They say, “What happens in Vegas stays in Vegas”, well let me tell you about my trip…
March 16th, 2011 // 12:17 pm @ Scott
First of all you are darn right it does… all the MONEY happens in Vegas, and whatever you bring with you, you can betcha, it’s staying there.
But why?
I’ll tell you right now, and I’m going to share with you some kick ass lessons I brought back from my trip this past weekend, just for you.
I had a wonderful few days in Las Vegas, working of course, at Client Seminars, selling stuff – you can bet we didn’t leave money in Vegas, nope, we took as much of it as possible home with us.
While I was there, though, I enjoyed walking up and down the strip several times, of course not to gamble, drink, or party (you know me better than that – not that I’m judging if you do it, just that I don’t. I’ve always preferred to be in control of what my experiences that’s all)
Anyhow, I took in the sights and really had a great time.
Of course you expect me to bring back some “business lessons” where ever I go, and that’s exactly what I did.
For starters, let’s begin with the premise of Vegas, the “okay to party as Adults” place to be.
The key word there is “okay”.
People get away with everything in Vegas because it’s been made “okay.”
Here’s a big big big lesson for you, if you want to make more money, take more money, and earn more money from your customers – You’ve got to make it “okay” for them to give it to you.
I’m going to make one broad generalizations here, to make my trip worth something to you, and if you pay attention, apply this to your business, you’ll find it will change the way you interact with your customers forever.
While I was in the airport and had a chance to really pay attention to it, I listened, listened, listened, and listened some more and you know what I heard.
NOTHING.
No, ding ding ding ding, or chaching chaching chaching.
Nope. I heard nothing.
Not one time while I was leaving, sitting, waiting, entering, or watching at the airport did I ever hear anyone win after they dropped the money in, pulled the lever or hit the buttons.
Do you know why? Because that is not the point. Winning is not the point.
No No No
PLAYING – that’s the point.
It’s about “playing” or “gambling” – not winning.
It’s about the experience.
In fact everything thing about Vegas is about the Experience.
While at the Seminars I was talking with some of the attendees and the topic came up about why people buy on price. And there is truly only one reason people buy on price, provided that you have chosen the right customers.
You ready for this. Only one reason…
People buy on price when that’s the only thing they have to base their decision on.
If that’s all you give them, which is what so many business owners and sales professions do, then what else do they have to go off of.
Nothing. So they default to basing their decision on price.
Not so with Vegas. In fact, no body even asks, talks about, or looks at the price. If you go to the show, you’re going. For one, you can get to the show until you walk 5 miles, through the maze of the casino, and you’re lost by the time you get there, and you sure as heck didn’t check the price until you got to the ticket booth, so what are you going to do – BUY – that’s what.
Because it’s not about the money.
It’s about the Experience. It’s about what you “DO” in Vegas.
Here’s some other quick lessons learned…4 of them for you to profit.
1. Control the environment of the Prospect and of the sales process. We do this all the time with Seminars and in every way possible we try to control the environment. In Vegas they keep the lights low so you don’t know what time of day it is. They put the stores and casinos right in the way of the side walk forcing you to go in, out, and through, but never around. They control the process.
2. You’ve got to give your Customers something to talk about. Over the top Shows, fancy shops, stories to tell. Everything is larger than life. You can’t afford to be ordinary…Vegas is in the dessert for goodness sake. No reason to go there other than it. You’ve got to be that compelling to your customers. No an afterthought, you’ve got to be it!
3. Make it about something more than Price. Make it about the experience. I’ve said enough on this one, but it’s perhaps the most important one. And no matter how lame, ordinary, or online, offline, brick and mortar, or at home in your sweat pants. You can’t afford to be basing your relationship with your customers on anything less than an amazing experience.
4. Finally, Vegas is the king of Niching, and being FOR SOMEONE. Everything from the themes of the games, to the Shows and Comedies, and the shops and on and on. It’s not one size fits all, they make sure they match the needs of people who are there. Something for everybody, but specifically for SOMEONE. Sadly, I noticed this to be oh so real when I say the big sign in front of the building with lights (yes, I know they all have lights) and it read “the place for men who like men who look like girls” and that’s when I knew two things, Vegas was all about niching to the market, and I was in the wrong damn place.
Here’s one other thing you should know about Vegas, you run your business like the city, not like the customer. If you apply these four strategies, you won’t be leaving the buying up to your prospect, you’ll be in control – and that’s exactly where you want to be.
The house is always in control. Vegas doesn’t gamble on it’s business…and you shouldn’t be either. That’s something that you can take to the bank.
Category : Blog
