Sell more the first time: Squeeze the juice from the front

The concept is simple: increase the amount of a customer’s initial purchase by offering discounts or other additional bonuses on bulk purchases.

You want to encourage the buyer to spend more money by offering special incentives, perks, discounts, and special offers. Some buyers prefer to purchase supplies individually rather than in individual packages if they can save money that way. Just look at the success of stores like Costco. Many foods are packaged in larger quantities than a typical family would purchase. But the price is often too heavy to pass up. People spend
more money to “save” money.

Once you have a customer in your store or browsing your catalog, your job is to maximize the value of that purchase. You want to make it easier for the customer to spend money than they originally planned. And you want them to do it with joy and without regret.

Your goal should always be to acquire lifelong customers. Therefore, any special offer you offer them should always be in their best interest.

examples

Adding value to a purchase can occur through the provision of supporting hardware or accessories that are a natural and practical complement to what the customer is purchasing.

An electrical supply store may have brochures that give homeowners advice on how to safely carry out small repairs and installations. A store that offers activewear—sweatshirts, sweatpants, and T-shirts—might offer socks or windbreakers as additional accessories.

This may also lead to an adjustment of prices based on the purchase quantity. This works well for products that have high profit margins and where customers can easily justify purchasing multiple products, such as in the case of gifts.