How to Sell Products That Appeal to the Other Senses
By Meredith Keller
Merkell, Inc. Founder and President
If only the internet came with smell-o-vision so consumers could experience
your latest fragrance in your line of perfumes. If only there was a way someone
visiting your website could just take a bite of the amazing gourmet chocolates
you're selling. The biggest challenge in selling products that appeal to a
person's sense of smell, touch and taste online is that there's no way for the
consumer to try before they buy. Brick and mortar retailers can make sampling
easy, so if you want to compete with them, you've got to do the same.
The best and easiest way to get a customer to try a bath and body product or
food product is to make samples available. Free samples are wonderful but
they're not cheap. If free is not in your budget, the next best thing is having
sample products available for purchase at a low enough price that people are
willing to give it a try. Offering single-use samples either individually or as
part of a sample pack for just a few dollars is a wonderful way to win over
converts to your product line. If you really want to be sure that customer will
be back to buy the $20 tub of body scrub or the $30 box of chocolates, include
a coupon with their sample. Be sure to tell people the sample they're ordering
comes with a coupon because it's more of an incentive to give your product a
try.
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