Make More Money with Impulse Selling
Whenever a customer brings a pet to a groomer for service, that visit offers the opportunity to sell extra products to those customers.
The easiest products to sell are those that don’t require a lot of thought before the purchase.
Retailers call these easy-to-buy products "impulse items."
A visit to the groomer or veterinarian can be a little stressful for both the pet and the owner.
Many owners feel apprehensive or anxious and want to reward their pets for good behavior.
This is an opportunity for you to make an additional sale and become part of a pleasant experience.
Giving a person’s pet a toy or treat makes everyone feel good, and that can mean a little extra business.
Be Exciting:Since the number of products a groomer’s office can display may be small compared to a pet retailer’s selection, your presentation should be visually appealing.
Remember that the decision to buy is often made by eye appeal alone.
Displays should contain an assortment of standard items and new, exciting products. Toys and treats are perfect impulse items
Place your merchandise in a prominent location where it is easy for the customer to handle, but difficult for pets to reach.
Carry products that are of better or best quality, and price it to sell at average to higher price points.
Train Your Personnel:
Present the products with authority.
The groomer’s explanation of the features and benefits of any product is of more value to the customer than an endless, self-serve display of products in a store where there are no people to explain which toy or treat is best for one’s pet.
Be prepared to explain to the customer why the selected products are the best choices for the owner and the pet.
Train your staff to suggest a toy or treat when the pet is delivered back to the owner.
The combination of exciting merchandise, personal expertise, and the customer’s impulse to reward his pet adds up to an easy sale.