How can I increase my customer sales average?

[susanr613]

I've been in the biz since November 07 and have noticed that my per person sales are right around $50 - big shows, small shows, even catalog shows.

I am familiar with host coaching to encourage attendance and therefore increase show average, but how do i increase customer sales average?

Thanks in advance for your advice -

 

[DebbieJ]

Cross selling, upselling, sell in multiples....If someone buys a Food Chopper, ask if they have a good cutting board to go with it. Same with knives.I never let anyone buy just one Handy Scraper. What's the point? I call them my kitchen shovels--must have two.Just some ideas off the top of my head late on Saturday night.

 

[chefann]

That $50 average is why HO has the free guest specials set at $60. Mention to your $50 customers that if they add $10 to their order, they'll get $20 more tools (the $10 they purchase, plus the value of the freebie).

 

[wadesgirl]

I do both things mentioned above: cross selling and adding to their order to get a free product. I had a guest at my show last night that bought a few items and said that's it, I cannot buy any more! Well, when she came to check out, she was only $5 away from the guest special so I encouraged her to purchase more to get the free item. 90% of the time a guest will (she did).

 

[legacypc46]

I think the more customers understand the value of the products, the more comfortable they are willing to spend.

In general, I try to emphasize the company's incredible warranty, customer service and quality standards (the sheet pans being a good example). Specifically, I try to provide multiple uses for each product, highlight the products' benefits, and the increased value of using certain products together.