Sell more with less

Optimize Your Product Selection

Optimization is about more than just reducing the number of products. It’s about choosing the best and most effective items for your customers. Many believe that a wider product range is the key to success, but you’ve probably experienced standing in a store with 7 different face creams that actually do the same thing. The phrase "More is more" was invented by salespeople who don’t know anything about solving problems but just want to push products down your throat – I would run away screaming!

By removing unnecessary sales items, you make the choice easier for your customers. Choose your top performers and consider removing products that don’t add significant value for your customers or revenue to your business. You should try to make every product in your range serve a clear purpose and meet your customers’ needs without too much overlap in features.

Simplify Your Sales Area

Now that you have selected your customers’ favorite products, it’s time to look at how you display them. We recommend sales shelves or wall shelves to showcase single pieces of each product and, if possible, keep stock in your reception desk, cabinet, or back room.

Save Money? Yes!

By following the two points above, you will not only save money now but also in the long run. You save money immediately because you don’t need as many shelves. Super simple. You save money over time because you don’t have to keep buying so many different products all the time. Many suppliers also give you a better price when you buy larger quantities of fewer products because they can ship them in bigger boxes.

Focus on Value, Not Features.

When interacting with customers, it’s important to shift the focus from the product’s features to the value it adds to their lives. Don’t just explain how a shampoo contains natural ingredients; explain what that means and how it makes the customer’s life better. Does the customer have a problem? Find the product that solves it.

A Good Example

A hair wax might say "extreme hold." That doesn’t mean much to a customer who hasn’t tried it before. Try putting yourself in the customer’s shoes. Maybe they’ve biked to you and now need to bike on to work. Explain that the wax is perfect if they don’t want to mess up their hair too much but want to be able to fix it quickly after wearing a bike helmet. The customer will see the advantage of buying a wax that lets them quickly fix their hair after cycling.

Note that the customer here doesn’t care about "extreme hold." They buy the wax because it makes life easier.

Final Words

By simplifying your sales area, optimizing your selection, and focusing on value when you talk to customers, you can not only make your products more attractive and increase your sales but also improve the experience for everyone. Give it a try – it really works :)