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Posted at 3:30PM • 1/1/19 • Liz Sagaser
4 Techniques to Help Boost Your Add-On Sales
How healthy is your sales average? If a typical customer picks up a T-shirt or other merchandise in your shop, are you empowering them to easily add more items to their purchase? Add-on sales can grow your annual revenue by 10-15%, and adopting a successful add-on sales strategy is easier than you think.
Start with incredible product knowledge. Tour the store with each associate, asking them to build a personal “Master List” of potential upsell items. If a customer chooses a T-shirt, suggest a coordinating necklace, or a journal sharing the same theme. Encourage associates to spend slower times in your store getting to know each brand or product category better. Consider assigning a brand or product category to each associate, then having them teach the rest of the staff what they’ve learned including price points, product details and alternatives. Empowered associates = strong sales.
Ask thoughtful questions. Chatting with customers doesn’t have to be awkward — and you don’t have to be pushy to increase add-on sales. Ask open ended rather than yes or no questions: “Who are you shopping for today?” rather than “Are you looking for anything special?” Be a noticer; if he is wearing a nifty necklace or bracelet, compliment his style and ask if he’s seen your new line of men’s jewelry. Say something like, “I love your necklace. We just got in a cool line of accessories (or insert other product type) you may like.”
Display add-on merchandise in the right place. Attractive add-ons should be available near the sales register and near coordinating merchandise, such as alongside a themed collection or grouped by category (a section of accessories near apparel, for instance.) If you carry Christian T-shirts and merchandise, round out this category with accessories, and display these items together. Priced-to-sell accessories are an easy add-on at the register, and customers will appreciate the perfect compliment to the outfit they are buying for themselves, or a thoughtful addition to the gift they are purchasing.
Communicate new add-on options to customers. When you communicate with your customer base by email or social media, include easy add-on options alongside new product announcements. As an example: “We invite you to stop by to see our new line of summer T-shirts, and check out these great accessories while you’re here.” A single item purchase is good; 2+ items is better! Encourage customers to consider complete outfits (not just a top), or to bolster their gift-giving with a thoughtful add-on for just a few dollars more.
Add-ons are an easy way to impact your bottom line: Customers will appreciate thoughtful product recommendations, and add-on purchases at an attractive price point can take your sales numbers to new heights
