Point-of-Sale Program Success: Incentives - dummies

Point-of-Sale Program Success: Incentives

By Joe Waters, Joanna MacDonald

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.