Follow this story….I went to Best Buy today to get a few CDs and walked out with a new subscription to Sports Illustrated. Immediately confused, I asked myself how’d that happen? As I went through steps that brought to that point in time, I realized I was sold on subscription before I ever had a chance to even think about saying no. Wow! What if and I had this power? My home business would be booming to say least. So, let me go through exactly what happened and then I’ll pull a few key points out for you.
I browsed CD section of Best Buy for about 30 minutes and then after making my final music selections I headed to checkout counter. I was greeted by a friendly checkout clerk who rung up my three CDs to a total cost of $43. As she was ringing me up she said “How would you like a free Subscription to Sports Illustrated or Entertainment Magazine?” Before I could answer she continued by telling me that she had already taken advantage of offer herself and had received eight free issues of Entertainment Magazine. She continued by telling me exactly how I could unsubscribe at anytime and still get eight free issues of whichever magazine I choose. Then, even before she finished speaking, an adjacent check out clerk chimed in and said how great of a deal he thought it was and how much he enjoyed his free subscription.
Then magic happened! No sooner did I turn my head back to first sales clerk than did she ask me which subscription I wanted. Without thinking, I said Sports Illustrated. She replied, “that’s what guys always choose”. She rung me up and I was out door before I had a chance to think about what had just happened.
How great is that?
She probably made a commission and I never even saw it coming.
-----------------------------------------------------
Ok… So, what made this whole process work so well?
First: The Element of surprise…
I had no idea what hit me.
Second: A free trial offer…
She offered me something that was very low risk to me. I didn’t really want a subscription to Sports Illustrated, but hey it was FREE so why not?
Third: Smooth transition into her testimonial…