I'll go ahead and kick off this section with a short success story. My hubby owned a frame shop for a number of years and one of the stories he tells others is a simple strategy that helped him land many sales. In his store, he always offered a free "something" when a customer got an item fully custom framed. Most of the time he offered a free bottom mat when a second mat was chosen. He did not offer just "a free mat", it was conditional... a free bottom mat when a second mat was used. He knew he would easily cover his costs on the bottom mat, thanks to the second mat which the customer paid for. The customer saved money by getting a free extra mat, and my husband made more money on the sale. A simple win-win. When he had a lot of extra glass in the back he needed to get rid of, he changed the promotion to "free glass" when a mat was ordered. Notice the conditional phrase... "when a mat was ordered". This too helped increase the amount of the sale, and sure helped clean up his back room!
Maybe this type of strategy would work for you too, even if you are not a custom framer per se, but the principle I'm sure will work just as well.
If you have a success story too, create a new topic and write on! Reply to this post if you have something specific to this particular success story topic.
Liz
