Business Tips and Tricks, Hope Wissel

Words Can Boost or Kill a Sale

The holiday shopping has kicked off – Halloween was barely over and Thanksgiving is still 5 days away.  The stores are already filled with holiday decorations.  In direct sales, and in most businesses, this is when we do 70% of our business.  It is a short window of opportunity and we need to make the most of it.  I am blessed that Thirty One does everything they can to support their consultants during this time of year (and all year long).  Stores run sales at all hours and for all kinds of things. Vendor shows are every where. Everyone is vying for your business, as well as our customers’ business.  So what makes YOU or your products or your company stand out.  What are you doing to capture that sale?

Words have power – so according to there are some magic marketing words that will definitely boost sales.  So, here goes:

1. Sale – Who doesn’t love a good deal?

2. Off – If you can offer your audience an incentive like 50% off, or $25 off your next $75 purchase, you’ll pique interest quickly and give customers added incentive to buy. I have found that my customers aren’t not big fans of the “off” customer specials.  They LOVE when it is $5 or $7 or $10 especially when it is a HUGE savings for them.

3. New – So true.  When we have limited or NEW products, sales increase regardless of the time of year.

4. Best sellers – Although our BEST sellers open the door for conversations, they may not be the thing that keeps your customer unless of course it fits their specific need.

5. Be the first – I LOVE giving my customers and hostess a sneak peak of new products,and upcoming offers.  Isn’t that the reason that the month a new catalog kicks off, our sales and party bookings are off the charts?

6. Thank you – I love to show my customers a little love once in a while with my Birthday Club or limited specials. When I reach a new goal, why not thank your customers with a new deal, or host a customer appreciation event.  I love sending “snail mail” to my customers and party guests when they place an order.  Host a party for me and I will show you the love BEFORE, DURING and AFTER the party with little gifts.

7. Remember– Your customers are busy, so it’s always a good idea to send reminder emails. Follow-up like this is not one of my strong points but I definitely need to get on the ball.  I need to make reminder calls especially to those in my Birthday club, maybe that would increase my redemption rate.

Just as words can boost sales, they can KILL your sales too.  How many of these do you use?

1. Hurry – Yes, you want to encourage customers to act fast, but this word is overused and doesn’t pack as much punch as “Act now” or “Limited-time offer.”

2. Guaranteed – Nothing in life is guaranteed, Fischgrund reminds us; so it’s best to stay away from this word. You can still back your product or service, just refrain from using the word “guaranteed.”

3. Huge – Every sale and event is huge. Think of alternatives to use. For instance, “Our Biggest Sale of the Year.” It’s more descriptive.

4. Hassle-free – Sure, the phrase seems positive, but you’re still associating the word “hassle” with your business or brand. Not a good idea. Go with “easy” instead.Think of  Staples “easy” button.

5. Once in a lifetime – Cliché, and typically untrue phrases like this don’t help your sales. Be original.

6. SAVE UP TO 25% RIGHT NOW!!!! – There are two red flags in this statement. For starters, don’t use all caps; it makes people feel like you’re screaming at them. Keep your punctuation to a minimum, too. The sale isn’t any more enticing with three exclamation points.

What are YOUR favorite marketing words to use during the holiday season or any time of the year?

Have a ThirtyOne-derful day!