Pick Up Biz In a Down Market
- Target your marketing. Create top-of-mind awareness. Send special offers to your most profitable customers. Contact customers who bought big screens last year about adding audio or networking their systems. Use direct mail. Collect email addresses from customers and send new product announcements and helpful “how to” hints.
- Beef up your training. Conduct store meetings on improving customer service and customer-focused selling skills. Use learning programs produced by your buying groups to ensure your associates are truly experts. Start a company book club.
- Add one item to each sale. Track the average number of items sold per ticket. Add one cable, one pair of speakers, one service contract, one accessory or a disposer to each transaction. Try to add a matching dryer to each washer sale or a lamp with a sofa.