Selling to decision-makers & influencers. Lessons from a kid’s party.
It’s great when a business owner recognises who the decision-makers and influencers are. Here’s a short story about a kid’s party.
If you have children under the age of 10, chances are they’re at birthday parties on a frighteningly regular basis.
Really, just how many friends can a five year old child have? I’ve got to be honest, the parties aren’t normally much fun for the parents (I know that we’re not the target audience), but Saturday’s party was different. It was evident that the children had fun, but the parents did too, all thanks to the entertainers that had been booked.
I spoke with Martin, the founder of Circurama, afterwards and it was clear that he fully
understood the need to sell to the decision-makers and the influencers in the room.
By structuring the performance (or presentation) in the right way, he engaged with the children (influencers) and the parents (the decision-makers) so that future bookings and referrals would follow.
The conversation in the car on the way home was that our daughters would both like to have them at their next parties, and me and Deb were bought into the idea too.
And where had the birthday girl’s parents heard about the entertainers? It was a referral from a happy customer.
image from FreeDigitalImages : tiverylucky