The Happiest Place on Earth

I recently spent the day at Disneyland, Anaheim, California, where it all started. We had a terrific day in the Park. The weather was great. The attractions were great. The food was great (I do have to admit here that we ate at Club 33 which was the reason we were at Walt’s world to begin with) and in general it was a perfect day. So I would also be inclined to agree that it was the “Happiest Place on Earth”. But why is that nearly universally held to be true?

I have studied the Disney affect for many years. As a retailer, Disney is a shinning example of how to retail right. I have studied their, visual display, merchandising, marketing and guest services all in the design to improve my own company. But why do the guests feel that they are truly in a magical kingdom?

I believe it is that Disney exceeds expectations. What ever it is, they go one better. The stunning gardens and vegetation is a very good example. The flowers and plants are always at peek. Why, because they are changed out at night so the next day’s guests are presented with the optimum floral effect.

Why is the staff so helpful and downright cheerful? They are called cast members for a very good reason. When they are in front of a guest they are playing a role. That role is carefully scripted and rehearsed to illicit the desired response from the audience/guests.

So how can this apply to your business? First, look at everything you put in front of your clients with a new vision. From your business card to your store/restaurant/vehicle/etc. does each component: A Carry your message, and B. Exceed expectations?

Secondly, can every person in your organization (including you) articulate your company culture, what your company stands for, what makes you special? And even more importantly do you and everyone on your team practice and rehearse to ensure a flawless performance each and every time you are in front of a client?

If you can do and continue to do these two things you will find that not only may your sales grow, but you will be much happier with your business, your staff and probably yourself. Indeed, you will be at the “Happiest Place on Earth.”

Comments?  Do you agree or disgree?

What Would You Do?

You are making a pitch to a new customer. You know that two of your most direct competitors have already been in a head of you. You know that your product is very close to the others and the buyer may not even discern a difference between the three. There is very little margin to play with.

The buyer has multiple locations in multiple states and has a single distribution center. The buyer has been in business a very long time and prides their selves as being the quality player in their arena.


Based on this scenario which of the following tactics will you use to secure the sale?

A. Under cut whatever price is on the table.


B. Offer to match the price on the table and freeze the price for 2 years.


C. Low ball the price but only if bundled with another product with margin.


D. Offer co-op marketing dollars.


E. Offer to drop ship at each location.


F. Pass.


G. Something else. Which is....


Please comment on these sales tactics or post your own solution to this sales quiz.

What Is A Good Deal?

What is a good deal? I guess that depends on a lot of things. When Secretary of State William H. Seward purchased Alaska from the Russians for $7.2 million he was branded a fool. Who would say today that he was wrong? Obviously, no one. It is much easier today to see the value proposition that it was in 1867.


Or, what about the stories of lawn sale or estate sale items that went for a few bucks and turned out to be rare and quite expensive pieces of art. I guess you would say that “Art is in the eye of the beholder.” No truer words have ever been spoken. Both buyer and seller looked at the same object and saw two totally different items worth very differing amounts to each. Each held a different value to be true.


And, to take this analogy even further afield....what about the value of a relationship? Yes I know there are many types of relationships. So let’s just focus on customer relationships. Do you have some customers that you do more business with than others? Most often that is the case. And it would most often also be true to say the customers that you do more business with you probably have a better relationship with as well. It sort of goes hand in hand. Give me more business and I in turn will give you more of my attention is generally the way it works.


So as you can see, there is also a value proposition to relationships. Good customers mean good relations. Pretty straightforward. But this is only part of the equation.


I would suggest that you strongly consider rethinking the axiom. I would suggest that if you really want to grow your business that you change the sequence. Reverse it. Good relationships mean good customers. Everyone would rather do business with someone they know verses a stranger, and the better you know someone and they know you, the more they can trust you, ergo: more business.


What I am saying is build the relationship first, the business will soon follow. You show you are worthy, your value proposition, and others will invest their trust in you. Give it a try; you might just be surprised at how many new friends and customers you will have gained. Now that is a good deal.

Do you agree or disagree with me?  Please comment.