How to Split Your Offer to Boost Sales & Client Value

Here's an idea how you can increase the average order value and increase the average order frequency of purchase, whilst at the same time adding value to our clients.

*************************

Prefer to watch the video version? Click here

*************************

Some years ago when I was on holiday in America I was in a supermarket with my wife shopping for groceries.

We rented a house for the holiday and we were doing some self-catering and I needed to buy some toothpaste.

There was the usual range of well-known Brands, however I was taken with one particular brand which was Rembrandt whitening toothpaste.

Instead of the toothpaste being in one long tube it was in six tubes which were much smaller and were similar to the ones you get in travel packs on an aircraft

However and this is the important point..

There was the same amount of toothpaste in the six packs as you would get in one large tube.

The packaging was exceptionally good, five of the tubes were in one colour and one was in a different colour and there were written instructions how to use the different tubes to get the best whitening results.

All in all it was a well-made made, brilliantly packaged product aimed precisely at its intended customer (me)

But what about the price?

The Rembrandt toothpaste was half as much again as the same amount of toothpaste in just one tube of other brands, yes half as much again a 50% increase in price!

And despite that and knowing there was something to learn from it yes you've guessed it I bought the Rembrandt toothpaste.

So what is it that you and I can learn from this?

This is how I think about it and some of the actions I've taken as a result of that thought process.

The question is...

Which of our products and services can we divide into parts and can those parts be supplied over time or altogether.

I think this idea can also apply to Services

Just think many clients of many companies take delivery of everything in one foul swoop, and in some cases it means they're overwhelmed with stuff and therefore don't get the real and long-term benefits they might have if they've had a chance to take delivery over a period.

This is certainly true in my business and I've divided some of my products as a result of these thinkings, so my clients do have time to take action with the ideas and therefore get the benefit before receiving the next idea.

How can you use this in your business?

I know that at first glance we can think that this only applies to certain products. However maybe there is a way for it to work with almost anyone.

I'm certain that when someone in Rembrandt came up with the idea someone else in that company said "oh no that won't work our customers won't be prepared to pay more just because we've told them how to get better results use some fancy packaging and split the product into six tubes"

I can almost hear them saying it and yet someone else persisted and the product was being marketed and being sold, so who knows how this could apply for you.

Just think of the benefits for you and for your customers.

The customer would be certain to buy from you over a period of time, you'd increase your average order value, and perhaps the average order frequency as well.

You'd know for a fact that the customer was getting far more value or better results and what a great feeling that is.

You may have potentially blocked any competitors, and of course you may also have the opportunity to sell further products and services as each part is delivered.

So many benefits from your customer point of view - they get the product just when they want it they get better results or the certainty of a result.

It's more user friendly and whatever else you know would be appropriate for your customers again many benefits.

Customers may well be prepared to pay extra for, after all I'm not the only customer who bought that pack of Rembrandt whitening toothpaste.

So I'll leave you with this idea so you can examine whatever you supply and see if you can follow the Rembrandt example and help yourself and your clients to get greater success.

Subscribe to all future publications here

I wish you every success in all your adventures in life until then goodbye for now

Peter

Peter Thomson

'The UK's Most Prolific Business Development Author'

Check out my new book here paid! and discover The 10 Secrets to Being Richly Rewarded for The Value You Deliver'

#InnovationInBusiness #CustomerEngagement #BusinessGrowth #ValueAddition #ProductPackaging #ServiceDelivery #BusinessStrategy #RembrandtLesson #PeterThomson