Stacking Opportunities for Greater Profits
The one thing that’s on every customer’s mind is WIIFM: what’s in it for me? Since this is a highly competitive market, how can we differentiate ourselves from our competitors? Of course, there’s nothing more impressive than a staff of well-trained professionals. But, what else can we do. Well, what about the company policies and warranties? How are you beating the competition in these areas? The bottom line is consumers are tired of getting promised one thing and delivered another. They’re tired of being misled. They’re fed up of getting caught up in the fine print of company policies and warrantees. Why not make it easy for customers to do business with us?

Try getting rid of the fine print. Make your warrantees so irresistible they can’t help but act on them. So, how can you make them more appealing? Try combining extended warrantees with up-selling offers. For example, let’s say you live in an area that has hard water. This can be devastating for the entire plumbing system and we know that a water softener can actually extend the life of the fixtures throughout the home or business. Now the presentation becomes, Mr. Johnson, since the water in this area is considered very hard, the water softener we talked about earlier would be a wise choice. As a matter of fact, we’re so confident that softener will extend the life of the fixtures throughout your home that when we install it, we’ll be extending the life of the warrantees for the two new toilets, the two faucets and the showerhead we just installed for you.

When you approach up-selling and warrantees in this manner, you not only build value and create more reasons to buy, but you’re also reaffirming the fact that a water softener is a wise choice and you’re proving your claims. The thing is nearly everything you offer can be combined with other products and services to make them even more appealing. Simply bundle them into user friendly, easy to understand, value-building packages.