Facebook  Twitter  Linked In  You Tube  GooglePlus  Pinterest

E Column

Customer or Guest? Customer Service or Customer Engagement?

Customer or Guest? Customer Service or Customer Engagement?

The words you use to describe your clients are important. Some people may dismiss the use of slightly different words such as customer or guest, service or engagement as just semantics. However the words you use influence the way you think and the way you may act towards the people who visit your winery. Let’s […]

How Is Your Email Response?

How Is Your Email Response?

I found an interesting article by Alexandra Braunstein in this week’s Target Marketing newsletter. The article explains three reasons why your customers may be ignoring your emails. Ms. Braunstein starts by talking about the importance of the subscriber behavior – if subscribers stop interacting with your emails (opening or taking action) the mailbox provider may […]

Optimizing Staff Meetings

Optimizing Staff Meetings

I have been attending lots of meetings recently. While staff and management meetings are important, often they can take more time than they should and are not always as effective as you would like. Meetings should be planned out well before they occur. Start with a clear vision of how the meeting should progress and […]

A Successful Brand

A Successful Brand

There are brands that stand out in the minds of consumers. How did they get to that place of prominence and how do you get there too? Some companies make it by putting large amounts of money, time and branding professionals behind their brands, which you may not be able to do. Though it is […]

By September 26, 2018 0 Comments Read More →
Creating Connected Customers

Creating Connected Customers

It’s interesting that businesses want customers to be more connected with them, though many businesses are afraid to give the customers what they want, which is the connection with the people in the business. Customer connection is a big part of the wine industry in general, and particularly true for customers who belong to wine […]

By September 19, 2018 0 Comments Read More →
Customer Service at Warp Speed

Customer Service at Warp Speed

I have read that the average attention span is down from 12 seconds in the year 2000 to eight seconds now, which is less than the nine-second attention span of your average goldfish. However, according to an article I read on BBC News about experts who study human attention, these experts don’t know where those […]

By September 12, 2018 0 Comments Read More →
Motivating Employees (or Yourself)

Motivating Employees (or Yourself)

I spend much of my time reading business related journals, newsletters and such, subscribing to lots of them and finding other information online. This time I was looking for information on motivating employees and came across a good article in INC. magazine. One of the things that I know from my own career (I am […]

Overcoming Objections to the Price of Your Products, Part 2

Overcoming Objections to the Price of Your Products, Part 2

As I mentioned last week, I downloaded an informational guide with information on overcoming sales objections from Resourceful Selling. This week is part two in the review of the Information. First: Let’s look at things that can go wrong. Sometimes the salesperson, if uncomfortable with the price, can transmit that feeling to the customer, perhaps […]

Overcoming Objections to the Price of Your Products

Overcoming Objections to the Price of Your Products

I downloaded a handy informational guide of overcoming sales objections from Resourceful Selling, which I am going to share you over the next couple of blogs. The information starts with a headline: “The price objection is the quickest way for a prospect to get rid of a salesperson. But a price objection shouldn’t mark the end […]

This Week: What, How, Who, and Why Are We Not Selling?

This Week: What, How, Who, and Why Are We Not Selling?

Last week we looked at what to do, and this week we are looking at the opposite side of the What, How, Who, and Why of selling, which is: What are you not offering How are you not offering it (is our presentation unique)? To whom are you not selling? Why are you not doing […]

What, How, Who and Why of Customer Sales & Retention

What, How, Who and Why of Customer Sales & Retention

Before we even get on the sales floor, there are a number of questions (and the answers to these questions) that we have to know. If we don’t know the answers there is no way we can be as successful as we would like to be or convert one-time visitors into life long customers. Those […]

It’s Prime Selling Time

It’s Prime Selling Time

As we are in the midst of the summer visitor season at present, this week’s blog has some reminders about the importance of selling in the tasting room, at events, and anywhere else that it seems appropriate. It is always good to remember that customers make buying decisions through the emotional rather than the intellectual […]

Dangerous Assumptions That Undermine Profits

Dangerous Assumptions That Undermine Profits

I was recently asked to do an evaluation of a tasting room experience for a winery at which I had done some training. This meant I actually know the staff. Usually I would not go myself, but find shoppers they didn’t know and send them. This time I thought I would try something a little […]

Selling Luxury

Selling Luxury

In the past couple of blogs we have talked about the different categories that wines may fall into and the pricing for those categories. Last week I wrote about the four categories of Premium wines. This week the topic is the highest categories, luxury wines. The three categories are: Luxury $50-100; Super Luxury $100-200 and […]

What Does Selling Premium Wines Mean?

What Does Selling Premium Wines Mean?

Last week’s blog talked about the different categories that wine may fall into both by price and quality. The next few blogs are going to focus on what it takes to produce higher price, higher quality wines. Today we are going to talk about the Premium wines, which encompasses four categories; Popular Premium, Premium, Super Premium […]