Choosing the right mattress isn’t a decision people take lightly anymore. This is because buying the right bedstead helps consumers sleep soundly and wake up fresh the next morning. So, your average customer will likely consider different factors before deciding which mattress looks and feels comfortable. Americans buy a new mattress after 6 to 8 years; it’s a high-involvement product, and you need to bring out you’re a-game when selling one.
If you sell mattresses to make a killing, use these tips to help you sell more mattresses to people looking to improve the quality of their sleep:
1. Create your website
Post-pandemic, 70% of Americans prefer shopping for stuff online, including mattresses. Hence, it makes sense for you to improve your online presence as a mattress seller and create a website to bring all that online traffic to your business. Ensure your website is aesthetically beautiful, easy to navigate, and informative. Ensure it is SEO-friendly, ranks well on SERPs, and has all that jazz digital marketing experts talk about what a good website should have.
2. Offer mattress testing
Even though customers browse different mattress brands and types online, they’re still likely to see and test the product in-store before actually buying it. Hence, as a seller, you must figure out a way to let customers test your product. Many websites that sell mattresses provide virtual try-on tools customers can use to test dozens of mattress brands. You can also provide information to customers on where to test mattresses in person so they can make a more informed decision. This approach combines online shopping experiences with in-person experiences to augment the buying process and makes repeat sales easier.
3. Offer some discounts
You can grab your potential customer’s attention by offering discounts to boost sales. Holiday seasons like Christmas and Thanksgiving are good times to promote special sales and discounts. You can also consider giving discounts to customers looking to buy more than one mattress.
4. Work on gaining customers’ trust
Since buying a mattress is something people invest time in, you’ll want to earn their trust first before you earn their money. Connect with a customer on a personal level; figure out their pain points and see how you can alleviate their anxiety.
You can gain customers’ trust and identify their pain points by asking them relevant questions. Your customers will likely have problems with their old mattress and may want to replace it. Ask what’s bothering them. Or ask them why they can’t sleep at night. After learning about their issues, explain how your product can help solve these issues. This will improve your credibility and build more trust. Listening and empathizing with your customers’ problems will make you a better salesperson.
5. Give customers choices
Since people have different bed sizes and mattress type requirements, it’s important to be flexible and offer more options to cater to more people. Mattresses can be grouped into one of five categories; innerspring, foam, hybrid, latex, and airbed, and come in at least six sizes; twin, twin XL, full, queen, king, and California king. Ensure you’re familiar with the pros and cons of each mattress type and suggest customers the best option based on their specific requirements. This will help you close more sales.
6. Keep pillows
Normally, mattress buyers check the quality of a mattress by sitting, lying, and bouncing on it. However, a much-neglected component of effective mattress marketing involves pillow fitting. The right pillow can improve a person’s sleep quality, so always involve pillows whenever selling a mattress to customers. Pillows will help to complete your display and help people feel how their heads will rest when they lie down to sleep. And who knows, they might even need a pillow to go with their mattress purchase
7. Avoid industry jargon
A layperson or someone shopping for a mattress for the first time may be unfamiliar with the terms like IDF, innerspring, pillow-top, gels and coils, or motion isolation, among others. Hence you should avoid using complex terms and make things for customers more understandable. Explain the qualities of your products without using industry jargon.
8. Validate customer choices
When customers finally choose a mattress, appreciate them for choosing a quality product. It’s important to validate their purchasing decisions. A good salesperson knows how much customers like validation from sellers. You should reiterate the benefits of the mattress they have chosen. Moreover, address any concerns customers might have about a particular type of mattress and remove misconceptions.
9. Manage their expectations
Avoid overselling a product. Customers shouldn’t feel like they’ve bought the world’s comfiest mattress. Manage their expectations and keep them realistic; that’s how you prevent customer disappointment. Make customers realize that adjusting their bodies to their new mattresses will take time. Also, prepare them for any delivery delays and other possible mishaps.
Getting the right mattress is a decision that affects every customer’s well-being. As a mattress seller, you must earn customers’ trust in order to convince them to buy a mattress for you. You can do this by boosting your online presence, asking relevant questions, and giving them different options to choose from. Avoid using complex technical mattress jargon when talking with people. Most importantly, facilitate mattress testing since that’ll likely be the final deciding factor in how comfortable they are with what you have to offer.
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