Chips
Funny things happen at college parties. Now, of the stories I can possibly tell you about my experience with college parties, I’d like to relate one of the more tame ones.
This one turned out to be an interesting social experiment, that happened by accident and taught me an important lesson about closing web design and digital marketing projects.
The party had already been going for a few hours, and the drinks and snacks were still plentiful. My friend Betsy was wandering around with a bag of potato chips snacking on them, and making conversation with all the party goers… or so I thought…
She comes up to me and offers me a chip from her big bag. I politely decline.
She smiles, and says in her most confident voice… BUT… THEY’RE SOUR CREAM & ONION…
I cave, and grab a chip, and munch away on it.
She chuckles and moves on to another group of people standing near by.
Not paying attention, I hear her again repeat… “BUT… THEY’RE SOUR CREAM & ONION…” and the crew she’s speaking to, one by one, dives hand-first into the bag.
This is when I really start watching her. Person after person politely declines and then does a complete 180 turn-around and snatches up the chips after hearing “BUT…. THEY’RE SOUR CREAM & ONION…”
It turns out ALL BUT ONE party goer took the bait and snacked on the chips after initially turning down the first offer. Crazy, right?
Lessons Learned
To me, this means TWO very important things about selling website and digital marketing projects to clients:
- When a client says NO, sometimes you just need to ask again in a different way.
- When a client says NO, sometimes you just need to highlight a key feature for them (even if it is something that you consider to be mundane or obvious.)
How many of the chip takers said NO because they had zero emotional connection to the chip, but once hearing the words “SOUR CREAM & ONION”, their body reacted with a memory of the taste of this classic chip, and that pushed them to YES?
Create an Emotion
Are your words triggering an emotional response about how your product will make them FEEL?
Hit reply and let me know what other ways you’ve helped a client feel the positive emotions from buying your services.
If you’re looking to create an emotion when someone is buying your website (and you feel like there is room for improvement), then you’ll want to watch my free training on how to build an emotion inflicting web design proposal. In this training, we will show you what to include in your proposal as well as what to say to get your prospective clients to buy.
Mike Schmidt
Founder
AgencyCoach
