Adam Hankinson, Managing Director at Furniture Sales Solutions, details the easiest way to grow sales in furniture retail.
Sometimes the simplest ideas turn out to be the most powerful.
One habit we love, and it’s working wonders for others too, is giving every customer two business cards. One for them. One for someone they know who’d love what you do.
We call it planting seeds to grow money trees. And if you do it consistently, those seeds turn into real sales. Most people see at least one new customer walk in within six months. One delegate who tried it recently had two referrals come in within three weeks of our training.
That’s the kind of growth every salesperson and showroom manager wants. And the best bit? It costs nothing.
Why It Works So Well
There’s a bit of psychology behind this practice, and it’s all in your favour:
- People love to recommend a good experience. If your service was great, most customers are happy to pass on your details. You’ve just got to make it easy.
- Friends trust friends. When someone walks in with your card and says, “My mate bought here and said to come see you,” that’s trust you can’t buy with advertising.
- It’s a tiny gesture with a big return. You’re not asking for a review, a favour or a phone number. You’re simply handing them something useful, and planting a quiet suggestion.
- It builds momentum. Do this every day and your referrals start working quietly in the background while you crack on with your next customer.
Make It Part of the Conversation
You don’t need a script. Just a relaxed moment at the end of the sale, when the customer’s happy and everything’s gone well. You might say:
“Here’s my card, and one for someone you know who might be looking too. We’d love to look after them like we’ve looked after you.”
You’ve planted the seed. No pressure. No awkward ask. But you’ve left the door open for a second sale, maybe even a third or fourth, without lifting another finger.
Real Results
This isn’t just theory. We’ve seen it in action.
One salesperson who never used to ask for referrals started giving out two cards with every sale. Three weeks in, two brand-new customers walked in holding her card. One bought a full suite.
That’s thousands of pounds in extra sales, just from a five-second habit.
Final Thought
In furniture retail, word of mouth is gold. But word of mouth doesn’t spread itself – you’ve got to give it a little nudge. So, start handing out those second cards. Do it with every customer. And let those money trees grow.
Because the truth is, when you make people feel good about buying from you – they want to help you succeed.
www.MoreSalesGuarantee.com / www.bigfurnitureshow.com/furniture-sales-solutions
