Promotional Tools & Ideas for Promotional Sales

Promotions are created to increase short-term sales.

Sales promotions are programs designed to provide incentive for customers to immediately buy a product. Tools for promotional sales include coupons, premiums and point-of-purchase demonstrations. Whether launching a service or product, or trying to increase sales of an existing product or service, business owners should consider making promotional sales activities as a regular part of a marketing plan. Remember, though, that the key to successful promotions is marketing limited-time-only offers to a targeted audience of potential customers.

Coupons

Coupons are a common promotional sales tool. Most companies offer a percentage or specific dollar amount discount that encourages customers to buy a product. If you're launching a product or service, provide customers with an introductory coupon to encourage sales. For this promotion to be effective, include a deadline for the coupon. Combine this promotional tool with one-on-one sales opportunities. For example, offer potential customers an introductory coupon at the end of a sales pitch to encourage them to buy then, rather than later.

Point-of-purchase Demonstrations

Coupons also work with point-of-purchase demonstrations. Providing food samples in grocery stores and food courts is an example of this promotion. Point-of-purchase demonstration promotions work with other types of products as well. Software companies often provide a limited-time usage of new software and consultants may provide a free initial consultation. The idea is that after using your product and seeing how it fulfills a need, the customer will be more inclined to buy.

Premiums

Premiums are extras added to sweeten a purchase for a customer. For example, a software company might add a year of free technical support for a customer who buys an expensive software program. Fast-food companies offer special toys in their childrens' meals. Offering premiums gives a business owner the opportunity to partner with complementary businesses, creating a wider target audience. If you own a financial consulting service, team up with a financial software company to offer a free, 30-minute consultation to their customers. In return, the software company might offer your customers a free application or a basic version of its software. This premium creates a win-win situation for everyone involved. It provides a demonstration to potential customers, uses referrals to introduce the companies to potential customers and provides a free, useful gift to existing customers.

References

• Business Owner's Toolkit: Promotion Ideas