Thank you to McDonald's for the sales lesson... and... thank you to marketer Graham McGregor for sharing it.

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A few days ago, I was out and about, feeling a bit peckish.

So I decided to drive through a local McDonald’s.

I ordered medium cheeseburger combo.

The lady on the other end of the microphone said, 
“Would you like to upsize that?”

I said, “No, thank you.”

She repeated my order — medium cheeseburger combo — and then asked one more question:

“Would you like to have 10 chicken nibbles for only $1.95 with your order?”

I said, “Sure, why not?”

And she replied, “Good choice.”

Here’s the marketing lesson from McDonald’s:

She asked me twice.

First time I said no.

Second time I said yes.

The big takeaway:

Don’t stop after one ask.

Ask twice

Maybe for two different things, maybe in a different way — but ask again.

Children are masters at this.

They’ll ask 10 times for an ice cream until you give in (and sometimes they even get sprinkles.).

So this week’s challenge:

When you want a client to take action — buy, upgrade, refer, book, or renew —
ask twice.

You might be surprised how many “no’s” turn into “sure, why not?”

Warm regards
Graham McGregor

“Most sales are lost not because we asked the wrong question… but because we only asked once.” – Graham McGregor