How to Reap Rewards with Referral and Add-On Sales
Each time I leave an office after delivering gift baskets, I exit with more than "thanks" from the customer or recipient.
I have a big smile on my face because several names and telephone numbers are in my binder, names given to me by the receiving person who’s provided me with referrals who will benefit from my service.
That’s not all. I’ve also reminded the person about my gift baskets for upcoming occasions. For example, If I’ve just delivered Valentine’s Day gifts, the reminder is about Administrative Professionals Day and Mother’s Day.
Just mention the next two special events on the calendar, and hand the person a postcard, business card, or brochure on what you’ll have available. Now you’ve encouraged add-on sales.
Do you see the possibilities for referrals and add-on sales in your business?
Here are the highlights.
1. The delivery creates a warm call opportunity to increase future sales.
2. Other people in the office will want to “join in” on the delivery fun that’s happening right now, so have more literature or cards for distribution.
3. Everyone wants to “one up” another person, giving you the names and numbers of other potential buyers. If you cannot write fast, consider bringing an electronic recorder to capture information quickly.
This is the domino effect that veteran gift basket designers count on to continue and expand the sales momentum.
If a courier delivers your baskets, that person cannot provide you with this service, so even though deliveries take time, choosing to be part of specific deliveries will uncover huge opportunities for future sales and big rewards.
How do you feel these two options can work for you?
Related articles to learn, grow, and profit:
- How to Turn a Dentist Visit into Gift Basket Sales
- Increase Your Sales through Unexpected Appreciation
- Five Design Tips that Deliver Sales
- Summer’s the Right Season for Gift Basket Sales
- Gift Baskets on Consignment, Summer Sales, and More
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I think they are both excellent opportunities for additional sales.
I have been using the postcard technique listing the upcoming occasions for gift baskets. However, I now realize that I’ve been missing out on the chance to also gain referral business from the gift recipient and others in the office. I’ll keep this new info in mind going forward.
Thank you for always providing helpful info.
Consuela
Hi Consuela,
I’m so glad that this tip may be beneficial for you.
Although it may not be practical to deliver every order, some deliveries will add to your bottom line through the above techniques.