HAVE YOU EVER WONDERED if your team is truly focused on maximizing every sale, or are they simply aiming to close the transaction? Your sales staff may not realize the untapped potential in every interaction, but by shifting their mindset to think beyond the ticket value and towards creating a value-driven experience, you can inspire them to elevate their approach. Here are five tips to increase average transaction values and ensure clients leave feeling they’ve had a great experience.
1. Teach Upselling and Cross-Selling Techniques. Empower your team to think beyond the immediate sale and focus on enhancing the customer’s overall experience. Train them to introduce premium options by emphasizing the craftsmanship and quality that justify higher price points. For instance, when customers come in for a jewelry cleaning, encourage staff to showcase new arrivals or limited-edition pieces.
Teach your staff to cross-sell by asking thoughtful questions like, “What else would complete this look?” or “Who else might appreciate a piece like this?” Highlight complementary items such as a wedding band to match an engagement ring or coordinating earrings and bracelets.
2. Offer Customization. Encourage clients to explore custom jewelry options, from choosing gemstones to designing small details that reflect their unique tastes. Customized pieces create an emotional connection and justify higher costs. They also provide an opportunity to subtly build healthy profit margins.
3. Create Tiered Promotions. Make it easy for your sales team to incentivize customers to spend more with tiered promotions that reward higher spending levels (for example, spend $500 and receive 10% off; spend $1,000 and receive 20% off). Add extra value with premium gifts, such as a jewelry care kit or small luxury item, for purchases exceeding a certain threshold. These promotions encourage customers to add just a bit more to their purchases so they can take advantage of additional savings or benefits.
4. Showcase Premium Collections. The way you present your inventory can significantly influence customer decisions. Highlight premium or exclusive collections prominently, ensuring these are the first options customers see when they enter your store. Train your team to begin by showcasing larger or higher-quality diamonds, then adjust the selection based on the client’s preferences and price range. Selling down is far easier than selling up, and it sets a higher expectation from the outset.
Advertisement
5. Introduce Financing and Payment Plans. Flexible financing options make higher-priced items more accessible to customers, transforming “maybe later” into “yes, today.” Offer zero % interest installment plans to alleviate the burden of a large upfront payment. Strategically use financing in place of discounts. For example, instead of 10% off, offer 12 months interest-free payments. Promote these plans with visible signage in your cases to catch customers’ attention and encourage conversations about affordability.
Boosting your store’s average ticket value starts with shifting your team’s focus to creating a premium, customer-centric experience. By combining strategic upselling, personalized options, tiered promotions, premium product presentation, and flexible financing, you’ll see increased sales along with the added benefit of more customer loyalty.
