Add-Ons Defined

Add-On defined: An extra sale, above and beyond the item or items that the customer came in for, which are sold and paid for that day.

An add-on is when a salesperson closes a customer on an item and then sells the customer something else that they did not come in for. Therefore, the salesperson “added on” to the original sale. This can be one item or multiple items; just keep asking to add on until the customer says, “No.” Adds-ons are really the easiest way to improve sales stats, because the customer has already said yes to one sale and is in a buying mood. How many times have you been asked, “Do you want fries with that?” at a fast food restaurant? They do it because it works!

Add-ons are anything that you sold extra to a customer. If you sell a customer a Rolex and then suggest and sell them a watch winder, or ask if they want to buy something now for their wife’s birthday next month and they do, it’s an add-on.

Pandora bracelets and beads cannot be counted as add-ons since customers typically buy more than one at a time. However, you can count Pandora earrings and necklaces as add-ons.

If you sell something to a customer that comes in for a repair, the first item is not counted as an add-on, but the second one can be. If a customer comes in with a friend and you sell something to the friend, you can count that as an add-on.

Special orders, layaways, and deposits are counted as add-ons on the day the item is paid in full AND picked up by the customer.

All salespeople are to keep track of their weekly add-ons and enter the total into their stats spreadsheet. The salesperson will also use their total customer closes stat to calculate their add-ons percentage. The add-ons percentage is figured by taking the total number of customers added on to divided by the total customers closed for the week.

Example: The total number of customers added on to in one week was three. Total customers closed for a week is ten. 3 divided by 10 equals .30 or 30%. The add-ons percentage would be 30%.

Salespeople must print their total add-ons and add-ons percentage graphs every week to be shown at the weekly sales meeting.