Did you know it’s possible to make more money simply by working smarter, not harder? With the ever-growing online market, you need to make your dive shop stand out to help with customer retention and profits. Add-on sales are a great way to do just that.
By focusing on reading your customers and providing a focused consultative selling approach, you maximize every sale. There’s no additional work to bring this customer in; they are already in your shop, spending their money. The hard part is over. This is your chance to work on your bottom line.
The goal isn’t to simply upsell a customer. Suggest something of value. Establish a rapport with this customer through your credible, thoughtful suggestions. Plant the seed for future business. Put the time in with your customers and watch your profits soar.
For example, a customer comes in to buy a new dive mask. Once you have worked with them to find the right style and size, figure out what else they might use. Did you show them your inventory of neoprene mask straps? Mask cleaners? Snorkels?
Think for your customer. What can make the initial item they came in to purchase better? Show them that your knowledge is valuable. Show them there is an advantage to coming to your shop.
Statistics show you are 60 to 70 percent likely to sell to an existing customer compared to5 to 20 percent likely to sell to a new customer. This is what makes add-on sales so important.
Thoughtful suggestions allow customers to find value in shopping at your dive shop because you have made yourself a resource. Add-on sales increase customer retention and increase your net profits.