E Column

Turning Guests into Converts – Part Two

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Welcome to part two of Turning Guests into Converts. Today, we address Categories Two and Three: Guests who come regularly to see you and...

Turning Guests into Converts – Part One

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In this week and next week’s blogs we are going to take a look into the very different types of people who walk into...

Acquiring Customer Information – The Three Types

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Your winery guests will usually fall into one of three categories: Category One: First time or occasional visitors who may or may not know much...

Acquiring Customer Information – First Contact

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One of the best ways to gain information about your customers’ appreciation of wine, wine drinking habits, the types of wine they enjoy and...

Old & New Ways to Learn About Your Customers

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A month ago, at the WIN EXPO, a yearly event in Sonoma County, I was moderating a session: The Technology Impact on Wine Sales....

Happy New Year

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Not only are we heading into a new year, we are heading into a new decade.  The idea of a new decade always pulls me...

Happy Holidays

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It is the time of year to celebrate and be grateful for all the joys in life. It is also time to remember all the...

The Importance of Your Winery’s Value Proposition

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All should have a clearly defined value proposition. If by any chance your winery doesn’t have a written value proposition, it is time to...

Good Customer Service: It’s All About the Small Things

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As we get closer to the upcoming holidays, you are going to see more winery visitors in the hospitality center. Wineries will experience more...

What’s in a Name?

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If you want to sell something, the first step is to introduce yourself, and not just by saying: “Do you need help?” but by...

Are You Ready for the Weekend?

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Happy Thanksgiving! After a wonderful day with family and friends, it is back to work on Friday and through the weekend for some of the...

Setting Sales Goals

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Sometimes goal setting is measured on what management would like to see; rather than what is a reasonable increase or numbers that your sales...

Connecting with Guests

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Think of connections with your guests as the most valuable tool in your sales toolbox. Once you have created a connection with the people...

The Art of Premium Pricing

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Premium (higher) pricing of wine is one way to display the quality associated with the wine. Before you decide to enter the premium pricing...

What Is Customer Service?

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After having some customer service problems with large and small companies of late, I thought it would be a good idea to write a...
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