Making their purchasing easy helps maintain customer loyalty. Do not give your customer too much choice of products.
When a customer is trying to make a purchasing decision they do not want to have too many confusing decisions to make. If they are not certain then they will want to go away and think about it and then you lose a possible sale.
Remember this tip when displaying your products and when selling face to face.....keep choices to a minimum.....preferably just two, yes they want to make the purchase or no they don't.
One method of reducing the choices follows in Tip #2
Tip #2 Categorize Your Products
If possible put all your products into categories and then choose the best product, in each category, to promote.
If you only promote one model for each type of product then the customer has only one choice to make...... to buy or not to buy..... that is the question.
These categories needn't just be for different categories of product but may consist of various price categories.
If you wish to promote more than one model, in any one category, then ensure that all those models are in different price ranges.
Keep the price ranges as far apart as possible. The customer already knows how much they are willing to spend therefore a product well over their budget will be ignored and one well below budget will be looked upon as a lesser purchase.
The customer's choice is automatically made for the product within their budget.
Once again the customer is left with just one choice.....
....to buy or not to buy.
Again, make their purchase an easy, enjoyable, experience and they will come back. Once again, making their purchasing easy helps maintain customer loyalty.
Tip #3 Give Bonuses
Of course there is one other choice your customer always has and that is to buy from someone else.
To get round this problem you have to make certain that, although you do not offer the choice that your competition does, the products you sell are of a far higher value than your competitions'.
How ?
You take your product and bundle it together with other products and sell the complete package for an unbeatable price.
Let your customer choose, from a pre-determined list, which bonuses they want. By doing this you will not lose a sale because the bonuses are unwanted or the customer already has the bonus products.
The only downside to this idea is that the customer is presented with a choice again.
However, at this point the customer has already decided to make the purchase and is just deciding which bonuses to take with it........the sale is already made.
Where are all these bonuses coming from ?
Before looking at this the overall thing to remember is that the technique will attract more customers.
In effect you are selling the main product for its normal price and adding the bonuses at cost price.
Also, if the technique is a continuous feature of your business, it will create customer loyalty that keeps them returning and, equally important, they will recommend you to their friends and acquaintances.
Now you know the true value of this idea, lets look at how to put a package together.
The first thing to do is decide which products to put into your package. Choose products that compliment your main product and preferably have a high profit margin.
Once you have selected your products, calculate the profit you would have made if you sold the main product without bonuses.
Then add up the wholesale cost, to you, of all the products in the package.
Now take this total cost and add on the profit you would have originally made, on just the main product.
You will now have your selling price for a very good value for money package.
In effect you are selling the main product for its normal price and adding the bonuses at cost price (the bonuses are lost leaders).
If you also take a little off your original profit, as you would if giving a straight discount, the whole package has an even greater appeal to the customer.
This is just an idea for you to work with and fit in with your own particular business.
Service providers may be able to think of extra services they can provide at little extra cost, to them, but of extra value to their customer.
Conclusion
Of course these tips have been around for a long time and every business owner has probably tried them but there is one secret here to success.
Make these ideas part of your everyday policy.
Not just the occasional special offer but something that your business becomes well known for.
Make your business one that everyone knows will give them good service with regular value packed packages. In this way people will always check your offers before making the final decision on where to buy. Now that's customer loyalty.
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