Jay Abraham Case Study #391
From: Mark Lopez
To: Jay Abraham
Sent: Tuesday, August 13, 2002 6:28 PM
Hola!
This one is short but sweet and can be done by virtually any business, especially those that would benefit from being in the phonebook.
I own a Catering business, and in this very competitive market I am always looking for new ways to "NOT PAY FOR ADVERTISING." This is something we have found to be an incredible tool in closing sales and "making it happen". When we get a lead for a catering job we:
- First qualify the prospect, meaning we make sure we have something that would be of value to them and that we can provide it in the best possible way
- Second, we immediately get them all if not more information than they were asking
- Third, we ask them if we could just drop off "some more information"
- Fourth, we show up just before lunch time and surprise them with enough food to feed 5% of the total number of guests the had originally asked about
- Fifth, we bring pictures showing other clients with similar needs, at their own catered function (picnic, holiday party, etc)
- Sixth, our catering sales person stays and has lunch with the 5% group to help answer questions as well as pointing out the value in what we offer
- Seventh, we are currently getting these customers 90% of the time
- Eighth, those clients who have experienced our "surprise lunch" become loyal repeat customers 90% of the time
- Ninth, of the 90% about 20% of these clients make up 50% or more of our yearly sales
I hope this helps!
Mark Lopez