The true value of an upsell isn’t always about money.
This video strategy is coming to you from the Bahamas, where I am continuing my business lessons from our Disney cruise. Now if you’ve ever done some type of Disney vacation, you know it isn’t cheap. There are other theme parks and cruises that are probably more cost efficient. But what you’re really paying for with Disney is the experience and the memories. It’s an investment for happiness.
They are able to do this because they are really good at putting things in a currency that is important to the customer and that currency is not the dollar. At every chance there is an opportunity to upsell. We were on a cruise, we have already paid for our trip, but they are giving opportunities to increase the sales potential with them at every step. The key to their success with this is they are REALLY good at upselling you something you actually want.
Click on the video image below to watch.
As we were walking to Disney’s private beach, Castaway Cay, and there were some unexpected guests there to greet us. We were welcomed by Captain Jack Sparrow from The Pirates of the Caribbean, Donald Duck, and Goofy all in their beach clothes. And we were given the ‘opportunity’ to take this once in a lifetime picture with them with the beautiful scenery of this Caribbean island. No one asks how much it costs as they are standing in line because they want to take advantage of that moment.
So what they are doing is taking the money currency out of it, and making it about the fun, excitement and memories. And that is the big takeaway I want to share with you in.
What in your dental practice can you offer your patients that takes the money out of it and puts it in a currency they care about?
What is the lifetime value of a patient? What will that experience mean to the patient in terms of the confidence of her smile or his day-to-day comfort? These are things your patients care about and you are the one that can help them with it. Because currency isn’t just about money, there are other aspects of it. What is the currency of your patients’ health, confidence, and happiness that you can offer them?
In this video, you’ll learn about:
- Upselling isn’t only about money
- Currency comes in other forms besides money
- What currency is important to your patients