Chances are you spent a lot of money to purchase tickets, took time out of your busy schedule to to account for traffic and finding a parking space.
You find parking (pay a ridiculous amount for it) and you fight the crowd to get into the venue where the concert will take place and because you're so hungry purchase a lesser quality option of food so that you can make it to your seats so you can enjoy the show that you came to see.
As it continues, it picks up tempo... You start to hear a guitar, keyboard, and before you know it - the band is playing the intro to an awesome tune to kick off the show.
They call out the city name again, and somehow the crowd reacts louder than they already were...
The lead singer and band poised and ready to go - asks the crowd:
"Do you regret your decision to be here tonight?"
Wait, What? - What shows have you gone to? They ask the crowd:
"ARE YOU READY FOR A GREAT TIME???"
(or some variation of this question)
The Excitement is Uncontrollable, Absolutely Electric and Would you believe that all of that is 100% a calculated maneuver to get you in the audience to remember the most important thing about being there:
"Yes, I'm ready for a great night! This is going to be a great night!"
They want to take the question of time and money right off the table and make sure that you realize that despite the financial investment and time investment made, despite the traffic, the parking headache and the waiting - YES, YOU Are having a GREAT TIME!
Through out the concert - they check back in with you to ensure that you are still with them, still enjoying the night, not thinking about the insane traffic once you get back to your car, after you FIND your car... They keep you In The Moment - and get you to verbally acknowledge that you are in fact, having a great time!
I'm telling you right here, right now that this is a technique you can absolutely use with almost every customer in just about any line of business.
You may not be able to produce a pulsating bass drum and killer lighting effects, but when your customer is at that moment of high anticipation and excitement, ask the glaringly obvious "Are you ready for a great time?" and get that validation that you both need.
- "Are you ready to drive your new car?"
- "Are you ready to relax in your new living room?"
- "Are you ready for the most delicious dinner you've ever tasted?"
Realize that the musicians at the concert aren't doing this for the first time. They didn't respond to a craigslist post hours or a few days before on a whim. They've spent years - investing time practicing, working hard to perfect their performance in order to deliver you a night you'll hopefully remember.
Half-time shows at the Super Bowl are months & weeks of intricate planning. Awards shows you watch on TV are rehearsed over and over, timed, choreographed - nothing left to chance, everything has an origin and termination point - it absolutely has to in order to deliver a show worthy of advertising dollars & ratings, upholding a standard of ultimate entertainment that people want more of and come back for.
In your own profession - this sort of preparation also needs to happen. Don't leave it to chance or fate.
Remember that people are 10 times more likely to post or share about a negative experience online, or in conversation with their family and closest friends, but when they're happy – they might mention it, but usually forget to share. They'll overlook the 9 great experiences they had during the day, but remember every little detail of the negative 1.
It may seem crazy to ask a happy, laughing person the glaringly obvious question of "Are you having a good time?" but we often miss that opportunity. Seldom does the person truly think about the great time they're having, until it's too late - if at all.
(p.s. -Did you have a great time reading this post?)