The Psychology Of Selling
Successful selling entails much more than simply putting up a sign and waiting for customers to swarm to your cart to buy something. While running a hot dog cart presents unique sales and marketing obstacles, the fundamental principles of selling are the same for all businesses. Customers must first be drawn to your cart, and then they must be persuaded to buy your stuff. To be successful at the point of sale, you must anticipate and meet the requirements and expectations of your customers.
Customer attraction, sales encouragement, and customer satisfaction are all part of the selling cycle, and they are all critical to ensuring the continuing growth and success of your company.
Remember the golden rule: it is far easier to retain an existing customer than it is to acquire a new one!
Once a consumer has been drawn to your vending location, there are four things that must be considered in order to complete a successful sale:
The customer must have a clear understanding of what is being offered and at what price it is being offered.
All signage should be produced by a professional. (There will be no “marker on cardboard” signs prepared at home.)
You must be able to service the consumer even if you receive a large number of customers at the same time.
You must make a formal request for the sales and upsells.
Always make sure that you and your personnel are up-selling to your customers. It’s a really straightforward process. Simply said, pose a question that is affirmative. Alternatively, make constructive suggestions.
Do not inquire, “Would you like something to drink with that?”.
Instead ask, “What kind of drink would you like to go with that?”.
In the case of a customer who is unsure or indecisive, assist them by saying something like, “Why don’t you try one of our Smokin’ Willy’s?” “It appears to be a hit with the majority of the guys.”
Asking leading questions, such as “Would you like cheese on that?” will assist your consumer in making their selections. “Would you like to try the Red Onion sauce?” says the waitress.
Customers will not perceive this as “up-selling,” but rather as you taking an interest in them on a human level.
Pricing: There are no hard and fast rules when it comes to setting prices.
An excellent place to start is to do a survey of your competitors or other similar firms in your immediate vicinity.
It is not a problem to charge a higher price for your product. Increasing your prices by 25% over your competition is not out of the question.
The explanation for this is straightforward. Providing you perform a great job, provide a superior product, and do it in a unique way, your clients will be more than happy to pay a higher price for your services. This principle is followed by a slew of really successful food service franchise businesses.
Another reason why customers will be prepared to pay extra for your services is the convenience of your location.
Customer service entails interacting with customers.
The manner in which you communicate with your customers is just as crucial as what you say.
Always have a friendly, positive, and upbeat attitude.
Don’t use exclamation points to entice clients — “Hey! “Would you like a Hot Dog?”
Simply greet someone with a smile and the words “Hello” or “Good Morning.” If you have what they are looking for, they will remember you when they return.
Make certain that everything is kept neat and clean at all times.
Keep your umbrella raised; it serves as a visual cue that you are open.
Teach Staff to Upsell:
- Encourage yoru staff to get to know customers better
If you do not understand what your customers are drinking, it will be tough to correctly develop an upsell playbook for your people. This can be accomplished by keeping track of your inventory on a nightly, weekly, and monthly basis. I would also recommend going a step further and breaking down what your customers are drinking at different times of the day for each of your customers. For example, you may discover that your best-selling drinks are things like ice tea and lemonade during lunch rather than pop. Keep an eye on it and make sure you don’t run out.
- Be Familiar with Your Products
Make sure your employees are well-versed in the products they will be upselling. Keep things as simple as possible in the beginning. No more than ten different products should be used. In the event that a customer requests a “itallian suasage” the first thing your bartender should respond is, “would you like a second one for jus $2.50?” Quite simply, that is a sales pitch for an upsell. Train your employees on how they can increase sales volume by incentivizing clients to buy more. Perhaps you could devise a promotional offer that you are confident would boost your profit margin. You should educate your staff to propose the special when a customer asks for certain items. You should have a package or lunch bundle for each single product your cart sells.
- Incentives for employees
Offering incentives to your employees is a terrific method to encourage them to sell more of your company’s products. Depending on your needs, you may devise incentives for each night, each week, or each month. Money is the most effective motivator for employees; but, you can be more creative with other incentives such as sports tickets, concert tickets, an iPhone or vacation, a massage gift card, or anything else you believe will encourage them. If you could find sponsors that would provide you with free products that are shown to work, that would be ideal.