Ask Questions Before You Begin Designing
Asking your client questions about each recipient is crucial during the presentation.
As soon as the client says “yes” to your suggestions, it’s time to begin learning all about the person who will receive the gift basket.
One customer who ordered from me last year is the director of a day care program. She purchased 25 gifts housed in red drums, one each for members of her staff.
I asked her about each person’s age, marital status, favorite colors, and allergies. She knows their preferences and was able to provide me with answers in order to customize each gift perfectly.
The containers were similar, but each design was unique. Everyone shouted with joy when they saw their special gift.
When you get the order, ask as many questions as possible about the recipient so that you not only fulfill the first order but continue to be the client’s gift provider.
Ten Steps to Become a Successful Gift Basket Designer shares more helpful hints to satisfy every customer.
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Are You Ready When They Ask for Changes?
One situation you may not know how to handle is when a customer asks for substitutes.
“Can I have chocolates instead of tea?”
“What if you take out the biscotti and add chocolate truffles?”
Here are three ways to prepare for quick changes during an office presentation or order by phone.
1. Say “let me check on that” rather than agreeing right away. Tell the client you want to make sure you’re not overcharging them for the design change. In reality, you want to make sure the change doesn’t decrease your profit.
2. Bring a list of 3-5 items that can be exchanged for some of the basket’s contents. Offer any of these products if asked for substitutes, and stick with these options unless you must resort to No. 1 above.
3. Make certain designs “as is” with no substitutions. If they aren’t acceptable for clients, you then move on to custom designs, which can elevate your profit.
Making substitutions and adding alternatives is a huge part of the gift basket business. What do you say when a client asks for substitutes?
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Gift Basket Articles, Stories, and Lessons
1. Newsday.com recently spoke with a designer who operates a gift basket/flower shop, asking her how the high price of gas is affecting business. You can read the story here.
I was surprised to read that she only charges $1 per delivery.
How are you handling delivery charges? Are you passing the cost to customers, or do you provide additional incentives to keep them buying?
2. TBO.com (Tampa Bay Online) profiles a woman who recently opened a gift shop. You’ll see a tall gift basket in the photograph accompanying the article.
Do you find that your taller designs sell faster than shorter ones?
3. A designer recently asked how she can stay within a fixed budget to photograph her baskets. I respond at Ask The Gift Basket Expert, explaining that it doesn’t take a lot of cash to create your own photography studio.
The photo shown is from the Gift Basket Design Studio Extreme Makeover.
4. Thank you to everyone who sent well wishes after my emergency surgery this week. I urge all of you to care for yourself the same way you care for every order.
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Gift Basket Week in Review
Enhancements create a lively and dazzling appearance in gift baskets, and Flora Brown of Gift Basket Business World features a blog article on how enhancements spice up your designs.
This topic is right on point for Charlene, who just asked a question about making an inexpensive basket for corporate sales more elaborate. You’ll see her question and my response when you scroll down to the comments section.
Want to know more about enhancements? Learn more about them and see a photo in the Gift Basket Dictionary.
Lorie Obernauer of Apex Gift Foods reminds us that the Summer Fancy Food Show will arrive in New York next month. She also provides information for next year’s event.
I’ve mentioned in past newsletters that if you’re unable to attend a trade show due to time or travel, but want to know who exhibited, call or Email the producer and ask how you can receive a show directory. It may cost you, but it won’t cost as much as the actual travel and lodging.
Are Gift Baskets a Business Tax Deduction? is the current question at Ask The Gift Basket Expert. I may not be able to give a definitive answer, but I do provide general guidance to find expert help on this sales-increasing topic.
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How to Answer Questions Before They’re Asked
Do you provide your Web site’s visitors with a frequently-asked questions area?
This information is just as important as the gift baskets you create. The answers provide prospective clients with a comfort zone, letting them know in advance that their order will be handled with care and that you’ll respond to them in a timely manner.
I created a frequently-asked questions area for this site as I found myself responding to similar questions about starting a gift basket business, how to select products, and other important basics.
What do site visitors and customers ask? Put yourself in their shoes. If you were buying a gift basket for the first time, what would be your concerns? That’s what you consider when creating your own FAQ page.
These questions help get you started.
Also include questions that haven’t been asked but will give visitors ordering ideas that they haven’t considered.
Add a portion of your FAQs to a brochure for mailing to prospects and with deliveries.
The more information you provide, the easier the order process becomes for the person who found your site.
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