Sell in a Logical Sequence
Logic dictates that you get customers to decide on a pair of boots before having them try on fins. After all, how can they possibly try on fins unless they are wearing the boots they will be using with them? Have you given thought, however, to which you should sell first: Masks…or wetsuit boots and fins?
Because we tend to say “mask and fins” rather than “fins and mask,” or think of things in terms of top to bottom, there is a natural tendency to have customers choose a mask before they decide on fins and boots. But consider this:
If yours is like most stores, you stock masks in a wider assortment of colors than you do fins. Therefore, if you get a customer’s heart set on, say, a particular mask in flaming pink, he or she may be disappointed to find that you don’t have fins in the same color. It’s at this point that some customers will consider shopping elsewhere.
It may be a safer bet to have customers select their fins first. That way, the odds of you finding a mask in a color to match may be better than if you do it the other way around.
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