You’ve seen the statistic a thousand times if you’ve seen it once – the holiday/Q4 retail sales numbers usually represent as much as 30-40 percent of what retailers do for the entire year. Okay, we know you get it – the holiday sell is REAL important to your yearly bottom line.
With that said, here’s a few additional tips based on NRF/BIGresearch surveys done over the last few years.
• Most consumers shop from a list of people they’re going to buy for, not from a list of items to specifically buy. There are certain items they know they want to buy but with almost every customer there is an opportunity to suggest additional products for people on their lists. The key to maximizing your holiday opportunities is to find out who is on the list and then suggest products for them. Focusing on increasing the number of products sold per sale during the holidays isn’t just smart business, it is great customer service. Customers want and need help with their list. All we have to do is ask.