Top Buyers Share Sales Tips On the Hottest Accessories
That's probably one of my top-selling accessories, from Monster in particular. It's also a line conditioner and a surge protector so we're able to kill three birds with one stone. It's just as profitable as cables, and it works.
We've moved into the headphone category a little more aggressively this year, and picked up several earbud models and some high-end headphones from companies such as Sennheiser and Monster. The headphone that nine out of 10 people walk into the store with is usually attached to a smartphone or an MP3 player, so we can take the customer's phone to our headphone station and try out different models. We actually have two headphone stations: one in our high-end A/V room and an earbud headphone station ... On my iPhone, I have compressed as well as lossless music to explain the difference to the consumer.
I'd have to cite warranties as another bright spot, in particular system warranties. When we do a job in a customer's house, we offer that. I can sell the customer individual warranties for each component, or sell a system warranty, which covers the products' repair labor but also installation labor. So one thing I've done this year to think outside the box is to follow up with a phone call to see how people are enjoying their systems, and then remind them that their warranty will expire in X amount of months. They have six months to add a system warranty after the system is paid for, and I'd say a very good percentage of them usually add it.