Learn Apples From Oranges
Most of us realize that it’s better to have customers buy a less-expensive mask that fits, rather than a more-expensive mask that leaks. Fortunately, it’s the better quality masks that tend to fit more people.
What do you do, however, when customers discover that two masks fit equally well, yet one costs more than the other? Is there a way to show customers the value in investing in the better-quality mask?
In this case, it’s helpful if you learn as much as possible about the masks you sell.
- Higher-priced masks are frequently made from a better grade of silicone. This better-quality silicone will last longer and do a better job of retaining its soft, even fit.
- Masks that cost more frequently reflect the cost of a higher level of engineering. They may be lighter, more streamlined and have less internal volume.
- Better-quality masks frequently have thinner frames, resulting in a wider field of vision.
By the way, don’t forget to remind customers that, if they need glasses to drive, they need a prescription mask to dive. You may not realize that customers need corrective lenses if they are wearing contacts. It’s worth asking whether they do, as customers may prefer a prescription mask over wearing contact lenses in the water.
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