7 Up-Selling Tips for a Short Holiday Shopping Season

November 20, 2019 | 1,070 views

7 Up-Selling Tips for a Short Holiday Shopping Season
7 Up-Selling Tips for a Short Holiday Shopping Season

The 2019 holiday season is a short one with fewer shopping days between Thanksgiving and Christmas. This year, both online and physical stores have six fewer days to rack up sales. According to the National Retail Federation, this shopping season still represents 20% of the year’s sales, on average, for most stores. For some, it’s significantly higher.

This year, make the most of the short timeframe with more than discounts and kitschy window paint. Increase average sales by paying attention to really satisfying the customers’ needs. Making the most of the Thanksgiving weekend, Cyber Monday, and the busy Saturdays before Christmas—after all there is one fewer Saturday this year! Find a way to stand out and attract buyers to your location first. Whether online or in-person, here are some cross-selling ideas to ramp up holiday sales.

  1. Merchandising. The more expensive and unique items should be visible. Draw people into your store with quality. They might buy something less expensive, but you still get a sale with strategically placed merchandise to lure eyes to your products.
  2. Complete the package. Online retailers use data to suggest other items to complement the one in our cart. In-person salespeople must do this too! A sweater deserves a companion scarf. A new pan needs the appropriate utensils. Those dress shoes need socks. Create a complete package to make it feel special.
  3. Ask to Solve Their Problem. In-store up-selling happens when staff understand the buyer’s challenge. Maybe it’s the son’s crazy girlfriend or the auntie who expects edible gifts. You won’t know if you don’t ask. And you might just have the best solution on hand.
  4. Wrap it up. Gift wrapping is a treat these days, especially for busy parents or the procrastinator shopping on Christmas Eve. Buyers remember how easy it was to cross all their tasks off the list, so earn a little more in cash and in loyalty with this service.
  5. Holiday Senses. People start shopping when they are ready, so encourage it sooner with holiday sensations. Layer on the cinnamon tea, hot cocoa, and butter cookies. Smells are part of the buying experience, so dish it up if it makes sense in your store. Lights, music, and décor work too; so make it festive from the outside, in the windows, and in the store. Happy buyers spend more.
  6. Bonus buys. Promote additional sales with bonuses. A gift card, an easy gift, also gets the buyer an additional $5 gift card. Everyone gets something with this promotion:  the recipient, the buyer, and the store when they return. Better yet, the store gets money right away.
  7. Gift Baskets. So easy for hostess gifts and in-laws. No wrapping, no thinking … you present it, and they buy it looking lovely and ready. Plus you potentially sell more items by presenting a solution to a gift dilemma.

Up-selling comes more easily with a few good ideas. So put the good stuff up front, solve customer problems, and give them something in return. Ease their stress with wrapping and pre-made gift solutions. When they come back to spend their own gift card, they will thank you then with yet another sale.

Author Profile Jon Forknell is the Vice President and General Manager of Atlas Business Solutions, Inc., a software marketing company specializing in employee scheduling software, including ScheduleBase employee scheduling software, and other business software solutions. In the past, Jon has been recognized by the U.S. Small Business Administration as a SBA Young Entrepreneur of the Year. Atlas Business Solutions was named as one of Software Magazine’s Top 500 Software Companies in 2004 through 2007, and 2010, 2013, 2014, 2016, 2017, and 2018.

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