Often customers and potential customers contact us because they believe (be it their perception or misunderstanding) that you can provide them with a solution. What if you can’t do it? Not because you don’t want to, but because it’s just not possible. What do you do?

I always suggest that you listen to what they’re asking for, make notes, and once they have finished with their ideal “want”, go through their requests and advise what you can and possibly cannot do. The things you cannot do gives you the opportunity to make suggestions.

In my years of being involved in our family run business, Bill Harrop’s “Original” Balloon Safaris, we often had requests such as “We would love to arrive at our wedding in a hot air balloon, can you do it?” our response; “GREAT idea, but it aint gonna happen! You see, you can’t steer a balloon which in essence means…. the bride may never arrive! I’m sure you’ll agree that this is not an ideal situation for your big day!”

Since we can’t do what they’re asking for, we make a simple suggestion of including this “once in a lifetime adventure” as part of their honeymoon! And the stock standard answer to that is generally “Gee I didn’t think of that?” and 8 times out 10 a honeymoon booking is made!

We need to realise that not everything is possible – so look at ways that you can upsell or cross sell.

Today, take a look at your business and identify what clients are asking for, come up with solutions, so when they ask, you have a perfect suggestion which may just lead to one more sale!