Selling more accessories should be the goal of every retailer. They represent high margin sales that help make your store profitable. Best of all, customers rarely are price sensitive when buying accessories, so you can be sure of getting a high margin on them.

Accessories can be sold two ways:

1. Have your staff recommend them on the sales floor and at checkout
2. Have point of sale signage that recommends accessories to go with your products

While you know your sales staff should be recommending accessories with every sale, you also know that this is not always done.

That's why every product you sell needs to be accompanied by an up-sell sheet that lists every possible accessory that goes with that product.

Create an up-sell sheet that describes the product in a line or two. Include benefits and features of the product.

Then list every possible accessory that a buyer of this product will need, a description and benefit of the accessory, and the price of the accessory.

What will happen is that customers will often up-sell themselves on the accessories before your staff has a chance to help them.

It also makes it easier for your sales staff to make more accessory sales because customers have already been exposed to the message, which makes the accessory pitch all the more effective.

The cost to you to put together accessory signage is minimal. If you are not doing this already, I would recommend you roll this out soon in your store.

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