Boost Add-On Sales and Watch Your Business Grow

January 01, 2019

Boost Add-On Sales and Watch Your Business Grow

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

Net terms available for qualified customers with approved credit, and special Net Term offers require the stated minimum purchase. Free freight offers are valid for standard ground shipping to locations within the contiguous U.S.; require a minimum purchase of $300 unless otherwise stated in an offer; and exclude displays except where noted. Standard international shipping rates apply. Orders typically ship within three business days. Apparel size upcharges apply. Licensed, promotionally-priced, seasonal, and long-sleeve items are not guaranteed and are non-exchangeable. Images used in advertisement may not always represent current inventory and availability. Other terms and conditions apply.

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