Thanks in part to the products you sell
By Gordon Hecht, Contributor
It’s a great time to be alive in this world of ours.
Sure, things are not perfect. They never were and never will be. There’s lots to keep us awake at night, but we also live in a time with more options and solutions to make life just a little easier.
My ever-lovin’ bride and I relocated our home to Florida a little more than a year ago. Moving meant getting rid of a lot of old stuff and replacing it with new stuff that helps us adapt to our new environment. Some of what we bought was a small investment, others required a larger spend. In the past year we bought:
Spoon Rest, $1.25
It’s that scoopy-looking thing that sits on our range or counter and gives us a place to put kitchen implements that we use for stirring sauce or gravy. I know we packed one from our old house, but that one must be hanging out in the Bermuda Triangle with the missing socks from our dryer.
You don’t miss something until you don’t have one. I picked up our new spoon rest at the Dollar Tree. We use it, pop it in the dishwasher and it comes out clean. It saves us time and effort from having to scrub the range top or wipe down the counter.
Rada Tomato Knife, $12
Spring and summer in Florida mean lots of fresh veggies and fruit. We eat salads all year but always make a mess when slicing tomatoes. Between the seeds, the stems and getting thin slices, those red Romas and Beefsteaks can be quite troublesome.
We heard about the Rada line of knives and checked out their model for tomatoes. It’s well engineered, easy to use, easy to clean and I’m able to cut tomatoes as thin as a dime. There’s even a hook at the end to cut out the stem.
Anytime you can avoid a hassle and shell out less than a double sawbuck, it’s a good deal.
NOAA Weather Radio, $29
We live close to the coastline. That means being aware of minor disturbances like hurricanes, waterspouts and power outages. We spent just under $30 for a small radio with a built-in flashlight, cell phone charger and emergency signal. As far as juicing it up, it can be plugged in, has a rechargeable battery and even a crank to charge it in case the electricity is out.
There’s an NOAA (national weather service) station setting that reports accurate weather. Now I don’t have to watch the Ken and Barbie weathercasters on TV. Best of all, no commercials and no hype, but hyper-local reporting. That radio is small but delivers a powerful amount of information and personal security.
Roku Streaming Stick, $40
There was a time when you could sign up for cable and for under 30 bucks a month could get 300 crappy TV channels. Cable bills today run closer to $200 a month for 350 crappy TV channels. We switched to a Roku streaming media stick that connects to our smart TV. For a one-time cost of $40 we now have access to over 3,000 crappy TV channels!
Sure, we still have to pay for Internet, but we get all the viewing we want and are saving an extra C-note a month.
My point is we purchased each product for a reason:
- Saves time
- Less hassle
- Saves money
- Makes me feel better
Whether you are selling cheap spoon rests or top-of-the-line appliances and sleep systems, every product is purchased for one of those same reasons. It’s not what the product is; it’s what it does, specifically for the shopper who is standing (or lying down) in front of you.
So often we try to sell by reciting a list of specifications, giving an indication of what those specs mean. Seldom do we talk about how the product will make life better for our shopper.
Every product you sell will appeal to your customer and make their life better based on one or more of those five elements. That also applies to your accessory items and services, like home delivery, finance options and product protection plans.
This week, plan to create, rehearse and deliver a sales presentation that includes saving time and money, increasing security and feeling better. Your shopper will appreciate having less hassle in her hectic schedule. You’ll make her life easier and you’ll celebrate sales numbers that are getting better all the time.
Gordon Hecht is a business growth and development consultant to the retail home furnishings industry and a regular contributor to YourSource News. You can reach him at Gordon.Hecht@aol.com.