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Connecting with Guests

Think of connections with your guests as the most valuable tool in your sales toolbox. Once you have created a connection with the people...

The Art of Premium Pricing

Premium (higher) pricing of wine is one way to display the quality associated with the wine. Before you decide to enter the premium pricing...

What Is Customer Service?

After having some customer service problems with large and small companies of late, I thought it would be a good idea to write a...

Don’t Believe Everything You Think

It’s easy to get stuck into ruts mentally. Many times, when we come up against something new or different, we may try to fit...

Focus on How to Sell Rather Than What to Sell

Discover: What your customers are looking for. What has stopped them from buying (from you or others) in the past. According to Harvard Business Review:...

Working with Your Local Tourism Board – Part 2

Continuing the theme from last week’s blog, here are more tips on working with your local tourism programs (and others) to promote your winery...

Working with Your Local Tourism Board – Part One

Your local tourism board can be a great help to your winery. Not only do they promote the city, town or county, including your...

Asking for Testimonials

Providing a good experience for guests takes time and attention and may not be easy on busy days. However, when you have the opportunity...

Should Tasting Fees Be Waived with Purchase?

I was discussing with my friend Karyn Howard Smith from Bryn Mawr Winery in Oregon whether tasting fees should be waived with a purchase...

Why Should Customers Buy Your Wine?

If you can’t answer that question, selling becomes much harder. While reading through lots of journals, articles and online information about sales and customer service,...

It’s Not Enough to Be Good Enough

Some years ago, I came across a one-page document entitled, “If 99% Were Good Enough….” It made a big impression on me. 99% seems to...

Too Many Discounts Lessen the Worth of Your Wine

I get emails from a lot of wineries every day. Most of them are sales emails, but the sales tactics that are being used...

Personalize Your Customer Out Reach

How do you reach your customers or broaden your audience to create new customers? It all starts with your marketing. To reach the people...

Do the Rules That You Learned and Follow Still Apply?

I was glancing through tweets over the weekend and came across this one by British wine writer Jamie Goode (wineanorakcom): “We become attached to...

Meeting Expectations – Part Two

Many human beings pride themselves on being unique, even though most people fall into one category or another; they like to think that they...