As us usual, I’m always influenced by the current zeitgeist. Today’s inspiration comes from a Vox video attempting to answer the question: Does expensive wine taste better?
I’ve always told my clients that wine is a sensory experience that requires the use of all senses, but I’ve learned that what makes me more successful than my competitors are the stories I tell; and how I empower my clients with enough knowledge to “try something new” the next time they go to the store. That’s an investment that yields infinite returns no matter what products you represent. #AlwaysAddValue
Yes, it is true that awesomely well-trained, data savvy, wine professionals like myself can manipulate clients to buy whatever we want to sell (see the research), but my satisfaction has always come from surprising clients with profound and pleasurable discoveries.
That’s why I love treating curious customers to some of my rarest or more expensive wines in the first meeting. Sometimes, they can’t even afford the wines I present – so why do I take this counterintuitive approach? Well, aside from the fact that it fosters desire, it’s also because what my clients value most – above ownership and consumption – is a journey. So, setting them up with a view of what they “could be” drinking is more important than someone telling them what they “should be” drinking. My clients don’t just want me to help them make memories – they want me to inspire dreams. Doing this the right way always requires more work that most professionals are willing to put in, but it is the most sustainable strategy to truly winning hearts and minds.
Customers and friends still contact me every time they find something new. The most gratifying aspect of this is that they want me to share their new discoveries with them. I go from being a consultant to a partner. #SoThankful #KnowYourCustomer #KnowYourCompetition.
Here is my recipe for the work I’ll be undertaking in 2019:
- Take my unique CX approach to #MakingMemories #InspiringDreams; and
- Marry that with my purpose to “give clients access to the best that life has to offer”; and
- Add my love of #Datasets and #GeospatialModelling; then
- Throw in a sprinkle of data science with a dash of #SeeingAroundCorners; and
- Add a continuous stream of confidence and perseverance.
2018 has already come to an end in some parts of the world and is only a couple hours away from my comfortable perch. I sincerely want to thank every person who has been part of my #Superstory thus far. I am especially thankful for the obstacles I overcame and all the experiences that have led up to this exact moment. Most of all, I am thankful for my wife and family. I couldn’t have made it this far without their support.
In 2019 and beyond, I believe there will be a lot more stories wanting to be told, and more memories to facilitate. I’ll be focused on the consumer frontline – bringing the fringes to the front by empowering makers (a word borrowed from a company I admire) and consumers with the tools to unlock hidden value.