How can I increase the value of each sale at my booth?

Be prepared to upsell and optimize for AOV (average order value). When you have the proper lineup including non-wall-art items, you have the ability to offer additional purchases when you get sales. If someone buys a piece of wall art, ask if they want a calendar with that—you’ll take 50% off. Or ask about iPhone cases, throw pillows, yoga mats, tote bags, greeting cards, or whatever else you’re selling. Often this is as simple as just asking the question. For example: ‘Just to let you know, I’m also offering these sets of greeting cards. They’re great for Christmas or other occasions. Do you want to include those with your order?’ Then stop talking and wait. They might say yes and ask to see them, thinking about Christmas gifts. You’d be surprised how effective simply asking can be. This is why having that range of products and non-wall-art items is so important—it gives you upsell opportunities that can significantly increase your revenue per customer.

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Asked by synthesized from teaching · Answered by Patrick Shanahan · art-marketing-podcast · 2022-07-28