Holiday Add-Ons

posted: Saturday, December 17, 2011

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If you have read these newsletters even a little over the past few years, then you know that adding-on is something we firmly believe in for all salespeople. As all salespeople know, adding-on to a sale is a great way to increase the value of each sale, but is also a customer service. There are many times when an add-on is a necessary item for the main item to be used correctly, and the customer appreciates the salesperson that is looking out for their best interest. The add-on is always a good idea, but it is a great idea during the holidays.

The easiest add-on, of course, are batteries for gifts that require them. Obviously batteries fall more on the side of customer service because nothing is more frustrating than getting a product home and then realizing it needs batteries. So make sure your customers have everything they need in order to use their new product(s) immediately.

Add-ons, as mentioned, can also be used to increase the value of the sale that you are making. For example, if you are selling a necklace to a man who is looking for a Christmas gift for his wife, then don’t be afraid to add-on. Something like this, "That’s a great choice and you might be interested in these earrings that actually are designed to go with that very necklace." Some customers may say yes and some will pass but you don’t know until you try. Another reminder as we head into the holidays, add-ons do not have to cost less than the initial purchase. In our example, it is certainly possible that the earrings cost more than the necklace but they were the add-on.

Some of the other common add-ons to keep in mind this season include: gift wrapping, extended warranties, service agreements and so on. Again these add to the value of the sale but are also a customer service. The gift wrapping may be a small add-on, but may save the customer some valuable time. Most salespeople are going to interact with more customers than normal in the next few weeks, make sure you are attempting to add-on to every sale.

An add-on does benefit the salesperson. But more importantly, it benefits the customers, and satisfied customers are more likely to return in April and May. Never forget that expanding your customer base is always a primary goal and adding-on is another tool in reaching that goal.

FINAO - Brad Huisken

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