Point-of-Sale Program Success: Incentives
The short story is that incentives do work — if you know how to use them. If you’re launching a point-of-sale program with a new partner, follow these tips:
Don’t offer any incentives. See what happens. If the program goes well, you’ll know you’re working with a great group of employees. You can always offer incentives in the next program.
Focus on managers. A manager staying on top of cashiers reminding them to ask customers to donate a dollar is worth his weight in gold.
Identify the employees who will benefit from incentives. Highly trained employees that upsell with skill are great candidates for incentives.
The best incentive is an easy program. Cashiers have enough to do at the register and are frequently upselling customers on a variety of items: “Do you need any batteries today?” “Apply for our credit card and save 10 percent.” “Are your children a member of our kids club?” The last thing they want or need is a complicated cause marketing program to execute.
Give them a simple, one-line pitch like, “Would you like to donate a dollar to help a sick child?” If you can add an incentive for the consumer, like a coupon, the pitch is even easier. And don’t forget the barcode for easy scanning!
Incentives can work. You just need to know how and when to use them, and with whom.