When you are brand new at the job, you are trained to only show the basic set. As you get more experience under your belt, you will show all three family sets. When you see customers, it’s important that you give them an opportunity to be EDUCATED on ALL Cutco makes. By doing so, you give yourself an opportunity to have a customer say yes to more things. Increasing your average order to some feels like a tough task. I believe, by promoting things OFTEN the right way and painting the picture for your customer, it will set you up for an increase in sales throughout a week, month, campaign and year.
Imagine if you sold 1 flatware chest a week throughout a campaign? That’s an extra 16-20,000 in CPO. At 30%, that’s an extra $4,800-6,000 in income throughout a campaign! I recommend you show and promote on all appointments. I feel confident 1 out of 10 customers will get some flatware. Whether it’s a set of 4 or 6, up to the chest and accessories. Get good at it, the odds can obviously increase.
Here’s a strategy on how to go about getting a customer excited about adding to an order or a wish list.
“Hey Mrs. Jones, how’s your flatware? Do you guys have flatware that you’ve had for a long time or you guys just use random stuff? If you were to get flatware would you use it for more everyday use or use it for more special occasions? Okay, cool.
Well the cool thing is that they’re durable for everyday use. Very high quality stainless steel. Also, they’re elegant for special occasions. The best part about them is they’re guaranteed forever. So if you did use them for normal uses throughout the year, and you want to have them really looking good by the holiday time, you can actually just send them back. You can get them refurbished right before the holidays. Any of the pieces that are scratched or nicked up or anything like that throughout the year, you can just send those back. The company will get them polished up and sent back to you looking brand new. Mrs. Jones, you’ll have the nice shiny stuff for the holidays. So the flatware is beautiful. It comes with the five pieces. By the way, you can also get the chest it looks really elegant as well, it stores up to 12. You can obviously get more if you want it to. You also have the accessory pieces that includes a Butter Knife, Slotted Serving Spoon, Serving Fork, Serving Spoon, Gravy Ladle and Sugar Spoon.
So, do you see yourself replacing your flatware in the next 5 to 10 years for forever guaranteed flatware? (HEAD NOD)
If So, how many settings of flatware would you think you would need once you replace them? 8,12,16,24,36,48? Okay. You would need that many. Okay, great. We have a deal right now where you save $701 on the flatware chest! Would you need one chest or two chest?”
The way I promote the price of the flatware is by the TODAY price. NOT the full retail price. The reason being is you position yourself to allow your customers that may have never spent so much on flatware to feel comfortable with the idea of investing in a forever guaranteed flatware set and accessories.
Example:
“If you did want to add the chest, you’d save $701 as opposed to getting the flatware settings individually. It would only be $305 today to try out the flatware.”
Give it a try and see how it works for you. Obviously I also recommend you setup a contest with your manager to get a sample of flatware or purchase a sample on your own. The more you show, the more you sell!
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