Weekly Spiff: A Buck a Try On
You ran this one in January. If it worked, you already know why we’re bringing it back. If you skipped it, April is an even better time to start — because Mother’s Day, prom, and graduation are all bearing down at once.
The mechanics haven’t changed: every time a salesperson gets a customer to try on a piece of jewelry, they earn $1. Each additional piece earns another dollar. The item has to actually go on the body — holding doesn’t count. Pay out at closing in a quick team ceremony.
What’s different in April is the context. Every customer in your store right now has a gift occasion either on their mind or right around the corner. The try-on is still the goal — but this month, coach your staff to plant the seed while the piece is still on.
- Get the piece on the customer’s body first. That’s still the whole game.
- Once it’s on, make the connection: “That looks incredible on you. Mother’s Day is coming up — would it be helpful if I wrote down the details so you could share them?”
- Same approach works for graduation and prom: get it on, let them see it, then name the occasion.
Why it works: A customer who tries something on and loves it but doesn’t buy it isn’t a lost sale — she’s a future sale waiting for the right moment. Your staff’s job this month is to make sure that moment has a roadmap. The try-on starts it. The suggestion closes the loop.
DISCLAIMER: Spiffs are not appropriate for every store, but can add a sense of excitement to the sales process for some. It depends on your store, and it depends on your staff. If you haven’t tried these, give it a try and see what happens. But if you do try it, make a big deal of it.
