NOVEMBER 2014 I THE LESSON ROOM I BY PETE GAMBER I DOWNLOAD PDF Develop a student selling strategy to keep your students’ dollars in your store this holiday season When it comes to holiday shopping, there's a lot of discussion about attracting sales from outside with events like Black Friday, Small Business Saturday and Cyber Monday. But what about gearing your holiday promotions toward your community of music lesson students and families that are already in your store on a regular basis? Luckily it is not too late to develop a student selling strategy for this holiday season. This strategy should be based on stocking products that are needed by your students. Creating the Student Selling Strategy The holidays are also a great time to thank your students for taking lessons at your store. Offer a student discount on their purchases. Let all of your students and their families know you offer this discount. Give it to everyone who's holiday shopping, including their family members. Hold a student-only holiday sale, and do it before Black Friday so your students get the deals before anyone else. Offer layaways, deals on special orders and a “hide it here” for larger items like drum sets. Provide your students with a gift card to your store for referring new music lesson students. This will help drive new customers to your store during the holiday selling season. Get Teachers Involved Making a list of your students by teacher and sitting down with each teacher to review each student Spiff your teachers for helping a sale. Many times your teacher hears that your student customers are in the market for a new instrument before you do. And many times the teacher says, “That’s cool,” but how many times do they say, “Let’s look at what the store has here.” Teachers don’t necessarily feel like they are part of the sales process at your store. They teach — you sell. Explain to your teachers that they don’t need to “sell” the product, they just need to help in the process by showing the parents that cool guitar, better amplifier or awesome trumpet, and get the parents hooked up with your sales crew. Have fun developing your student sales strategy. Make sure to promote these events and special programs with every student and family. Your student sales strategy will no doubt add a little cheer to your holiday selling season. MI |
||||||