- People with back pain
- People with chronic pain
- Pregnant women
- People with sleep disorders
- People with too much stress
- People who are really in to fitness
- People who are obese
Do you think retailers do a good job of connecting to these groups and offering up the idea that a mattress can significantly benefit these people? Do the managers of the local sleep shop or furniture store have referral relationships with the local chiropractor or sleep disorder clinic? Could both locations carry literature for the other and cross-market one another’s business?
I can’t tell you how many pregnant women I have talked to and sold an adjustable bed to so that they can be more comfortable during a very uncomfortable time in their lives. Later, those same women came back thanking me profusely for the recommendation. Do OB-GYNs tell their patients about the benefits of a power foundation, and if not, why not? How about personal trainers? Do they talk about sleep with you? Don’t you think they would like a shot at making some additional money referring their clients to your mattress store?
All I am saying here is that we should not always rely on the typical approach to selling products in our industry. The secret weapon isn’t really a secret at all: Develop relationships with people who might have clients that can benefit from a quality mattress. Then, after they send you business, return the favor. Scratch that, send them business first and it’s likely they’ll return the favor.
Don’t stop your advertising or social media outreach, but also consider charging your people with making some friends out there and cross-selling some better sleep! Remember, we are not selling the rectangle here. We are selling the benefit of the rectangle, and, in all cases listed above, we have something substantial to promote.
Before you bedding producers or component suppliers get too comfortable, are you doing your part to tell that story or address these groups? It can’t be just a few of us banging the drum. We need to arm our favorite retailers with great information, product development, and research so that they are ready to have those conversations!
Are you developing relationships outside the office? Has your outreach paid dividends? In the comments section, share some of your strategies for selling outside the box.
DISCLAIMER: The views and opinions expressed in this blog are mine and mine alone. They do not represent the thinking of the company I work for, or anyone else with whom I am affiliated. Except my wife of course, who is good at telling me what not to say.