hen it comes to safety products, retailers can use a few tricks of the trade to help make the sale more quickly and easily.
Besides using personal demonstrations, special promotions and point-of-purchase displays, consider the following do’s and don’ts to help close the deal — and open registers to bigger profits.
Don’t try to scare customers into buying safety equipment by telling them that their children could drown. Most people are aware of the possibility.
Do ask the family what kind of safety equipment they have. If they don’t have any, find out about their lifestyle and suggest some products that might work best for them.
Don’t try to sell a customer a product you know won’t work for them, even if they want it.
Do explain to customers why they need certain safety equipment rather than others.
Don’t use clichés such as “You can’t put a price on safety.”
Do be honest about the need for safety equipment. Tell customers everything they need to know. If there’s a negative aspect to a product, you should bring it up, too. Remember, a more informed customer is a happier customer.
Don’t be a pushy salesperson.
Do direct mailings featuring user-friendly safety products that generate interest.
Don’t rely on the public to come in and learn about safety products and equipment.
Do participate in joint community promotions with your local fire department that encourage people to come in and ask about safety products.
