Suggestive Selling : 5 ideas you can use to increase every sale

Suggestive Selling is a customer service technique that ends up helping you sell more to a customer who’s already buying something from you.  But unlike most sales techniques, it’s really just engaging with your customer, and can lead to more sales now, and in the future.  Do you have a strategy that can promise that?

This kind of selling starts after the customer starts buying

Why does it work?  In physics, Isaac Newton said that “A body in motion tends to stay in motion.”
In marketing it’s called the “Buying Mood” or “Propensity to buy.”

There are lots of simple techniques

1. Loss Leaders are the classic example: lower the price on an item to lure customers into the store. Then stock the shelves around that discounted item with other products that naturally go together with it, like:
   1. Discount the milk, sell more cookies or Hershey’s Cocoa
   2. Discount the peanut butter, and sell more bread or jelly
2. Engage with your customer. Look at what they’re buying.  And make creative  suggestions about what might go well with it.  A few examples might be:
   1. They buying shoes, sell them socks
   2. They’re buying dress shirts, sell them ties
   3. McDonald’s has sold billions of French fries with the phrase “Want fries with that?”
3. Amazon is great at making suggestions. They use data from millions of sales to suggest items that other shoppers have bought at the same time. A few examples might be:
   1. They’re buying today’s bestselling paperback, so sell them the author’s earlier novels
   2. They’re buying an iPhone so sell them a case, and ear buds, and breakage insurance
4. You can also recommend additional items to buy shortly after sale with a friendly and well thought out email suggesting additional purchases they might like, such as:
   1. They bought a new suit. Email them about discounts on accessories
   2. They bought a new computer. Email them about a new printer or backup protection
   3. They bought running shoes. Email them about athletic attire that will help them feel more comfortable while running, such as summer or winter weight apparel.

Don’t forget suggestive selling on the phone

Here’s the 5^th idea:
Did you know that mobile ‘searches’ generated 103 Billion phone calls to businesses like yours in 2018?

When your phone rings, it’s a customer (or potential customer) who needs something or has a problem.  They want to know if you can help them.

Good customer service means that you help them as efficiently as possible.
But we both know that #holdhappens.  You might be handling a “wave” of
calls.  It might be the lunch hour and you’re not fully staffed.  You might need to check
on inventory, or get an answer from another member of your team.
So callers get asked to “please hold on.”

That’s where Informer Messages can help.  They make “hold” time more
interesting and less annoying.  They can give callers helpful suggestions.
They can tell callers about natural “add on” sales…products that lots of
your callers will need, but often forget to buy.  Or new ways that you can help
them with the new product lines you now carry.

Every time you’re in contact with a customer it’s an opportunity: to help them better, to
sell more, and to make a more loyal customer.

These are five simple (and proven) suggestive selling techniques that anyone can use to increase every sale.
Which will you use?

To find out more about Informer Marketing Messages on hold and sell more on every
phone call, ask about how they can work for you by calling (800) 862-8896, or by clicking here for more information.

The post Suggestive Selling : 5 ideas you can use to increase every sale appeared first on Informer Messages on hold.