Comments on: Commitment and Consistency

By: Ryan M. Healy

Ryan M. Healy — Thu, 16 Oct 2008 15:04:41 +0000

@Jeremy – It happens to all of us, probably more often than we think. Half the battle is just being conscious of what’s going on around us.

@Joe – Great example! That’s a brilliant idea — letting customers sample the dessert first… for free.

@Tony – “Relationships are what consistently ’sell’ over time.” Good point; I agree.

@Farhad – Yes, it is the same principle that makes upsells work. The more steps involved, the greater the power of consistency. In the model you describe, only about 20-30% will take an upsell because there’s only been one step in the process.

@Rezbi – Yep, momentum was moving against me in the sense that I was about to part with $12 for something not really worth $12.

By: Rezbi

Rezbi — Thu, 16 Oct 2008 07:16:54 +0000

My bad. Guess I should learn to read first.

You certainly nailed that one.

By: Rezbi

Rezbi — Thu, 16 Oct 2008 07:15:34 +0000

“But momentum was not moving in my favor.”

Good post again, Ryan, although it seems like the momentum was probably in the sellers’ favour.

Your commitment to buy ended with them profiting from it.

By: Farhad Khurshed

Farhad Khurshed — Thu, 16 Oct 2008 04:53:04 +0000

Isn’t this the strategy behind back-end sales on the internet. How often is an ebook offered for $5 and as soon as you buy it, bang! To really benefit from the ebook, you also need to buy a $45 back-end product! I love those thank-you pages which say, “This is a one time offer. You will not be able to refresh this page”. Gotcha!

By: Tony Funderburk

Tony Funderburk — Thu, 16 Oct 2008 00:54:08 +0000

Of course…it’s just a bit easier to commit to your cute, little girl than a faceless client list. ;-)

But seriously…I think when you’re consistent, you’re showing commitment. And when you exhibit commitment, you’ll naturally be consistent.

It’s like in sports…without the follow-through your shot or your drive or your pass isn’t as accurate, and your goal isn’t as easily attained.

So; stay in touch with your clients and/or customers. This lets them know you actually care about them and their business. That’s building a relationship, and relationships are what consistently “sell” over time.

Now…no more $12 cotton candy…lesson learned, eh?

By: Joseph Ratliff

Joseph Ratliff — Thu, 16 Oct 2008 00:51:25 +0000

Ryan,

Excellent post indeed.

I have recommended to a restaurant owner (client) that they offer a “sample dessert” plate at the end of a meal…where just tiny pieces of different desserts were placed on one plate at the table.

Once the customers sampled the dessert…they were “committed”…and felt it necessary to order dessert.

Dessert sales rose for this restaurant within 90 days a substantial amount.

Maybe a bad example…but great post Ryan!

Joe

By: Jeremy Reeves

Jeremy Reeves — Thu, 16 Oct 2008 00:44:33 +0000

Haha, I’ve done that so many times when I’m out with my fiancee it’s not even funny.

I never thought of it in terms of marketing though…good job realizing it!

Jeremy Reeves
http://www.controlbeatingcopy.com