Have you ever wondered WHY some shops get $200-300 orders regularly when your shop average is $60? The answer lies in the approach. Think about it… If you do not offer or ask for a higher priced order, how else will you get it?
Follow these simple guidelines to improve your bottom line…
1. Don’t spend out of your own pocket: $60 may be your personal price point but, your customer’s main objective is to convey an emotion. It is your job to make the recipient feel impressed, wowed or adored.
2. Open up the conversation: When you ask “What price range are you comfortable with?” Follow up with “We can create custom arrangements in all price ranges $50, $75, $100, $200.”
3. Curb your excitement: The customer will lose faith in your offer if you seem too eager. They may even feel like they’re spending too much if you show too much enthusiasm.
4. Always push back a little: When the customer says, “Would I get something nice for $75?”, sales agents should always respond with, “Yes of course, but if you are really trying to wow them I’d suggest $100-$150 to allow the designer to create something a bit more showy and elegant.” We cannot forget that customers are looking to us to guide them; after all we’re the professionals.
Tip: Confidence and a professional tone of voice are imperative if you want to increase your sales average.