8 Tips for increasing your average dollar sale - Part III

So, we’ve discussed McDonald’s, measuring numbers, changing your products and bundling your offerings.

Today I’m going to give you another 3 tips on how you can increase your average sale.

1 – Go for the add-on sale
“Do you want fries with that?” is a textbook example, but the same approach works for any business. One attorney I know started asking whether every client had an up-to-date will. Two out of three didn’t. the result was an extra $4,000 in average weekly billings. Later he repeated the feat with living wills.

Another way to drive add-on sales is to create a checklist of related products for a particular kind of purchase. If you’re a hardware store, a paint customer might also need brushes and drop cloths. Hand him a checklist and he’ll likely walk out with more than a can of Antique White.

2 – Create weekly or monthly sales challenges
Focusing your sales team on a particular area for a week or a month can also generate add-on business. I know someone who owned some photocopy shops and he pushed coloured paper one week and banners the next. Some grocery stores offer specials at the checkout counter to trigger impulse sales.

3 – Take hidden products or services out of the shadows
I once coached an insurance broker who sold only 1.27 policies per customer despite offering more than 14 types of insurance. A survey revealed that most clients didn’t know he sold those products! He was failing to show his entire hand. Signage, newsletters and other tactics can help.

The last 2 tips will be online within the next week!

To succeed... You have to believe in something with such a passion that it becomes reality - Anita Roddick