I used to only buy used video game systems and games. Next thing I know, I have bought all 3 major consoles at retail and I buy games the day they come out.
A while back I bought a pair of shoes for $50 and felt like I broke the bank. In the last couple months I’ve bought two pairs of shoes for $220 EACH.
What’s the moral of the story? SMALL SALES MATTER! I never would have bought the expensive shoes or video games if my growing interests didn’t get their start somewhere. It’s far too easy to pass on the small sale in favor of the big one. But with a little foresight, it’s just good business to find and keep these customers.
Here’s how to entice them into checking out your must-have merchandise:
- Get your hooks in – Whether it’s selling used, deeply discounted, or second hand products, just finding a way to get your products in the hands of consumers is the most important thing. Don’t be upset at some missed income due to these things, think of them as loss leaders that could pay off in the long run.
- Make them want to come back – If someone is just “dipping their toes” in a certain market, they’d better like their experience, or they’re most likely lost forever. If you give them top notch service and make sure they are happy with their purchase, it should not come as a surprise if some return business comes your way!
- Offer intermediate choices – I didn’t just make the jump from $50 shoes to $220 ones. If those were my only choices I’d still be buying the $50 variety. Incremental increases are the way to grow a consumer’s interest. I found myself saying over and over, “for just a little more money, I get this much better product.” Before I knew it, $220 sounded reasonable.
Now, I completely understand that you may be apprehensive about taking on a $100 sale if you are making $20,000 sales routinely. But why should a smaller dollar amount get pushed aside? Make sure that you’re also taking good care of that $100 customer, not only because they deserve it but also because they might be testing the waters before they one day make you enough money to retire early!
Do you agree that small sales matter? Are you all about the customer service, no matter what the price tag? (If you aren’t, then you should be.) Hit us with your thoughts below!