Give the Prospect what They Want and Chances are They Will Buy!

"Give the prospect what he wants and chances are he will buy." I have promoted this throughout my career.   This is sales.  Remember that people buy because they have a need or the perception of a need.  

Find the need or create the perception of a need and then fulfill it.

At Ocean Park, Christmas was always a very special time of year and each year the Christmas event was a gala spectacle of great entertainment, colorful decorations, an amazing tree and hundreds of dazzling lights.  Naturally, Santa Claus would be there.   In one of the earlier Christmas events, I was thrilled to learn that an ice-skating show was being planned.    It certainly got my vote.     Professional ice-skating shows were not available in Hong Kong and bringing such a show to Ocean Park would surely give the park an added advantage in driving attendance during the festive season.      

The Entertainment team set out to find a producer and discovered, Jeb Rand.   Jeb and his wife Jen skated and won numerous international competitions as an adagio pair.  Upon retiring from competition, he established RAND PRODUCTIONS to produce elaborate and spectacular ice skating shows with an international cast that performed around the world.  It was a thrill to bring his show to Hong Kong.

Jeb produced a show every year for 10 consecutive years at Ocean Park.  The shows were very well received and drew large audiences.   As the years progressed, its popularity sky-rocketed.   Guests were asking for the show.    As the crowds grew and demand rose, the show expanded in size with more skaters, more color, more sophisticated costumes, and more lights.  

People of Hong Kong looked forward to these shows every year.

It was standing room only for all the shows.   Before long, the park created a multi-purpose venue with a seating capacity for 1,000 for this and many other performances.   I attended most of the shows in the standing room only section.   I remember several annual pass holders, truly dedicated fans who came to the park several times each week and attended every show during their visits.  They were in the front row for each performance. 

Like Halloween and all the other events, the ice-skating show was another reason to buy, and another reason to visit.  

Give them what they want and chances are they will buy.  Remember also that people buy because they do not have a reason “not” to buy.