Welsh Poultry Centre

You're busy serving at the market stall. After you've handed the purchase over to your customer, what do you do?

Say 'Thank you very much'? Move on to the next customer?

There is a simple question that can increase your takings:

"Do you want something for later in the week?"

 That's it. That's the question. I told you it was simple.

That simple question tells your customer that you can solve another problem. Not just "What shall we eat tonight?" but "What shall we eat on Monday, or Tuesday, or Wednesday?"

That simple question makes your customer look again at your display with a different question in mind. And hey presto they find that those chicken thighs will be ideal for a casserole after Ceri has football training on Wednesday evening.

You have a responsibility to solve more problems for your customer. Once you have sold once to a customer, if they are happy and return, then you have become a trusted 'problem solver". The customer will be happy to take your advice on future problems. You have a responsiblity to anticipate problems you can solve for that customer.

What if the customer raises a concern? "Will they keep until Wednesday?" No problem, you are there, ready with the solution. Either "yes you can keep them in the refrigerator", or "pop them in the freezer when you get home today and then just take them out on Tuesday morning and let them defrost in the fridge." Happy, they make the additional purchase.

That customer's £12.00 spend just turned into a £18.00 spend. If every third customer buys another £6.00 item you will increase your market takings by 15% just by asking one simple question.

Try it.

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This article was first published on Juliet Fay's website .

©Juliet Fay. All rights reserved.

Author: Juliet Fay Juliet Fay is an agri-food maketing adviser and certified copywriter. She has spent 14 years promoting and selling food and in the last 3 years has offered a freelance service to other businesses to help market their products. To find out about workshops, e-products and read articles on marketing and copywriting - visit her website. For FREE writing and marketing tips, you can subscribe to her twice monthly e-newsletter.

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©Juliet Fay. All rights reserved.

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