Achieve Your Success

Boost Business Sales and Become the Person You Want to Be! For More information go to

Thursday, October 20, 2005

Sushi in Oslo - Missed Sales Opportunities

Sushi In Oslo: Missed Sales Opportunities And You

By Terry L. Brock

Dateline: Oslo, Norway I’m in this splendid Scandinavian country having completed a few speeches the other day for clients. As I type this I’m getting ready to head out the door for a flight to London Heathrow and more presentations in England.

But something happened to me last night that I want to tell you about. It has probably happened to you as well somewhere along the way. It also has a great lesson for you and me in our businesses. But, I’m getting ahead of myself….

Yesterday I arrived in Oslo after speaking earlier in the week for a client on a cruise ship here. We took busses and taxis through the beautiful Norwegian countryside with lakes, rivers, mountains and gorgeous terrain to finally arrive back in Oslo. Once here, I got a lot accomplished on my Net connections making phone calls with Skype (great service!) and catching up on e-mail.

When it was time for dinner I wanted to head out to get a yummy Norwegian dinner like I had experienced before. I have to tell you that when I’m in a different country, I like to “go native” as much as possible. I like to eat the native food, drink the native drinks, speak as much of their language as I can, etc. So, when I went to the hotel desk and asked about Norwegian restaurants (I’m in the heart of Oslo), they assured me that I would find them.

This was the first mistake. A marketing-oriented Norwegian restaurant could have provided them with a “Special of the Week” for visiting tourists. This could have been a free Norwegian dessert with every meal. It could have been a discount on a special Norwegian meal. It could have been a vast number of things (“Extra troll with your meal”) but nothing was offered. Instead I was just directed to roam the streets.

How often do we miss the opportunity to increase sales simply because someone in our target market just didn’t know about us? How often do we miss a sale and not know about it? If some restaurant, almost any restaurant, had provided my hotel with coupons or specials or some extra motivating reason to try them, I would have gladly considered it and probably would have eaten my dinner there. Those restaurants within walking distance (there are plenty) could have worked out an arrangement with the hotel whereby every guest that purchases a meal means a free discount, meal, etc. for hotel staff. That way they have built their own “affiliate” program (to borrow a term from the Internet Marketing World) and had people working to promote them.

Now don’t get me wrong---there was nothing to complain about with the hotel. The Hotel Bristol where I am staying as I type this is a nice place and the staff exhibited that wonderfully cheerful Norwegian hospitality. I feel right at home. However, anticipating probable guest requests is a big part of hotel success. Anticipating your customers’ probable requests can help you capture those lost sales opportunities.

Sit down with your key people and think about the entire experience that a customer has with you. What is the process from encounter to pleasant closing? Where are the possible areas where you could provide something of value to them and generate further sales for yourself? Who are other associated businesses that could benefit from helping to make your customer happy? How could you partner with them for this joint venture so that both of you benefit and your customer is happier and more loyal? This is hard work to think it through, but it can be well worth it in the long run.

Well, I headed out into the night to enjoy the city of Oslo. I soon discovered that this Florida boy wasn’t ready for the chilling wind and cold of Oslo. Brrr! This is not Orlando! Yet, I loved the excitement of the city and all the new surroundings. I was really looking for a good, authentic Norwegian restaurant.

Most of the restaurants had wording in Norwegian (imagine that---Norwegian wording in Oslo! What a concept!) so I didn’t know what they were touting. I didn’t know the difference between one and another. Your customers go through a similar confusion when purchasing from you. They don’t know your industry. They don’t know the pitfalls. They don’t know what to look for. This is where you come in.

Education of the customer is critical. Someone needs to hold the customer by the hand and educate them why your business is better and why your products or services offer a decisive advantage over the others. This needs to be presented in a fun, entertaining and highly informative way. Most of all it has to be presented in a way that the customer finds pleasing and appealing.

So, Terry trudged on getting colder by the minute. I found myself jumping from time to time into music stores just to warm up a bit and see what selections they had. They had songs and movies much like stores I’ve seen in the States. And here is another missed sales opportunity. Not one store offered me anything related to the restaurants that were on the same block. They could have had a joint venture (“Buy this CD and get a discount at the restaurant next door.”) that compelled me to purchase from one of the many fine restaurants.

As I got hungrier and colder my dream of having a great Norwegian meal was being replaced by that gnawing hunger pang and increased the increased cold of the Arctic wind blowing.

Then I saw it. A little restaurant called “Oishi Sushi” came into view. If you know me, you know I love Japan, almost anything Japanese and particularly sushi! And I know that the Japanese word “Oishi” means delicious or tasty. Now remember, I’m the one that wants to have native food and drink when visiting another country. But the clever combination of a Japanese word that I knew (I knew the “secret meaning” of the restaurant) and a food that I love (sushi) added to the growing hunger pains and increased Scandinavian cold compelled me to head into a Japanese sushi restaurant in Oslo. And yes, the meal was quite tasty and satisfying. It was "Oishi!"

Don’t miss sales opportunities. Think of the experience that your customers typical go through. What are the confusions they have? What joint ventures are available to you to help them in unique, creative ways? Always think of new ways to please your customers and make them ecstatically happy! Then they won’t end up having “Sushi in Oslo” when it could have been real, authentic Norwegian food!

Terry Brock is a marketing coach who helps business owners market more effectively leveraging technology. He shows busy professionals how to squeeze more out of their busy days using the right rules and tools. He can be reached at 407-363-0505, by e-mail at or through his website at

Copyright © 2005, Terry Brock, All Rights Reserved Internationally. No portion may be reprinted or used in any way without prior written permission. Permission granted to Biz Journals to use in regular publication.

Sunday, October 16, 2005

Thoughts in Oslo

Well, I'm here in the land of the Vikings---Oslo, Norway. Just got here a couple of hours ago and I'm at an Internet Cafe waiting for my client to come pick me up.

This place is fabulous. Great scenery, wonderful mountains (we don't see a lot them in Florida!!) and water.

But even better than that is the high-tech mentality of the people. Couple that with a resounding gracious, kind attitude I've experienced from everyone I've met it is fabulous.

You know, that is what it necessary for success today. Having that gracious, kind attitude to help others and make them feel good is lacking so much in our culture in the States. It hurts when I see people dissing others so often.

As my friend Michael Scott Karpovich says, "Why do people have to be so mean?" It would be easy to make them feel good.

Anyway, if you get a chance to visit Norway, do it. Great place! Can't wait to get to a place where I can show you some pictures, video, etc. Right now I'm working to figure out this Norwegian keyboard. It is quite different from what we have in America so it is a little challenging. And what they heck do ææææ and §§§§§ and ¤¤¤¤ mean anyway??? Well, they're on this keyboard and it is fun playing with them.

More to come as I continue on this whirlwind trip in Scandinavia, then over to England, Ireland and Europe (Berlin, Germany this morning).

Be well and be kind.


Tuesday, October 11, 2005

Podcasting - Short Intro For You

From the Notebook Computer of
Terry Brock

Tuesday, October 11, 2005

Yesterday Yahoo! announced that they are going to feature podcasts by providing a directory of this new, hot medium.

If you're wondering what all this is about and how you can use it, I have a short video I just produced to give you a delightful overview of what is available and how it will effect you. This video illustrates how you can use podcasts as a consumer and then discusses ways you can use this new medium to build your own business.

Check out the video at:

and let me know what you think. You can reach me at with your comments.

I look forward to hearing from you.

Don't forget, the video is located at:

Hope you have a great day!


Terry Brock

Saturday, October 01, 2005

Google For Numbers, Math

I got so many positive comments about the inclusion of an older video I produced that I wanted to bring it here to my Blog. This video (little over 3 minutes) illustrates how to use Google to do math calculations and find out some must-have answers. The Video is at and you can see it quickly. Let me know what you think at

Also, you can sign up for the free Ezine at for regular feeds.

I look forward to hearing from you.