Are Customers Aware of Your Incentives?

by Shirley George Frazier

When ordering products online from office supply providers, my order arrives free of delivery charges if the total is $50 or more.

Of course, at $50, delivery is absorbed into the cost, but for me it’s still an attractive incentive.

In the past I’ve experimented with similar shipping offers, especially when customers order specialty reports by mail rather than Email.

Clients are often surprised when I agree to overnight reports free of charge. The average report cost is $500. It’s an incentive I market on my website and in print literature, but some customers don’t see or read about the waived fee. That’s why my representatives mention this no-charge option by phone, which almost guarantees a sale.

What incentives do you offer that clients are either unaware of or need a quick reminder about when ordering? Are these motivators part of your sales script, and if not, is it time to let callers know during the marketing process?

In January, consider starting a three-month trial to learn if mentioning incentives or discounts already in force will increase sales. This scripted bonus may be the answer to turning prospects into clients.

Shirley George Frazier

Shirley George Frazier is recognized worldwide as one of the foremost experts on marketing strategies for small businesses and independent owners who work without employee assistance. In business since 1990, Shirley is president and CEO of Sweet Survival LLC®, a consulting firm specializing in business and marketing support. Shirley transforms systems by training independent business owners how to maintain productive work environments, resulting in an average 68 percent increase in yearly sales. For more information or to invite Shirley George Frazier to your next event, call 973-279-2799 or email

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