Posts
Would You Like To Go Large?
“Extra fries or a side order with that sir?” an everyday question and one that we mostly allow to pass us by without even giving a thought to the significance of the words. Well, pause for a moment and think about how we might adapt these words or at least the principle to our business. We live in a world where ‘add-on sales’ are often quoted and glibly understood words but I wonder how often practised by most of us.
Imagine how many millions of folks go into a fast food outlet having told themselves prior to ordering that they only wanted a burger…and then end up both eating and spending more than they planned. It’s an amazing percentage! And truthfully this is extremely likely with most of us if only we are asked! Nearly all of your clients will actually buy more if only slightly encouraged.
So here’s a simple idea for this next couple of months...try looking at all of the opportunities in your daily business life where you can increase order values and add sales with simple sentences like the above. Do not be like too many business operatives that when a customer asks for an item they merely serve it and tell the purchaser how much money it is. Ensure that they are asked if they want at least two or three other items with it. Just make sure that everybody is asked every time purchases are made. Ensure that they are asked if they want at least three other items, and DON’T ask simply “would you like anything else with that?” because the way our mind works it isn’t anywhere near as effective.
Direct them to choose between specific items. .. there is a high probability they will choose one of them especially if the items suggested are in theme with the one purchased For example in a gents clothing store when a purchase of a shirt is made ask about a tie and show a couple that match, ask about cufflinks and ask about trousers, belts and socks!
If this principle is applied you will 100% see more sales. Try it, and have an awesome couple of months!
“Extra fries or a side order with that sir?” an everyday question and one that we mostly allow to pass us by without even giving a thought to the significance of the words. Well, pause for a moment and think about how we might adapt these words or at least the principle to our business. We live in a world where ‘add-on sales’ are often quoted and glibly understood words but I wonder how often practised by most of us.
Imagine how many millions of folks go into a fast food outlet having told themselves prior to ordering that they only wanted a burger…and then end up both eating and spending more than they planned. It’s an amazing percentage! And truthfully this is extremely likely with most of us if only we are asked! Nearly all of your clients will actually buy more if only slightly encouraged.
So here’s a simple idea for this next couple of months...try looking at all of the opportunities in your daily business life where you can increase order values and add sales with simple sentences like the above. Do not be like too many business operatives that when a customer asks for an item they merely serve it and tell the purchaser how much money it is. Ensure that they are asked if they want at least two or three other items with it. Just make sure that everybody is asked every time purchases are made. Ensure that they are asked if they want at least three other items, and DON’T ask simply “would you like anything else with that?” because the way our mind works it isn’t anywhere near as effective.
Direct them to choose between specific items. .. there is a high probability they will choose one of them especially if the items suggested are in theme with the one purchased For example in a gents clothing store when a purchase of a shirt is made ask about a tie and show a couple that match, ask about cufflinks and ask about trousers, belts and socks!
If this principle is applied you will 100% see more sales. Try it, and have an awesome couple of months!
