A business owner can boost average dollar sale by getting his customers to spend more money with him.
Suggest the Most Expensive Item First:
Customers may be convinced to buy the more expensive item if you immediately communicate its benefits. You should never assume that your customers want the cheaper product. If they can’t afford the more expensive product, you then have the option to sell the lower priced item.
Here are some useful hints and tips on driving your customer’s attention to more expensive items:
- Never leave it to chance; tell every customer about the best and most expensive product.
- Don’t focus on the price; instead, relentlessly sell the BENEFITS.
- Don’t get too pushy because some people might be on a very tight budget and you don’t want to lose the sale completely.
Provide a Shopping List:
This is an extension of the checklist strategy where you actually provide the customer with a list of items they may need to complete a particular project.
You’ll find this strategy most effective with hardware stores, photography stores, golf stores etc.
Here are some useful hints and tips on providing your customers with a shopping list:
- Keep the checklist brief – only include items with mass appeal.
- Offer a package deal if they buy more than, say, three things from the shopping list.
- Get customers to at least peruse the checklist on the spot. It’s better still if they can use it to buy more stuff immediately.
- Don’t simply list what you’ve got on offer… use a line or two to explain the benefits.
- Include your contact details and some kind of call to action in case they take the shopping list home.
About ActionCOACH
Brad Sugars founded the brand Action International in 1993 when he realized there was a disconnect between business advice and implementation. The answer was Action! Brad Sugars created a business coaching company so that business owners throughout the world can realize their goals in business. Today the company is known as ActionCOACH. To learn more about business, visit Brad Sugars Review blog!
