Helping people process information quickly is a critical component of maximizing sales. Whether you’re developing a web page, a catalog page or a print ad, creating an effective visual hierarchy is crucial. (Click on headline for more…)
Catalogs
New Return Option May Boost Sales
Anything that raises a catalog or website customer’s comfort level is a plus for sales, especially during these days of cautious spending. Studies repeatedly show that, the longer the guarantee, the higher the sales and the lower the returns. Likewise, a recent study by Forrester Consulting reports that 81% of people surveyed agreed that “If an online retailer makes it easier for me to return a product, I am more likely to buy from that retailer.”
That makes a new joint venture between UPS and the U.S. Postal Service well worth keeping an eye on. The program… (Click on the headline for more…)
Don’t Stop Prospecting
When times are tough, many companies hunker down and rely on their customer base to see them through. Working your customer base harder is a good idea, but a no-prospecting strategy is apt to come back to bite you. (Click on headline for more…)
SQUINCH Your Web Site for Higher Profits
Most catalogers are familiar with square inch analysis, commonly referred to as SQUINCH. Calculating the percentage of space each product occupies on the catalog page and comparing it to the percentage of sales generated provides many marketing insights. For instance, SQUINCH analysis points to:
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How to Encourage Larger Orders
I’m always amazed at how few gardening companies try to encourage larger orders. You’d think it would be a natural, since plants and seeds are perfect products for bundled combinations. A fair number of companies offer three or six plants at a somewhat reduced price, but that’s about it.
I recently trolled through a variety of gardening catalogs looking for more imaginative offers that encourage larger sales. Here’s a sampling of what I found. (Click headline for more…)
