Superior Sales: Ask For the Sale
Have you been to your local post office lately? Take a trip there, get close to the checkout window and listen. At some point the postal worker will ask the customer to buy postal products that he or she had no intention of considering. They always ask you if you need any stamps, mailing supplies, insurance. They ask for the sale. Why do they do this? Because it works.
I tried to find out exactly how much sales of stamps and postal supplies have increased since postal workers started "asking for the sale," but it must be one of those government secrets. The postal workers at the windows, though, did tell me their sales have greatly increased. Your sales will increase too when you actively ask for the sale. And the wonderful thing about it is you don't have to increase your marketing costs.
For more than 20 years, our tire business sold gas as a way to attract customers to our business. This wasn't a loss leader; it was a profit center. Back in those days there was no self-service. An attendant pumped your gas. He also checked your oil because cars back then frequently leaked or burned oil and needed it checked with every fill up. We ended up making $1.75 on every quart of oil we sold.