KPC-Key-4B- Sell more by offering gifts
Help your customers choose your products as gifts

Boost your sales at every party or show by reminding your customers of all the
upcoming events they need to buy gifts for.

When you get your customers thinking about upcoming events that they will need gifts for they have a reason to buy.  Let them know that you can help them find a solution for all their needs.  Boost your outside sales by asking customers to fill out their wish lists so you can contact their loved ones with gift ideas.  

In this Key Pack training we are focusing on “Boosting sales by selling gifts.”  Remind your customers that in addition to buying your products for themselves, they can buy them as gifts for their friends and family.  Let them know they can call you anytime they need something, they don’t need to attend a party to order.  Get them thinking of upcoming events they’ll need to buy gifts for, and give them suggestions of which products would work well for birthdays, anniversaries, weddings, etc.  Help them understand how buying gifts from you can be easy, fun and convenient.  Implementing just this one concept can bring THOUSANDS of DOLLARS in additional sales to your business.

1.   Suggest reasons to buy gifts at the party.
 One of the main REASONS people buy things is “To meet a need or solve a problem.”    Remind your customers of all the upcoming events they could be needing gifts for. 

Then, show them how YOU can make it easy for them to get their shopping done and the benefits of letting YOU help them.  For example, rather than making a special trip to the store, they can conveniently shop from you now or anytime and get credit marked off on their preferred customer card!

It is important for you to generate interest in how your products can be given for the occasions we normally buy for ncluding: Christmas, Hanukkah, Mother’s Day, Father’s Day, Valentine’s Day, birthdays, anniversaries, weddings, graduations, wedding showers, baby showers, promotions, etc.    

Remind them that they can “Call you anytime to place an order” (S40247) or remind them they can email you orders by putting these stickers in or on your catalogs. Invite them to “Visit me on the web” (S40462)  Or, use the printable sticker (PSA4204 or 05) and put your contact information on it.  This way you’re sticking TWO messages at once! 

Use stickers throughout your catalogs to draw awareness to products that are good for gifts.

You can also promote the idea of giving gifts “Just Because,” and explain that you don’t always have to have a specific holiday coming to want to give a gift to someone.  (For example, show a product that anyone would want and suggest that she give it to a friend when she is having a bad day, or to a neighbor to show her how much you appreciate her.)  It seems like there are always events sneaking up on us, so why not get your customers to plan ahead for those events and purchase their gifts from you.  Suggest products that are great “generic” gifts they can keep on hand.  Put the “Affordable Gifts” or “Gift Idea!” stickers by items in your catalogs!

2.  How can YOU be more effective in SELLING GIFTS?
It is often difficult for your customers to come up with an idea of what to give as gifts, so they will surely appreciate your ideas.  When you are giving your demonstrations, SHOW your customers HOW your products will benefit the people they are seeking gifts for.  You need to “push their buttons,” so to speak.  You want to create the need for your product.  Use  stickers to draw attention to specific products. 

One of our customers has us print “Give the gift of ______ (her company) on the “Gift” Large Square.  She puts this on the front of every catalog.  She orders them over and over again so they must have a positive impact on her business!

A)  Use stickers to remind them of upcoming events.

Put stickers not only on the pages of your catalogs which show great gift ideas, but on your invitations and order forms too.  As they are filling out their order forms, they’ll think again about what gifts they need.  (Wear the “Gifts for all Occasions” button (B40386) or use it in your display.)  Use stickers like “Think ahead… birthdays, anniversaries, weddings” (S43117), “Gifts for all occasions” (PR40125), “Is a Birthday Coming?” (PR40128)  and “Gifts for every holiday” (S40492).

B)  Sell in sets.
Put together two or more items that go together or fit a theme.  Offer a few dollars off, or a discount, if they buy the set.  Use our “Printable Stickers” to print information about a “set” you offer and put it by the products!

C)  Use one-liners throughout your demonstrations.
Talk about gifts in connection with many different items as you present them.  Don’t go into a lot of detail on every item, just use little “one liners” like, “I gave this as a gift to my mom and she loved it because it …..!” or “Your daughters will feel pampered when they use this to ….”       

Make a list of products and of people who could use your products.  For example, if you sell candles, promote that candles would make a great gift for real estate agents to use at their desks or to give as gifts to people purchasing homes.  Keep in mind INTERESTS or HOBBIES!   Suggest products that would be great for people with certain hobbies.  List gift ideas for men, women, and children of all ages.  Include suggestions in several price ranges.

Once you put together these lists, include them in your catalog folder, or at least review them so you can make great suggestions.  Put together a “Gift idea” notebook showing an item and WHO it could be given to!  You could even make this into a game to play at your parties! 
 DOWNLOAD the GAME version off our website under KEY PACK CLUB> KEY CLUB SPECIALS.  It is in the PDF you can purchase or get for FREE when you are a member of the Key Pack Club! There’s room to put S40427 on the upper right.

If you tend to cater to a specific group of people, print a suggestion of who an item would be good for and print it on the Printable Stickers.  The small square size stickers (SS) work great and you can easily cover them up with a different sticker if the sale or group changes.

 See the great selection of PRINTABLE STICKERS we have online!  Download our FREE TEMPLATES and use them to print whatever you want ONTO the stickers purchased from The Booster.  See our “USING TEMPLATES FOR DUMMIES” for complete step-by-step instructions of how to do it.  It is really EASY!  I promise!

D)  Offer “Gift Cards!” or “Gift Certificates”
Sometimes we just don’t know what to get for those “hard to buy for people.”  After giving your suggestions for gifts, let them know that if they are not sure what someone would like, they can give a gift certificate.  Explain that you offer gift cards for any amount they want.  Then, you’ll include your contact information with the gift card and whoever they give it to can contact you directly. You will then help them pick out something special. We offer our gift cards with fill-in-the-blank redeem information on the back, or you can purchase them blank on the back.  Or we can personalize the back with YOUR INFORMATIONso they can  even be given as “To-From” type gift cards with a gift purchase so your customer doesn’t have to go get a card.  With YOUR info on the back. the person receiving the gift knows where to get more!

Whether you use our gift cards or the gift certificates your company offers, use the “Gift certificates available” type stickers in your catalogs to remind customers that you offer them. 

E)  Offer free gift wrapping.
To encourage more gift buying, offer to wrap their gifts for free if they spend over a certain amount.  This makes it even more convenient for your customers and it gets their average orders up.  (Use this sticker in your catalogs or whatever promotion you’d like to offer. )  

PDF-Key4B-sell gifts PDF download
PDF-Key4B-sell gifts PDF download

F)  Invite your guests to fill out WISH LISTS.
In last month’s training we discussed the importance of getting your customer information.  The back side of our “Customer Care Cards” (V4124) has a wish list section to fill in.  Wish lists help you to know some items she would like, but will not be buying at the party.  As an added feature, if they would like YOU to contact someone to purchase the items for them as gifts, it has room for them to include that person’s name and contact info.    (Download the instructions under V4124 on our website for more information about how to organize and use this information on a regular basis.) 

If you would rather just have a wish list, we do have those available separately. 
Husbands and boyfriends LOVE getting reminders and gift ideas.  Once they’ve finished purchasing for their wives, see what you can do for their mother, sister, etc.  Offer “Free Gift Wrapping” for orders over $$$ to encourage them to spend more.  This is a WIN-WIN situation.  Everyone is happy! 
We even have postcards you can send to let them know you have their wish list and to let you help them.  Once the card is sent, follow up with a phone call.
 
G)  Call your “Preferred Customers” or mail them postcards with gift ideas.
When holidays are coming up, you have a good excuse to call them to see if you can help them with anything.  Remind them that buying their gifts from you helps them to fill up their “Preferred Customer Card” more quickly and of the gift they will receive when it is full.  Use our BACKGROUND Printable Postcards or type up a flyer with your gift ideas.  Offer a dollar or so off items, or offer something special with a certain dollar amount purchased. 

Use the “Call me for a new catalog” (S40200) stickers on your postcards or flyers.  Or, customize a printable sticker with another message that will get them call you immediately.

(H)  Stash a Few for Gifts.
When your company is offering a product at a really great price, draw attention to it with the “Monthly Specials” sticker by that item.  Suggest during your demonstration that as this is such a great buy, they may want to get several to have on hand because they make a great wedding, shower, etc. type gifts!  (Are you using the same catalog next month when the product is NOT on special?  Just cover that sticker up with one of the other “gift” type stickers.)

I)  Make the most of Birthdays! Everyone has one!
 So far we have been discussing how increasing your customer’s awareness of gifts solutions can boost your sales.  However, you can also increase your outside orders by sending Birthday gifts yourself!  Once you have your customer’s information using our Customer Care Cards, or the NEW Birthday Register cards, develop a program to send birthday cards to your ustomers offering them a discount on orders placed within their birthday month.

Birthday Register Cards are so you can easily keep track of the birthday’s of your customers and send an entire month at a time.  Just pass around the set (put on the ring included) and have your customers put their birthday on the correct month.  When you get home, transfer the info to a set you keep in your card file.  In this pack, you are only receiving ONE set, so you’ll need to order a complete set, but you can get started immediately.  Then, once you get your next set, you’ll have an extra set if some months fill up faster than others.

We have recently developed a complete idea on how to use Birthdays to boost bookings sales and more!  You can see the complete training on the website under FREE Training > T4-Sales > T4-03-Birthdays!  Included in this pack are samples of the Birthday and Celebrate cards we offer.  Some with text and some are blank so you can write your own message.

Conclusion:  Sometimes the guests at your parties will just buy one small item so that they feel like they’ve helped support the hostess.  These guests forget that they’ve got to run to the store the next day to buy a birthday gift for their daughter, or a wedding gift for the neighbor, etc.  Stick the stickers and mention the one-liners as we discussed in this training and you will reach your potential for thousands of dollars in additional sales.

Click the link below to go to our website and see all the products discussed in this training:

http://www.thebooster.com/286-kpc-key4b-sales-gifts

Or for even more products see the Key 4: Boost Sales category

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