You sign up for the jumbo package of lessons. You head home. And on the way home, you start to rethink your decision. “what have I gotten myself into?”
By Keith Hafner
You know how it works. You are really hot to sign up for tennis lessons. The salesperson is smooth and persuasive. This is something you really want to do. You sign up for the jumbo package of lessons. You head home.
And on the way home, you start to rethink your decision. “Oh my gosh, what have I gotten myself into? Maybe I would have been better off waiting until next spring? I’m so busy with other commitments right now.”
We all experience this to a degree. Usually it’s not enough to make us change our minds. But if we get home and the spouse says, “Oh, you signed up there, huh? All the people at work say the other club is better.”
Or maybe an unexpected bill arrives in the next day’s post.
Buyer’s remorse might put the sale of the tennis lessons in jeopardy.
But what if, when you get home, there’s a voice on the voice mail, saying, “Hi, Alexis… it’s Sean from the tennis club. I’m the head teacher. The manager told me you signed up… and I just wanted to say I’m excited about working with you.”
Then, a day or so later, here comes a post card from the club. It’s a note, signed by about a dozen staff members. “Glad to have you on the team!” it says.
Then, a day or two before the first lesson, Alexis finds a package in her mailbox. It’s a can of three bright green tennis balls. A note is taped to the outside, “Alexis, I know you will have a ball in our club.”
Now, Alexis is sold. There is little danger she will be rethinking her decision at this point. Why? Because the sales process (or could we say the “courting” process?) didn’t stop when she paid her money. The tennis club wisely demonstrated that they valued her decision to sign with them.
