(The views and opinions expressed in this blog are strictly those of the author.)
Yes, there are valuable sales lessons to learn at Universal Studios. They might initially promote themselves as being all about thrill rides and movie sets, but my takeaway was a great sales approach.
Weeks ago on vacation, my son and I were able to visit the theme park. We had only a very short time to see as many things as possible. This was our objective and our goal.
While approaching the hour-long queue for the Jurassic Park Adventure, an employee was encouraging those visitors that could be flexible to consider standing in the "single riders" line. My son and I obliged and ended up saving 50 minutes of wait time, and we were on the same "boat" anyway for the ride.
The latest and greatest attraction that opened up at the park was the Transformers ride. Again, we slid into the single-riders line and saved almost two hours of wait time. Fortunately, we were also placed in the same vehicle for the ride.
Before purchasing our regular theme park tickets, we noticed an option for a VIP experience. The price was more than triple the regular price but gave ticket holders the chance to skip to the front of the line at every ride and show.
Our objective was clear: Enjoy as many things in the park as possible in a very short time. We were flexible, as we did not need to be sitting next to each other on the rides. Cost was a factor, as I was not willing to pay three times the price for our admission.
For those purchasing the VIP experience, their objective was also to see as many things in the park in as short a time as possible while money was not a factor in their decision. Convenience and special treatment were major considerations.
Do you have clients that could fit into either of these profiles? Perhaps a very high-end financial institution is willing to pay extra to be in a warm climate in February, while a lower-rated youth sports team may consider going to a desert location in July.
True partnerships need to exist with either client so that expectations and budgets can be met.
Have you had success in convincing a customer to be flexible in order to meet their needs? Please share in the comments below.