Oct
29
Time to Buy Baskets?
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It’s okay to love baskets as much as you love ribbon. Each style and shape, sitting tall and pretty on warehouse shelves, seems to call your name, convincing you to include it with other baskets in your workspace.
There’s nothing wrong with buying inventory; it’s overbuying that causes trouble.
If you’re getting ready to buy baskets or re-stock existing inventory, here’s a three-part plan to stay in the profit zone.
1. Count how many designs you created starting in January, and determine if sales are strong enough to fill the same amount through the next three quarters.
Your basket buying tutorial starts on this page.
2. Document the style, cost, and supplier of the baskets you’ll buy. Ask a representative how many are in stock now so you have a general idea about future availability if needed at a moment’s notice.
See a collection of styles on the Baskets site.
3. Consider buying nested assortments. Nested baskets may save you money while making the most of your storage space.
Don’t understand the term “nested baskets,” or need help pricing them? You’ll find the definition and a handy price guide on this page.
With careful planning, you’ll buy a broad variety of baskets and sell them fast while satisfying customers and your bottom line.
Oct
26
Multiple Sales, Selling Tips, Finding Customers
Filed Under Customers, Sales-Increasing Strategies | Leave a Comment
ONE TIMES ONE EQUALS MANY
It’s not difficult to go from having just one customer to compiling a database of 600 active buyers. How? By asking each one of them to refer someone who will love how you make gift giving easy.
FIVE WAYS TO SELL
I often tell seminar attendees about the wrong inventory choices I made when setting up business. There’s lots of laughter and great lessons in that story, and it also serves to explain the right way to select items.
You’ll find great info about inventory and four more tips to make selling gift baskets easier in this blog article. Best of all, you can profit from these ideas right away.
HOW TO FIND CUSTOMERS
What convinced you to start selling gift baskets? Was it the number of people you know who are frustrated when looking for great gifts? That’s one reason, and there are many more.
You’ll find my answer, at Ask The Gift Basket Expert, to a designer who’s having difficulty locating clients. Read the advice, and share your techniques and opinion.
Oct
22
Do you post a list of sales-boosting tips next to your phone to offer to customers each time they order? I did, and it made a huge difference in sales the first year. Perhaps my best tips will also increase your revenue.
1. Contact every business professional on your sales list These individuals will order gifts for their families, friends and staff. Your gift baskets must be foremost in their minds, and early contact is critical to getting their accounts.
2. Upsell every basket. This means that when a client orders, you will suggest a higher-priced design for purchase. If this doesn’t work, suggest higher-priced products to replace the ones currently in the design they order.
Also offer to add balloons, when appropriate, for a nominal charge. Upselling can increase your profits by 20 percent and more. You’ll be surprised by the number of times customers agree to your suggestion.
A custom Upsell Form, created exclusively for gift basket designers, is part of 12 Top Gift Basket Forms.
3. Ask for referrals. Getting names from current clients broadens your sales base. In appreciation, send customers who give referrals a complimentary gift. People love to be recognized for their assistance. Small gifts keep them referring.
Trying these sales-building exercises seems awkward at first. But I bet that within the first week of making each tip a daily habit, you’ll start seeing results.
You’ll find more ideas in the Success Tips section.
Oct
19
Gift Basket Selling, Special Services, Zoning Issues
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SHOW, TELL, SELL
This economy made lead you to hold lots of customers’ hands. They will think that it’s impossible to afford gifts, and it’s your responsibility to prove those thoughts wrong.
Wednesday’s newsletter shares a proven sales approach that’s working for designers who are writing sales right now, and you’ll also learn what to do if asked for substitutions.
HOW SPECIAL IS IT?
Do some clients request products that aren’t part of your inventory? Most of these items are classified as special services. I’ve had success selling some products, and so have other designers.
The key is to inform customers about charges for special items and payment terms so they know whether or not to proceed. You’ll read about a near special services fiasco in this article and what to do before you agree to providing this service.
ZEROING IN ON ZONING
My fall season gift basket classes have begun and with it a new group asking about zoning issues. The classic question is, “How can I make sure my block is zoned for home-based businesses?” This article points to two solutions if you’re trying to solve a zoning problem.
Oct
15
What Corporate Clients Want Now
Filed Under Corporate Selling | 1 Comment
You’re bound to get resistance from clients when approaching them to buy gifts and baskets. The economy has everything thinking they can’t afford to give gifts. But they must show appreciation in one form or another.
Some will slap a press bow atop a wine bottle and shove it into a bag. Anyone who does this simply is not your customer, and that’s good. There will be many more who will listen to and agree with your message. You’ll briefly explain (most corporate clients prefer brevity) how the gifts and baskets they’re viewing in person or online:
- Express appreciation without appearing desperate
- Strengthen current relationships throughout 2009
- Remind their clients that they are partners with customers rather than just vendors
The third point is not only true for clients, it’s also the message you want to convey between them and you.
Corporations always want something glamorous for very little money, but how it that different than in any other holiday year?
Since that’s what they want, here’s a way to break through their resistance without breaking your budget.
Create two or three designs that are set in stone – no substitutions or alterations whatsoever. One design is created in a small drum or another holiday container. The second is made in a tall, slim basket or container.
The drum adds value because it’s not a general basket; the tall container adds value with height.
Drape the completed drum design with enhancements outside of the cello or shrink wrap. Add a fan topper to the tall design, which will elevate its height and perceived value.
Both gifts are easily created by you for between $9 and $12 each and can sell for up to $40, giving clients what they want and you with a decent profit.
As I mentioned, these designs are made on a non-customized basis, no changes at all. That will let you concentrate on specific inventory. If the client wants changes, it’s an automatic $10 customization fee, no exceptions, plus any additional costs for materials, labor, etc.
Corporate clients want to give gifts but are not sure how to proceed. They also want stability in these uncertain times. You will support them on both fronts by creating a minimum of two designs that they can count on to be delivered exactly as shown in person or online.
You’ll earn revenue with a narrow inventory of solid sellers. So everyone gets what they want.
One option for the drum and tall basket are shown on the Baskets site.
Oct
12
Increase Sales, Ask Questions, Delivery Solutions
Filed Under Delivery Options, Sales-Increasing Strategies, Statistics | Leave a Comment
DO YOU SABOTAGE YOUR SALES?
Some corporate clients show great enthusiasm as you show them a selection of gift baskets, and that enthusiasm can be contagious. It can also harm your profit margin.
Wednesday’s newsletter shares three strategies to make sure you don’t give away the store while satisfying clients. These tips are very important, especially as you move closer to securing holiday sales.
SOLUTIONS TO FREQUENTLY-ASKED QUESTIONS
New designers often ask me about finding baskets and uncovering statistics. Many veterans want answers, too.
This in-depth article gives you the answers to five popular questions I hear from worldwide industry participants. I believe you’ll gain great insights, and I also encourage you to share your comments.
DELIVER ME FROM DRIVING
Is it wise to drive from town to town delivering your gift baskets, or is the better to find an alternative way to get your products into local clients’ hands?
This Q&A at Ask The Gift Basket Expert steers you to better delivery options than spending your time on the road.
Oct
8
Does “Yes” Mean “No” to Profits?
Filed Under Corporate Selling, Customers | 4 Comments
Has this happened to you – during a presentation, a corporate client asks if you can swap out biscotti in the sample gift basket for a high-end box of chocolates. You say “yes” to get the order.
Later, in your office, you calculate the price for the chocolates (8.00 versus the 1.25 biscotti) and learn that the swap will leave you with a very slim profit.
How can you make the client happy while ensuring substantial revenue each time orders are placed? Here are three solutions.
1. Say “let me check on that” when you’re unclear about the cost. Tell the client that you want to make sure they’re not being overcharged for the design change. In reality, you want to gauge your own profitability.
Call the client as soon as possible to follow up and close the deal. This check-before-you-say-yes scenario will not jeopardize the sale. Remember what happened in the above example.
2. Bring your own list of 3-5 items that can be exchanged for several products in the sample basket(s). Offer any of these items if asked for substitutes, and stick with these options unless you must resort to No. 1 above.
3. Make certain designs “as is” with no substitutions. If they aren’t acceptable for clients, offer your custom designs. This is a great option, as it can substantially elevate profits.
Problems are blessings in disguise because you must face this scenario and similar ones to grow. When mistakes occur, you can make changes and move forward confidently and profitably.
You’ll find high revenue lessons at GiftBasketCourse.com and more corporate tips on the Success Articles page and Success Tips page.
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