Packaged Deals

Big, expensive purchases don't come very often for most people, and when they do roll around, most people like to savor them. Think about a new car as a prime example. How often do you replace your car, and how excited does it make you when you finally get to purchase a new one?

This so rarely happens for me that I enjoy looking over all the information, and I'll admit, if I'm going to spend a lot of money I don't mind spending a little extra on the smaller things.

I think a better example for me personally is my computer. Not too long ago I decided to upgrade my computer. Rather than make a small improvement on my current one, I went for the most modern, up to date model I could get my hands on.

Now, the company who I was doing business with obviously knew what they were doing, and had gotten two things done before ever laying eyes on me. The first thing they did was put together a packet of information on the computer, including additional deals I could get should I make the purchase. The second thing they did was get pocket folder printing done so they had a nice way to present all of this information to me.

After it became clear I had interest they presented me with all of this information letting me know what I was going to get and what additional savings I could have once I bought the computer.

These additional deals are the important thing here. Because I was spending so much money on the computer, tacking on a few extra dollars here or there to get extra things like some blank CDs or a new track ball to go with the computer didn't seem like a big deal anymore, and this packet of information provided me with coupons for those very types of things.

What do you know, I ended up buying more than just the computer from them. The computer might've been the most expensive thing I got, but because this company bothered with the extra deals and pocket folder printing they were able to get a bigger sale than normal because I bought those extra things.

Take a note from this as to what you can do for your company as well. If you sell large, expensive items you're going to be encountering people who want solid information, and people who are obviously willing to spend quite a bit of money. They're already in the mind set of wanting to spend cash, so all you have to do is provide them with good incentives to spend a little more for some extra conveniences.

Make sure you're prepared for the situation, and that you know how to best capitalize when opportunities for large sales like this come along.