Comments on: Discovering And Recognizing New Prospects

By: Bill Miller

Bill Miller — Thu, 15 Jan 2009 14:09:59 +0000

Exactly – Grocery Stores attract us each week with SPECIALS on Milk, Meat, Eggs and TP since they know everyone needs these weekly, but the SALE Price is just enough to get you into their store instead of the competitors. What I like to see is the Cereal SPECIAL “10 boxes for $20″… Cereal has gotten so expensive, although if you really break it down it’s only about $0.50/ bowl. I know the stores love it too, because how many times have you seen some poor sap with 10 boxes of cereal, just to get the SPECIAL? Lesson to learn: Most Grocery stores will sell you the SPECIAL even when you buy just ONE of the TEN… I think they have to honor it. But it’s a GREAT UpSell!

By: Tim Somers

Tim Somers — Thu, 15 Jan 2009 03:30:56 +0000

Great comment Bill – you are right on. When I worked for Kmart Headquarters – we produced the Sunday sales paper with at least one item at cost – like Toilet Paper, this drove traffic to the stores knowing consumers would by more than just the TP since they were already in the store.

By: Bill Miller

Bill Miller — Thu, 15 Jan 2009 02:22:03 +0000

Using a “loss leader” to generate that first sale from a prospect is important because it begins the habit of buying from you instead of the competition… So few businesses understand the true need for such a bold gesture to attract business away from a competitor, although the even fewer that understand it will also use it as a marketing tool regluarly will reep the benefits and survive in this or any other economic condition.