An Unexpected Use of The Menu Approach: Before Dessert

For those familiar with the Menu Approach, you know that it is a terrific “self-rescue” technique for dealing with situations where you don’t know enough about your audience, and your audience is unfamiliar with your offerings.  Using the Menu shows the customer see what is possible and enables him/her to choose what is most interesting – this is the typical use – and it is synonymous to how menus in restaurants are used.

However, once a demo for one set of Specific Capabilities is complete, you can use a Menu in a similar fashion to how waiters in nice restaurants present a Dessert Menu – to enable customers to see what else sounds interesting…  In other words, once the customer is satisfied that their initial needs and problems can be addressed, offering the “Dessert Menu” is a wonderful way to introduce solutions to other potential problems – a terrific way to accomplish Vision Expansion.

For those of you unfamiliar with the Menu Approach or would like a refresher, you can find an article on it here.