3 Tips - Increasing Your Average Invoice- by Julian Chong

I was recently in a store training a new internal sales person and I heard the owner explicitly say that he
ALWAYS has the goal of adding an extra $100 to every order. I LOVED hearing this.

If you’re doing 50 orders a month (many of you will be doing more), that’s an additional $5,000 a
month in sales, and a whopping $60,000 a year. If you’re netting 20% this is an extra
$12,000 in your pocket come Christmas time. It’s not complicated maths!

So how do you go about it? The best way is to ask…
1) Up-sell – After you’ve gone through the qualifying process, give them a more
expensive option by explaining to them the value of going with the higher
investment. It might cost a little more now, but in the long term would be more
beneficial to them
2) Cross-sell – Think about what goes with what in your store. If they’ve bought a
display stand, what about a pull up banner as well. Did you even ask them? If
they’ve just started a new business did you also try them for some vehicle signage? 
3) Counter Display – What do you have next to your POS machine? When it comes time
for the customer to place the order, do you have completed signage pics? Graphics
on your A-frame ‘special’?
Go on, be true to yourself and give it a go. You have absolutely nothing to lose.

Article Source: Julian Chong


Greg Longstaff
Business Development Consultant
Franchise Network Specialist
greg@salesmarket.co.nz
+64 9.307.7860