Safety Product
The child safety product business is one that has expanded a thousand-fold over the past 20 years, both in use and dollars spent. Parents are more concerned than ever about the safety of their children. The government is also more concerned about child safety as recalls hit a record number. Having knowledge about what products are available, what features are available, and who it will appropriately protect will instill a heart-warming experience into the hearts of your clientele, however, if you don't ask the right questions you might not choose the best products. Sometimes even the simplest of products can do more harm than good. And, of course, we both know price matters too!
Knowledge is power!
While strolling through a big box store recently, I wandered into the safety product section. I looked at the wall of products to see what was new, what was improved, and what was garbage. The number of different products that claimed to protect from the same hazardous item was overwhelming. After spending quite some time searching for a sales person I went to the service desk and asked for some assistance. A loud page later, I found myself standing, waiting in the aisle, wasting still more of my time waiting for a sales associate to arrive. Finally one shows up, so I ask about the baby monitors, as I was interested in the new video monitors. The answer from the department head…"Well, I would suggest the most expensive one. It probably works the best." Great advice. She knew nothing about the product. I didn't buy the product.
Parents come into the stores having researched products on-line, through magazines such as Consumer Reports, and from word-of-mouth. They may not know all the features that a product offers but many are looking for a product that has a certain feature or one that doesn't have a certain feature as they have learned it just doesn't work from other parents. Knowing what features the product offers makes the difference between a walkout and a returning client.
Many of the boutiques do not sell safety products because they feel it is not a "Value Adding" product line. Quite the contrary, as it re-assures your customers you truly care about their children. It also gives your customers yet another reason to return as they seek knowledge about safety products to ensure they are purchasing a product designed to meet their needs. Gaining inside knowledge is as easy as asking the manufacturers what sets their product at the front of the pack and how to properly use the device.
After all, even the best vehicle booster seat is only safe if the child is properly fitted to it.
Top 4 questions you should ask!
You can never know everything there is about every product you sell nor are you expected to; however, you should have the answer to the common customer's questions before they even ask. Doing so will demonstrate to the customer that you are proactive in protecting their children.
One of the first questions you should ask is what laws or regulations, both mandatory and voluntary, apply to this product and how does it not only comply, but exceed them? Many times, these laws or regulations only set a minimum level of acceptance. Knowing how your products exceed these minimum levels will prove to be a worthy endeavor. Many times this is what sets a product you sell apart from your competition.
Next, ask who recommends using this product. Many organizations only look to see if it complies with the laws or regulations, so please don't just rely on their recommendations.
Third, ask for the names of a few of the parents that are currently using the device. Who better to tell you both the pros and the cons than the end user? Don't be afraid to tell your clientele both the pros and the cons of the device. Doing so will ensure you have a happy client as everyone hates bad surprises.
Finally, ask the manufacturer who is their number one competitor. What better way to decide if you are carrying the best product to meet your clients needs then to compare products? Who better to ask than the manufacturer? Rest assured, they know who makes a similar product.
More harm than good!
Selling a product that either gets recalled or has a bad reputation can cause more harm then good to your store's reputation. If the product gets recalled it might look like you didn't do your homework before selling the product. Worse yet, selling a product that either fails to protect a child properly, or is a hazard itself could cause serious harm or even death to a child. Trust me, I know too well. My daughter nearly suffocated on a device made to protect her. Researching every product you sell is a must especially when it relates to child safety products!
Price does matter!
While I am certain every parent would love to be able to purchase only the best of products, the truth is they only have a certain amount they can afford to spend. The product must meet the client's needs while at the same time staying within their budget. Take outlet safety protection for example. While parents would love to put outlet safety plates over every outlet within their home, the homes of their in-laws and at their friend's home, this is extremely costly. Instead, you recommend that if the child refuses to leave the outlet alone, then they should use the cover plates in the high-risk areas, such as any outlets located near their beds or next to the toy box. Again, knowledge is everything! Children can defeat these devices given enough time. It should be explained to parents that these devices are designed to be training devices. When your child goes near or plays with an electrical outlet, the child should be trained to leave them alone.
By spending just a little time training your staff, you can offer your clientele not only a product, but the service of selling them safety devices that fit their needs.