As we wrap up a holiday weekend like Father’s Day, it’s easy to see how your sales team would start looking forward to the next holiday sale. The problem in this mindset is that just because the holiday ended, doesn’t mean that the sales opportunities it created have ended as well.
It is always easier to look forward to the next big event than it is to follow up on the opportunities that walked out the door during the past sales event.
The good news is, with the right system, you can accomplish both–follow up and close the business and get the customer in for another sales opportunity during the next event.
The question is, do you have the system necessary to do this?
With this in mind, this week we look forward to the Fourth of July and the insights that can help you make this your best event ever.
However, just because we are focusing on the next big event, doesn’t mean your salespeople should. Our research shows there are a lot of missed opportunities that can be closed when you have the right system in place to hold your team accountable for following up with the clients who left without buying.
So, starting today, make sure your sales team follows up with every customer that leaves without buying. AND, don’t forget to sign up for our upcoming research report about how to build a high performance sales team.
WHAT ELSE IS IN STORE THIS WEEK?
- A look forward to the keys to furnishing the fourth.
- Lessons learned from Fourth of July 2020 in the mattress industry.
- The impact a smile has on the consumer experience.
- Get our upcoming research reports.
FOOT TRAFFIC INDEX
Here’s a look at last week’s foot traffic compared to the same time last year.
DC FEATURE OF THE WEEK
This is where each week we highlight a feature within Doorcounts. This week’s feature is:
Potential Sale Report
A potential customer is a customer you gathered information on who left the store without buying. These customers or “prospects” have a high sales value when follow up is prompt.
With the Potential Sale Report, you can view a summary of your potential sales including customer Information, salesperson actions, Schedule date/time, Product Category, etc.)
The report is a great way to stay on top of your scheduled actions and potential sale opportunities in order to convert them into satisfied customers.
FOOT TRAFFIC TRENDS
Industry insights so you can convert your foot traffic into more sales.
Fourth of July – Timing matters
One of the best ways to situate your team in a position for success leading up to a big holiday is to dive deep into the data from years past.
Although the last Fourth of July was in a pandemic, shoppers still came out with their checkbooks ready.
This week we took a deep dive into the week before and after Fourth of July 2020 to see what trends are hidden in the data.
Furnishing the fourth
In the week leading up to the Fourth of July, foot traffic continued to ramp up throughout the week. While there was only an average of 3 shoppers per day 7 days before the fourth, the 3rd of July saw an average of 38 customers in the furniture industry.
To our surprise, the week after the fourth was where the action happened. For the mattress industry, the week leading up to the holiday had an average ticket of $1,554.82 and average daily revenue of $17,816.30, while the week after had an average ticket of $1,650.88 and average daily revenue of $19,388.25.
While the holiday hype usually occurs leading up to the holiday, the data shows us there is absolutely no reason to pump the breaks until well over a week after a holiday like the Fourth of July.
The significant increase in foot traffic and sales that you would expect from a holiday sale did not start until July 3rd for the furniture industry. July 3rd had the best performance of any day in the two weeks around the Fourth. The average foot traffic of 38 customers on the 3rd resulted in an average ticket of $1,973.50 and daily revenue of $37,645.29.
The major takeaway is to stay motivated throughout the week before a sale knowing that the major rush is to come right before and after the holidays.
To our surprise, the week after the fourth was where the action happened. For the mattress industry, the week leading up to the holiday had an average ticket of $1,554.82 and average daily revenue of $17,816.30, while the week after had an average ticket of $1,650.88 and average daily revenue of $19,388.25.
While the holiday hype usually occurs leading up to the holiday, the data shows us there is absolutely no reason to pump the breaks until well over a week after a holiday like the Fourth of July.
The significant increase in foot traffic and sales that you would expect from a holiday sale did not start until July 3rd for the furniture industry. July 3rd had the best performance of any day in the two weeks around the Fourth. The average foot traffic of 38 customers on the 3rd resulted in an average ticket of $1,973.50 and daily revenue of $37,645.29.
The major takeaway is to stay motivated throughout the week before a sale knowing that the major rush is to come right before and after the holidays.
Mattress industry keeps its stride
Similar to the furniture industry, the mattress industry saw its foot traffic triple in the days leading up to the holiday.
Although the furniture industry had a more dramatic shift between the week before and after, the mattress industry was more melodramatic with subtle changes between the two weeks.
Both the week leading up to the 4th and the week after had an average of 2 customers a day. Similar to the furniture industry, July 3rd (Friday) had the highest foot traffic with an average of 5 customers and the highest daily revenue of $4,376.37, nearly double the average for the week.
The week after the fourth was very similar to the previous week with nearly identical traffic resulting in a 3% decrease in average ticket and a 7% decrease in daily revenue.
Despite the slight decrease, the data proves that continuing your momentum past the holiday can yield the same results if not better than the week before.
Although the furniture industry had a more dramatic shift between the week before and after, the mattress industry was more melodramatic with subtle changes between the two weeks.
Both the week leading up to the 4th and the week after had an average of 2 customers a day. Similar to the furniture industry, July 3rd (Friday) had the highest foot traffic with an average of 5 customers and the highest daily revenue of $4,376.37, nearly double the average for the week.
The week after the fourth was very similar to the previous week with nearly identical traffic resulting in a 3% decrease in average ticket and a 7% decrease in daily revenue.
Despite the slight decrease, the data proves that continuing your momentum past the holiday can yield the same results if not better than the week before.
Get our upcoming research report:
Building a high-performance sales team
There is data that clearly points to better sales results. The question is, can you see it from anywhere, on any device? Either way, our upcoming research report will give you the insights you need to win. Here are some of the top questions we answer for YOU!
If you have Doorcounts, chances are you probably know the answers to these questions. The sales game is more competitive than ever. But, there are always ways to dominate when you have the right data and know how to use it. |
NOTEWORTHY NEWS
Simple yet effective: simple marketing ideas and tactics to make the most out of the 4th of July.
Finding the silver lining: How to motivate your sales team through a long weekend sale.
holiday preparedness: tips to maximize sales events without selling your soul.
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