How is the customer service at your winery? Is the service you give your customers more important than telling them about the wines you produce? Do you think more about making your customers happy than you do about making sure they have every bit of information that you think is important to them?
In many wineries that I visit, they are more interested in telling me about the wines than they are in finding out about my interest in wine, how regularly I drink wine and what part wine plays in my life.
If you want to sell wine, you are always better off talking to your customers about their interest in wine, their enjoyment of wine, and the role that wine plays in their lives. In other words, focus on what is important to your guests and you will be able to give them the information they need to make a buying decision.
Giving your guests too much information about wine can overwhelm them and they may not know what to pick. The problem with that is that they are less likely to be able to make a decision and therefore walk away with a couple of bottles rather than a case or mixed case of wine.
Take the time to ask your guests questions about their relationship with wine, how often they drink with meals, and what wine means in their lives. Having this information will allow you to tailor your presentation to what is important to them rather than what you think they may want to hear.
The easiest way to any sale is to focus on the customer rather than focus on the wine. Start practicing focusing on your customers, their interests, their likes and dislikes, and the role wine plays in their lives. You will sell more wine in the long run.
A tip of the glass from me to you!
