Great take away selling in the Caribbean
Last month Karen and I were in Barbados on holiday and this time we went with a couple of friends and their two children.
Whilst in the Caribbean my friend and I decided to go scuba diving.
I’m a fully qualified diver (BSAC) and my friend had recently completed his open water training (PADI) and we didn’t need too much of a reason to go diving in the Caribbean!
I’ve dived in Barbados before however the firm I usually use was closed for a few weeks so I had to find another company to take us.
Whilst in Bridgetown (the capital) I found a dive school down near the harbour area and as luck would have it they were in and due to only leave on the next dive in an hour or so.
The owner (Andy) took time out to explain to me how his dive school and expeditions worked.
He explained that he ran an eco-dive business with emphasis on the environment and preserving the areas he dives in. He asked me about our diving experience and where we had dived before and what we enjoyed about diving.
He then explained that he would love to take us out (of course he would we’re paying clients!:-) however he had to explain his rules.
He then stressed that if we do dive with him then under no circumstances must we:
- Take anything from the wrecks we dive on
- Chase the marine life, especially the turtles
- Remove anything from the reef or damage the reef either deliberately or by thoughtlessness in our diving.
If he saw us doing any of these things we would taken to the surface, placed on the boat and our dive would be over with no refund.
** The Classic Take Away Sale
Andy then said that he had no places spare today or the following two days but he did have two openings that day after that. He also explained that he had already had several enquiries which would lead to those places being taken up very soon. (Brilliant sales tactic!) 
He also explained that he doesn’t advertise in any of the hotels or holiday tours as all of his dive clients come from repeat business, word of mouth and his website.
He finished by saying that he’d love to take us out, but to let him know quickly by calling and leaving a message on his phone.
He passed me his card with his number on it. (Note, he didn’t ask me to make my mind up there and then.)
At this point he thanked us and wished is a great holiday.
Needless to say my friend and I booked the dive and had a superb time diving on several wrecks and a second dive on a breath-taking reef….I’ll tell you about the dive itself another time.
** Controlling The Sale
Right through talking with me Andy controlled the conversation and at no point did he appear desperate for the sale. He used the ‘take away’ at the perfect time to make me want to book as soon as possible.
Take a look at your own sales process…on your website and in your email follow ups to see if you can use take away selling to encourage people to buy from you.
And if you’re ever in Barbados and want a great dive experience I recommend you book a trip with Andy. Here’s his website:
http://www.ecodivebarbados.com
Best wishes
Neil
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