Nika Stewart bills herself as a Designer’s Success Coach and in her latest email offers upselling tips. I am not opposed to upselling or add-on sales as long as the clients interest is uppermost in your mind and NOT your pocketbook. Stewart’s tips are for designers, but can be applied to any accessory or furniture store.
Here are Stewarts 10 ideas for add-on sales:
1. Custom Pillows
Stewart says, “I remember when it seemed standard to offer pillows to match the draperies.” At our store, when a customer buys a Sherrill sofa he/she gets two to four contrasting pillows in the same grade as the sofa or lower. Additional pillows or an upgrade in fabric grade would be an up-sell.
2. Passimenterie
”Yes,” says Stewart, “just a fancy word for trimmings. Bedding, pillows, window treatments, etc. always look more unique with the addition of beautiful tassels, fringe, and trim.” Be careful here. While you can make interesting changes in welting, fringe, tassels and cording, the trend is toward cleaner lines.
3. Coordinating Accessories
Stewart writes, “What will complete the room you are designing? A mirror? Artwork? Candles? Your clients will appreciate the convenience of getting the whole finished look.” This is one of the best suggestions. We always say to the designer or customer, “You know what would look great with that…!” You can even say, “Why don’t you take this lamp or accessory with you. It will set the stage for your new look, when it arrives.”
4. Lighting
”You don't have to be a lighting expert to recommend lighting. Connect with a local lighting specialist and create a joint venture,” writes Stewart. This and the following Florals suggestion give you a chance to network. Refer a client and you will get a client in return.
5. Florals
”Work with a talented florist, or provide elegant silk florals to add the finishing touch to a room.” We are seeing a move away from florals, except for special occasions. They are just dust collectors. Use fresh flowers! However, artificial trees have been a big seller and they come in so many varieties and heights. My favorite is the olive tree.
6. Another room
"While you're waiting for the samples (furniture) to arrive, do you want to get started on your next project?" I love this one, even though many say they are tapped out.
7. Hardware
”Changing the hardware on cabinets or furniture can literally transform the look of a room.”
8. Motorization
”If you are designing window treatments, offer the motorization upgrade for increased safety and convenience.” Beware: We had a client order a Motioncraft sofa with a motorized recliner. The sofa was to sit in the middle of the room and needed to be plugged in all the time to work. However, she forgot that there was no plug-in nearby.
9. Area Rugs
”Many homeowners have a hard time choosing rugs, and they will appreciate you taking away their struggle.” Some clients are passionate about a particular area rug and the process moves in reverse. The design of the room starts with the rug as inspiration for the design.
10. Fabric Accessories
Use the fabric from your client's upholstery or window treatment, or choose a coordinating pattern, and you can create anything. I've done chandelier cord sleeves, placemats, room dividers, ottomans, table runners, and even a flower vase cover. How about trunks, toilet seat covers, sink skirts, towels, napkin rings, drapery tiebacks, ... the ideas are endless!
Landfair’s eleventh tip: Be in control. Get to know your client and tell them what they need. Bev is so good at this. She will even say, ”No, you can’t have that!” Meaning it looks great, but it will not go with what you want to do or have done.
