Ask Your Customers to Buy More

One of the quickest ways to improve sales is simply to ask your customers to buy more.

Let me tell you a little story. I was in the market for a bike some time ago. I got recommended to a bike guy, I went to his bike shop and the experience was great. He picked the perfect bike for me. I hadn’t ridden a bike in 20 years. So I wheel the bike to the counter. I hand over my credit card, he’s about to swipe the card and I say “wait”. I said “Phil, I haven’t ridden a bike in 20 years”. He said “I know you told me”. I said “Mate, I haven’t ridden a bike in 20 years” and he said “I know you told me” and then the penny dropped. “Ah, helmet!”

So we go over to the helmet shelf. We pick up a helmet. We come back. There were 11 things that I actually bought. Think about it: a bike chain, a bike stand, the drink bottle holder, etc.

If we reverse that process, what if Phil said to me “Harry, look I’ve got this simple little checklist of things that people need when they’re buying a bike” and he ran through them. I would have checked off 11 of them. How many sales was Phil missing?

More importantly, how many sales are you missing out on because you’re too afraid to ask your clients what else they need? Start asking your clients, start helping them more and start putting more money on your bottom line.

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