With consumers actively seeking gifts, decorations, and positive experiences, the holiday season offers the perfect opportunity for businesses to boost their sales. By leveraging the proper techniques and implementing effective strategies, retailers and brands can maximize holiday revenue.
Here are 25 actions you can take to maximize sales this holiday season!
1. Offer limited-time discounts: Creating urgency is the best way to augment sales. Customers are encouraged to make purchases when a retailer offers time-limited deals, discounts, or bundles during holidays.
Remember, the cost of retaining customers is higher than attracting new ones. You can reach out to your loyal customers and offer them exclusive discounts. Retailers can encourage their loyal customers to refer for additional benefits.
2. Have an excessive product in stock: With exclusive discounts, customers tend to make impulse purchases. Retailers should stock 4-5 times more products than estimated sales.
Keeping the stock handy will ensure the display is stocked to cater to customer demand. An abundance of products offers choices, which creates the desire to purchase more. In addition, different decisions will speak to a broader target audience.
3. Upsell and cross-sell strategically: During the holiday season, retailers can leverage upselling and cross-selling techniques to boost sales. Strategic product pairing or upgrades will enhance customers’ shopping experience while maximizing profits.
Determine products that can be paired for sale together. By increasing the product’s value, retailers will be adding to sales. Trained staff can encourage customers to purchase expensive or upgraded product models on holiday sales (upselling).
This method allows you to pair slow-moving items with the best sellers. Retailers can also repackage them as accessible products to move these slow movers.
4. Create gift guides: The anxiety of choosing the perfect gift for your loved ones is a real thing. The majority of customers who are prone to this stress turn to Google search for an answer.
By curating themed gift guides, retailers can help customers who need a natural talent for selecting appropriate gifts. When you boost your content for SEO, it will attract more customers and increase sales for your products.
These guides can showcase your products as suitable gift options. To increase reach, retailers can use keyword research tools, write compelling copy and utilize carousels on social media.
5. Exciting Deals for First-time Buyers: Even though the cost of attracting new customers is higher, that doesn’t mean you should ignore new buyers. You can increase sales by converting new leads into customers.
One of the best ways is to offer exclusive deals to first-time customers. Attracting these customers during holidays and retaining them long enough will give you profits in the future. There are several ways to keep customers, including free shipping, cashback, or discounts on first purchases. You can also give them a referral bonus and early access to upcoming holiday sales.
6. Monitor and analyze customer data: When customers visit the store, encourage them to provide their name, email address, and phone number. You can email them regularly and send promotional offers and incentives to tempt them into repeat purchases.
Retailers can also introduce an email newsletter containing announcements, special discounts, and product information. It is an indirect yet effective method of engaging with your customers.
Track and analyze your sales and marketing data to identify trends and consumer spending patterns. It will allow you to optimize your strategies and make data-driven decisions.
7. Train employees to demonstrate product functionality: Training employees to provide product demonstrations is a valuable strategy to boost sales during the holiday season. Demonstrations allow customers to experience the product firsthand, increasing their confidence and likelihood of purchasing. However, running a proper demonstration is critical.
Retailers will have to train their employees to conduct a practical demonstration. It would help if you gave your employees a road map rather than relying on them to develop a demo pitch.
8. Leverage email marketing: Businesses with email addresses and basic customer information can leverage email marketing to increase sales. Develop a targeted email marketing campaign to reach your existing customer base and potential customers. It allows you to personalize the message and offer enticing holiday deals.
Businesses can encourage customers to purchase more items by suggesting a product based on their spending habits. You can also utilize eye-catching visuals in the mail to capture attention and encourage click-through.
9. Excellent Store Arrangement for Convenience: A practical store layout is essential to encourage customers to shop. The products must be appropriately arranged under the correct category.
Retailers must invest in proper signage and ensure they are placed clearly. This helps customers understand what’s on sale and the price of the items. However, overdoing sale stickers will make your display orange. The display won’t look enticing, ruining the overall look.
10. Pre-wrap best sellers: Numerous customers will shop for gifts at the last minute. Brands should pre-wrap certain gift items or best sellers attractively to make your display look festive.
Moreover, it will encourage last-minute shoppers to make a quick purchase and avoid the hassle of wrapping it. Even if these items don’t sell, they look great as props. Holiday sales can still increase after Christmas as many people purchase gift cards.
11. Hire motivated employees: The team of employees you hire will significantly impact your sales. Motivated employees provide exceptional customer service, drive sales, and create a positive shopping experience.
Typically, you can find more candidates looking for seasonal work during the holidays. These individuals want to make extra cash. Retailers should only hire motivated individuals as these employees will not be bothered to land sales. You can incentivize sales performance by introducing commission structures or performance-based bonuses.
12. Provide special deliveries or free shipping: Customers appreciate free deliveries’ convenience and cost savings. By thinking outside the box, retailers can increase their sales.
There is a lot of room for creativity regarding special deliveries. You can hand deliver a box of chocolates and a premium spa package. Free shipping and exciting delivery options will help you stand out when competing with giant e-commerce platforms like Amazon.
13. Exclusive Product Line: Selling a unique product will automatically increase sales. Generally, kiosks and carts are attractive to customers because of their distinctive product line.
You can highlight the unique aspects of your products by placing an appropriate sign. Retailers can also emphasize the distinctive elements of the items sold, even if they are mainstream. With this method, your customers will experience something new at the store, positively impacting sales.
14. Avoid handwritten signs: Handwritten signs must be more professional and will damage your store’s or product’s credibility. A flimsy, handwritten price tag or sign taped to a cart will dent your sales. For this reason, you must place framed and professionally printed signs. This will improve your store’s overall visual appeal and help boost sales.
15. Marketing Co-ops: Often neglected, marketing co-ops can be a valuable strategy to increase sales during the holiday season. It allows businesses to collaborate with other brands or retailers to gather resources and maximize marketing efforts. You can join hands with retailers around you to drive sales.
It is best to align with businesses that share marketing goals and target audiences. Retailers can also collaborate with brands with diverse offerings since your customers will look for a range of products during the holidays.
16. Upgrade your product packaging: Product packaging is an extension of your brand. Introducing eye-catching and well-designed holiday packaging will get your customer’s attention and increase sales.
Retailers can utilize festive colours, patterns, or illustrations that match the holiday spirit. You can also add vibrant background colours to make your products stand out. It is imperative to use bright colour contrasts. Tip: Try using low-cost backboards so you can change them seasonally.
17. Understand demographics that visit your store: One of the most crucial ways to increase your sales during the holidays is by knowing the demographics that visit a particular shopping venue.
It will allow you to alter your products. By collecting data from the leasing agent on the shoppers that visit a location, you can focus on the buyers that resonate with your offerings. A leasing agent can provide previous holiday traffic patterns and other shopper data.
18. Effective Merchandise Arrangement: Customers prefer shopping at outlets that are arranged in an organized way. The store layout must make it easy to shop. You can group items properly and place appropriate signage so customers can find what they need without asking the staff. It is best to put clear signs of sale and mention the price for each product.
19. Excellent Customer Service: Impeccable customer service is one of the easiest ways to ensure customers have the best experience. When shoppers have a good experience at a brand, they will tell their friends and come back for return purchases. If you want to increase sales during the holidays, you can train your staff to ensure the shoppers leave the store impressed.
20. Tailoring Product Knowledge: Training your staff to understand the product and its usage is an essential step to ensure that they will encourage sales. Your team must know the products’ benefits and features to guide a customer. Moreover, you can teach your team to understand what different customers are looking for and tailor their sales approach accordingly.
21. Include countdown: With this strategy, retailers can create a sense of urgency to prompt sales. Customers will like the product and save it for later. A countdown will help a brand avoid this issue and convert leads into sales. The idea of availing of the discounted price will entice a customer to purchase immediately.
There are several ways to adopt this strategy. You can display the number of items left, offer double reward points if a purchase is made within the timeline, or add a timer.
22. Prohibit Staff from Eating at the Store: Sales individuals who sit on the chair bored, gulping down a sandwich, need to be more attractive and will drive customers away. With such an image, the shoppers might decide they don’t need your merchandise.
23. Active Listening: Engaging and talking to your customers will help you understand their needs. Moreover, it will allow you to alter the products to match your customer requirements. Retailers will also be able to spot emerging trends. You can also train your staff to learn about new shopping patterns and seasonally demanded products. This active listening will ensure that your sales improve.
24. Optimize your website for mobile: Post-COVID, many individuals enjoy shopping from the comfort of their homes. To increase sales, brands should ensure their website is mobile-friendly to accommodate the growing number of online customers.
25. Offer extended return or exchange periods: Many customers buy gifts for their loved ones during the holidays. Also, some customers might want to return or exchange items for smaller sizes, the same products, or damaged products. You can put customers at ease by offering extended return or exchange windows to increase sales.
Patricia Norins is a strategic storyteller in the retail industry. With nearly 30 years of experience, she expertly combines innovative marketing strategies and industry knowledge to effectively convey brand stories. Coming from a fourth-generation retailer family, Patricia has a deep-rooted passion for retail real estate and has pioneered concepts such as adding retail to common areas and creating specialty leasing programs. In addition to her professional achievements, she actively mentors and contributes to the community, including co-teaching MBA classes.