Top 3 Ways to Increase the Order Size
It's the time of the year when you may be concerned about reaching your 2011 promotional products sales goals. If you're not quite where you want to be, today's blog post is sure to help get you there.
Are you leaving money on the table? In other words, are there opportunities for you to sell smarter and make more money that you may not be taking advantage of? It's amazing how much more profit you can make on every order when you follow these 3, proven and easy-to-implement sales strategies.
Strategy # 1
Add More Value: This is sometimes called an up-sell. Here's a good example. Your client wants to give T-shirts with their company logo to their sales force. You show them several styles and let them know that you can stay within their budget, however, for a few dollars more they can get a better quality shirt with moisture-wicking and anti-microbial functions, such as the ones from Ash City's Team Wear. It's a smart idea to present your price proposals with three options; good, better and best. Many clients will choose the higher quality product when they can see the added value to it. Remember to bring samples of the product choices for your client to see and feel. Quality shows and samples help sell the order.
Strategy # 2
Add Complementary Products: When you add complementary products you're doing a cross-sell. For example: Are you working on a fitness promotion? You could suggest a bicycle seat cover and then suggest enhancing the promotions effectiveness by adding a bicycle bell. Supplier EMT offers both of these items.
Many suppliers are now bundling products to make cross selling easy. Supplier BIC Graphic has pens and notepads pre-packaged.
Complementary products can increase any promotion's effectiveness. You can also time the complementary products to be given throughout the year. For example, send the bike seat cover the first month and the bike bell the next month. Adding monthly complementary products can a keep a promotion going for a year or longer. Cross-selling works great for fitness and safety programs.