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.
Strategy # 3
Add Special Packaging: You can turn an ordinary product into a custom product and make more money when you add special packaging. Is your client launching a new product or service? Do they want their collateral material to stand out from their competitors? Are they looking for unique gift boxes? Many clients will be delighted you can package their promotional products for them and make them look great. Supplier The Platform Group Gallery specializes in custom eco-friendly packaging. You can find dozens of case studies you can duplicate at their website.
Remember, it's these finishing touches, such as unique packaging, that can increase the success of any promotion and make it memorable.
All of these ideas will position you as a creative thinker and put more money in your pocket. I would enjoy hearing from you. Have you tried any of these strategies? What are you doing to increase the value of every order? Please comment below.
Looking for more ideas to make more money on all your promotional products sales? Get a free Skyrocket Your Spring Sales audio download with non-stop ideas to increase your promotional sales, plus supplier discounts and my new special report "10 Big Mistakes Promotional Professionals Make and How to Avoid Them and Double Your Sales" at www.promobizcoach.com.