. If you have an Instagram account, you have likely seen their ads.
Anyhoo…
My sister lives nearby and she came to hang with us one sunny day, bringing along with her a competitor’s beach shade product called Shibumi (again, I refer you to Instagram).
Okay, ‘couple things…
Our Neso came without instructions.
Nothing. Not even a QR code to go online.
After wrestling with it for 30 minutes, it collapsed in the 15 mph breeze.
Meanwhile, Nanci’s Shibumi had printed guidance and was up in the 3 minutes they boasted.
But that’s not all…
Shibumi also included business cards to be given when a fellow beach-goer wanders over in admiration.
Neso had a logo and a website printed on the fabric. Given that it lay flat on the sand, it was easy to read, so long as you were standing over it.
Okay, so here’s where it gets interesting…
Over a series of emails and phone calls to Neso’s truly wonderful customer service woman, Sabrina, I was able to learn how to properly assemble the tent and moving forward, we had no more issues.
Channeling my inner Warren “Print is Alive!” Werbitt, I took it upon myself to point out the marketing advantages of print. Her response:
“We used to give out cards with a discount code on them for $5 off. After giving out 1000 cards, no one had used the discount code. We put the website on all Neso Tents and find that works great. Customers go up and snap a photo.”
I’d be curious to know what Neso’s return rate is due, I am assuming, to the lack of printed instructions. Further, I challenge you to come up with an idea to help them do a better job of, “Wow! That’s so cool! Where’d you get it?” marketing. If a card doesn’t work, what would? My input: It’s not the card that’s the problem. It’s the $5 off. That’s not inspiring enough.
The point of this sales tip is to pay attention. The best sales opportunities are the ones you create, whether it’s while you drive, at home or even at the beach.
First, know how to identify a good opportunity. Second, know the questions to ask to get into a good solutions-based conversation. Get those two things down and you’ll be making solid, repeatable sales in no time.
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Got this sales challenge? Find it solved inside The Sales Vault:
“I have a good lead…now what do I do?”
Go to SalesVault.pro or call Bill Farquharson at 781-934-7036 for more information.
