As I travel across this country touring pawnshops from coast to coast, the most common challenge facing owners is rising inventory levels. Their monthly sales are simply not keeping up with the amount of “pulls”, also known as inventory added through forfeited loans and purchases. The conversation usually begins like this:
Data Age Business Systems, the developers of PawnMaster pawn management software, have announced its plan for expansion to a three-tiered customer-centric service model to continue enhancing customer experience as it rapidly increases market share. In preparation to satisfy this massive growth, PawnMaster is promoting Alan Kircher & Brent Nocera to Sales Director positions.
We live in an attention economy. If you can grab people's attention, you can sell them things.
Want a trick to grab people's attention? Of course you do! Ready?
The trick is to do what is least expected. That is it. If people expect something right side up, put it upside down. If people expect to see a beautiful woman wearing jewelry, put a necklace on a dorky guy, or better yet on a poodle. Do the unexpected and you will surprise, delight, and sell.
TURN YOUR ADS UPSIDE DOWN
On Black Friday the game Cards Against Humanity raised all their prices! Everyone was expecting lower prices, so instead they raised them for
one day! They got much more attention, not to mention sales, by doing the unexpected.
ZIG WHEN THEY TELL YOU TO ZAG.
Would you have looked at the pretty hand if there was not an ugly one next to it?
DO THE OPPOSITE
Why is this picture of the guys one of my favorites? Because you expect to see girls! Give the unexpected and get noticed, talked about and shopped with.
This ad is fantastic for the same reason. You expect to see two kids on the ground. By doing the unexpected you get people's attention.
Let me start off by saying negotiation is a two-way street. Our mission is to provide a fair and reasonable solution for our customers, but unfortunately we can't give our software away because we still need to continue to build and support their needs on an ongoing basis.
There are two types of pressure. There is pressure you feel and pressure you apply. Assuming we are constantly refining our trade, enhancing our knowledge and working smarter, applying pressure in a competitive opportunity boils down to proper positioning and differentiating yourself from the competition.
Every sales team goes through up’s and down’s. This can happen sporadically on a monthly basis, sometimes a weekly basis and even from an hour-to-hour basis. It is very important to ensure you are always at your best.