Use Fewer Words to Obtain More Results
During a recent visit to a Milwaukee-area post office, I couldn’t help but notice the abundance of service options and point-of-sale items available, all offered in an effort to stimulate postal sales and revenue.
But the attempts by behind-the-counter employees to persuade customers to purchase those services or items usually bordered on the feeble, if they’re talked about them at all. “Would you like your package to be sent overnight, Priority, First Class or regular mail?” they usually asked half-heartedly, sparking discussions about the differences in services and costs.
And so it went.
“Would you like delivery confirmation?”
“Do you need any stamps today?”
“Are you interested in renting a post office box?”
This all takes time, and most people want to get in and out of the post office as quickly as possible. Not to mention, when you are 15th in line, you’ve heard those phrases so many times that you stop caring.
If the U.S. Postal Service wants more business, its transactions should be more efficient! What’s my solution? Why, two-for questions, of course: “First Class?” “Delivery confirmation?” “Need stamps?”
Whether you are in a B2C or B2B selling environment, the sales-persuasion possibilities using the two-for method are almost limitless.
B2C face-to-face exchanges might include: “Day off?” “Come far?” “Nice outside?” “Half day?” “Lunch break?”
B2B exchanges could be one of these: “Big project?” “Good meeting?” “Tough sell?” “Long day?” “Good call?”
The only boundary is your creativity (and perhaps good taste).