WANT TO ADD excitement and increase sales this holiday time? Sure you do! This is the “make it or break it” time of the year and you want your staff to go all out and make it a gangbuster Christmas. But how?
Every employee coming to work listens to the same radio station in their car: WIIFM — “What’s In It For Me”.
And everyone has a different view of what good music is, too. Meaning, money is not the all-inclusive winner of what motivates the sales staff. So after reading this article, just ask your staff to put on a small note what they’d like to get this holiday season. Yep, money’s cool, too.
Some stores have commission plans, some have bonuses, but we want to have fun this holiday. We want the store to rack up record sales while the staff benefits, too. So here are some games to play during December along with some rewards.
There are all types of rewards:
Pass the Buck
I got this one from Harry Friedman, along with others I used, and it was always a hit. Choose any day and anyone with the highest sales get a crisp twenty dollar bill from the owner. The first sale at store opening is obviously the highest sale; that person gets the $20 to start, even if it’s a $15 solder or $39 pair of pearl earrings. The person making the next higher sale takes away the $20. And so it goes, hand swapping, all day long. Highest sale keeps the twenty bucks at the end of the day.
I used to make it bigger at times (staples 2 twenties together) and do it for highest watch sale, most add-ons, largest diamond sale. You get the idea.
AdvertisementA Buck A Try
A store I visited did this and sales increased 30% for the month. In our industry, our products are hard to “shop”. Not in the price idea but touchy, feely. Everything’s under lock and key, tags are hidden, making “No thanks, I’m just looking” an everyday occurrence.
The best thing you can do to increase sales is to get that inventory out of the case and onto a customer’s body. In fact, hire a linebacker to be a greeter, tackle the woman to the floor and everyone put rings, necklaces, bracelets all over her and see if she can resist! (Just kidding.)
Once you get a customer interested in looking, if they try on the piece (yes, it’s on their body), the salesperson later gets a buck. So now the lady has a necklace on, say “Hey, want to have some fun? Let’s just try on this matching bracelet!”
Salesperson gets another buck (not in front of the customer).
“Hey, let’s have a blast here; try on these earrings.” Another buck.
At the end of the day, hand out dollar bills for those who got customers to be adorned. Customers don’t have to BUY, just try. “Try it, you’ll like it” will increase sales.
“21”
Set some goals you want to achieve for a new product line, slow moving items or promotional items.
Pop the Baloon
Have a board with balloons taped to it. Inside the balloons are pieces of paper with a prize written on it (you decide).
Clothes Line
The Big Drawing
This contest is designed to increase overall sales.
Have a large board with specific sales goals. Examples:
Then:
Add On Craziness
Add-ons increase profits without increasing overhead. Have a point system for add-ons.
Make your own list of add on points.
TV Giveaway
I asked a store if they wanted to increase sales 30% last Christmas and of course the answer was yes. Then I asked, “Would you spend $1,000 to do it?”
Buy two flatscreen TVs or laptop computers. Have these set up in the store playing all during December.
Team Competition
Salespeople aren’t the only ones that help make the holiday merry. There’s the jewelers, part-time wrappers (with their smiles or frowns), the admin staff who answer the phone, call in orders, check on customer work, etc.
Football Yardage
You need two teams. Teams compete against each other for yardage, field goals, and touchdowns. Individuals who accumulate the most yardage are designated MVP.
Develop Sales Goals and their values by yardage, field goals and touchdowns. Examples:
$50 sale = 5 yards
$100 sale = 10 yards
$500 sale = Touchdown (7 points)
$1000 sale = 3 Touchdowns
Sale of item X = 10 yards
Sale of X and an add-on = 15 yards
Sale of x and 2 add-ons = Field Goal (3 points)
All players start at the 50 yard line.
Penalties are given to players and back staff. Examples could be:
Team goals are posted and these are following on a game board you make.
Store Goals Godzilla
No teams are required. December has 3 full weeks this year. Find out the sales for the same 3 weeks from last year and post these numbers. The goal is to exceed last years “week” by a certain percentage.
How this might work:
Remember: When it comes to prizes, money is not the overall winner all of the time. Poll the employees and see what they may want. Trips, massages, manicures, dinners out, trip to the Vegas show in June; all can be big winners and not break the bank.
But if you had a great Christmas season, maybe you just might have a much bigger bank.
David Geller is a 14th-generation bench jeweler who produces The Geller Blue Book To Jewelry Repair Pricing. David is the “go-to guy” for setting up QuickBooks for a jewelry store. Reach him at david@jewelerprofit.com.
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