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How to sell the delivery charge on small orders

By andrew on November 27, 2009

How to sell the delivery charge on small orders. Many clients are looking to protect margins in what are increasingly competitive markets at the moment. We recently completed some training and development work with a chemical supplies company.  They supply a range of chemical based products to customers in varied market sectors. One item some members of the team struggled with was the newly introduced minimum order value for free delivery. In the report we wrote ;

telephone techniques - tips on increasing order value

telephone techniques - tips on increasing order value

“One small observation I would make is that I would prefer them to offer the alternative price inclusive of delivery rather than saying “and delivery will be an extra £13 if your order is less than £50.” What I am aiming at is to make it easy for the customer to know the total cost rather than making them very aware of what they are being asked to pay as delivery. So instead of it being “well that’s £25 plus a £13 delivery charge”, they could express it as “that will be “£25 or £38 delivered.” In my experience what we all want to know is how much something is going to cost us rather than how it is broken down. Also by saying how much the delivery charge is, you are focusing them on it as a stand alone item. 

Another idea I had when sitting with Kate is to look for added value business as a way of ‘helping’ customers get around the delivery charge. Kate admitted that this hasn’t been tried. There must be items that are fairly low cost that everybody would have a use for. While I don’t know about all the items in your catalogue things like plasters, hand cleaning towels, and barrier creams would fit this description. So if someone is placing an order for £35 for instance you could at least ask the question to see if they would add such consumable items to their order to “take advantage of a lower delivery charge.“ In effect of course it means that these additional items are being discounted by £7.50, and you may just generate considerably more business from some of these low cost items.”

There are many ways of delivering lines to customers that will make them more appealing. It just requires a little thought, and some empathy for your customer. After all customers frequently just want life to be made easy for them. And if you appear to have the answers, you will often get the business from them with little drama.

To Market works with companies to help them sell delivery charges to more people more often across the East and West Midlands including Birmingham, Lichfield, Solihull, Tamworth, Coventry, Daventry, Northampton, Wellingborough, Corby, Kettering, Leicester, Loughborough, Coalville, Melton Mowbray, Oakham, Derby, Nottingham, Oadby, Cambridge, Newmarket and London.


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