1 / 29

Increasing Sales with Improved Displays & Customer Service Techniques

Increasing Sales with Improved Displays & Customer Service Techniques. Pam Rye Area Small Farm Specialist. Marketing Mix (The 4 P’s). Product Variety, Quantity, Features… Price Retail Price, Wholesale Price, Discounts… Place Supply Chain, Logistics, Assortments, Locations… Promotion

salena
Download Presentation

Increasing Sales with Improved Displays & Customer Service Techniques

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Increasing Sales with Improved Displays & Customer Service Techniques Pam Rye Area Small Farm Specialist

  2. Marketing Mix (The 4 P’s) • Product • Variety, Quantity, Features… • Price • Retail Price, Wholesale Price, Discounts… • Place • Supply Chain, Logistics, Assortments, Locations… • Promotion • Advertising, Personal Selling, Public Relations…

  3. Composing an Attractive Display • Foundation • Signage • Preservation of Produce • Seasonal Interest • Whimsical Touches

  4. Foundation

  5. Signage • Allows you to stand out in crowded farmers market. • Simple & inexpensive • How to attach?: • Use large clamp on each side of table and wood scraps with braces to stabilize the sign.

  6. Signage • Label Products • List Prices • Offer Suggestions, entice • Keep it Consistent! • Use re-useable blackboard or plastic signs for prices

  7. Preserving Your Produce • Higher quality = longer life • Shade, shade, shade • Keep delicate fruits, perishable items on ice or in coolers • In transit • On display if possible • Flowers in fresh water at all times

  8. Produce That Can Be Iced • ArtichokesAsparagusBeetsBroccoliCantaloupesCarrotsCauliflowerEndiveGreen OnionsLeafy GreensRadishesSpinachSweet cornWatermelon

  9. Produce Damaged by Direct Contact w/ Ice • StrawberriesBlueberriesRaspberriesTomatoesSquashGreen BeansCucumbersGarlicOkraBulb onionsRomaine LettuceHerbs

  10. Seasonal Interest Masses of color or product are very effective at grabbing attention

  11. Seasonal Display • Change colors and hues to reflect the season. • Blues & yellows in summer. Lavender and sage in spring. Fall use golds, oranges, reds, earthy colors. • Keep storage items and trash in truck to avoid clutter, etc.

  12. A Bit of Whimsy • Add whimsical touches that are also functional • wagons, decorative baskets, cute and also help transfer items from truck and use in the display • Attention getters • Windchimes • Fresh flowers • Relaxing music • Water feature

  13. Whimsical Touches

  14. Things to Know about Customers • Customers rebel against • Pressure • Surveillance • Lack of Trust • Stupid Questions • 20% of sales lost due to a “Turn Off”

  15. Timing • Learn the flow of the sale • 1. Advance • Greet quickly with meaningful dialogue • 2. Retreat • Be patient, Wait for the sale (“permission”) **Stay busy, but attentive**

  16. Meaningful Dialogue • Learn the power of YES and YOU • Remove the Negative • Avoid questions that get negative answers • Avoid “HAVE TO”, “NEED TO”, (even on signs) • Don’t answer DEVIL QUESTIONS • Give them reasons to buy instead

  17. Meaningful Dialogue • Learn ‘One Liners’ to shut them up or close a sale • Take compliments! • Tell them what you want: Them to tell other people

  18. Meaningful Dialogue • Once you have “permission” CRANK UP THE VOLUME”, b/c Everyone is listening • NEVER say “thank you” until you get the $$$ • Say you appreciate it and why, but not “thanks”

  19. It Takes the Whole Package • Product • Price • Story

  20. Catch Them in Your Web • Encourage people to use their senses • If they touch it they’re 4 times as likely to buy it • Pleasant sounds, tastes, etc, enticed to linger • Demonstrations, recipes, etc

  21. Seeing is Believing • Create Effective Displays • The Zone • the belt buckle to 6” above eyes • Make it Bright • Improve or enhance light

  22. The Story • Take an active role in the sales process • Learn to talk about your products and articulate their benefits • Features about the product • Benefits on how it improves/enhances their lives • Helps to up-sale or get a 2nd sale • Project energy and enthusiasm about your work or business

  23. Respect & Patience • Make and maintain eye contact • Believable, sincere, and the head nod • Treat your customers as individuals • Be patient and help them make up their minds

  24. Men, women, & children • Men: side to side • Women: face to face • Children: Set limits w/o offending

  25. Energy Sells • Project positive body language (aura) • If you can’t, hire someone who can! • Use your hands in the selling process • Avoid the Change Rattler Syndrome • Sellers: take it out of the pockets • Buyers: give them something to do, eat, etc.

  26. No, No’s • Don’t Sit • Don’t Read • Don’t Talk on the Phone • Don’t Open late or Close early • Negative talk

  27. Practice Makes Perfect • Practice salesmanship like it is a musical instrument • Be willing to evolve • Concentrate on what works & have fun!

  28. Pam Rye Area Small Farm Specialist 1030 Cumberland Heights Rd. Clarksville, TN 37040 931-648-5725 Prye@utk.edu

More Related