What? Are you kidding?
Okay, it was a shameless attempt to get you here, but did you know that the sense of smell has a powerful influence on whether a person is buying what you're selling? Let me explain.
We all know that our senses play a central role in our decision-making process. We talk about gut feelings, sensing things, and intuition - these inner senses that create our perceptions are triggered by our senses of sight, sound, taste, touch, and smell...yes, smell. A friend who sells real estate was telling me about how he continues to sell houses even in a down market. He told me of one house he showed 3 times without making a sale. He told the owner to have some home-made chocolate chip cookies ready to go into the oven at a moment's notice. He called two days later and wanted to show the house at 3 o'clock that afternoon - and told the owner to start baking the cookies at 2:30pm. The rest is history. He wrote a contract that afternoon for the asking price. The lesson is obvious. The smell of fresh baked cookies took the buyer back to his childhood and a simpler time when he would come home from school and find his mother in the kitchen baking. SOLD!
Whether your sales area is an automobile showroom, a trade show exhibit, or a church sanctuary, people are making judgments and decisions based on their senses. Does the area look inviting? Is the area too quiet, too loud, or just right? Can they smell the leather on the seats or the freshly brewed coffee at the bar? All these things connect your customer emotionally to your environment. The more senses you can engage, the greater the connection. Simple - but often overlooked.
