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HOW TO SELL MORE THIS HOLLIDAY SEASON!
By Daniel Felsted
As the holiday selling season is upon us I feel it is appropriate to list a few tips to help you sell better… a few ways to increase the average purchase of your customers. What’s more, these tips will be welcomed by each of your customers. Here’s to a great holiday shopping season.
Tip #50—Your Phone Message
When your customers call and get your voice mail message what do they hear? Do they get an energetic message? Does it help them feel excited to come to your shop? Rerecord your message, and give them that experience.
Tip #51—Become a Customer
There is no better way to understand the problems your customers may face than through experience. Do what your customers do. Follow their steps in making a purchase or dealing with a similar company. The more you understand your customer’s problems the easier it will be for you to avoid and/or eliminate them.
Tip #52—Image is Everything
When you and your shop look top-notch, people will think you are. When you and your shop look dumpy or rundown, your customer will assume you are. Yours sales will reflect your look!
Tip #53—Cross-sell More
Cross-selling is the art of assessing the intended use of a product and, where appropriate, suggesting an additional product or products that complement the product being purchased. Help your customers find the best fit. That is why they come to you.
Tip #54—Up-sell More
Up-selling is providing additional information about a product that enhances the use of the initial item being purchased. It should be something that makes the use of the product safer, easier, faster, more convenient, or even more productive.
Tip #55—Down-sell
Down-selling is a counter to up-sells. If you offer, as an up-sell, a magazine subscription for 3 years at $40 (3 years for the price of 2) and the customer decides this is too much or two long, down-sell a 2 year subscription say for $25 ($15 off second year). If your customer accepts the up-sell offer you increase sales by 50%, but if she doesn’t accept the up-sell offer and does accept the down-sell offer you still increase sales by 25%. Carefully monitor, manage and tweak your offers. Any increase in average order value (AOV) is cash in hand… not bad for a little time spend in training.
Tip #130—Spotlight Your Best Customers
Let you customers know who your best customers are! It plays perfectly to the e-factors “EGO,” and “keeping up with the Jones.” Many customers will want to be like them and become better customers as a result. Those spotlighted will feel validated and you will confirm in their mind that you are a business worthy of doing business with and continue to shop with you—a win-win for all.
These tips are taken from the booklet How-to Get Your Customers to Pay More and Do it Happily! For a free .pdf of this how to guide with 111 tips, send an email to danis@ifmarketing.com. I’ll gladly forward you a copy.
Many thanks to my editor Katarina, katarina@agemni.com
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Daniel C. Felsted is a marketer of ideas. The Image Foundry is a full service corporate marketing training consultancy. Specializing in customer service, employee training and developing internal marketing strategies that grow your business—fast.
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