OFTEN PURCHASES OF one product encourage purchases of another. A gift or loan of one product creates demand for something else that shows a profit. People sometimes need a little nudge to buy from you rather than from somebody else—and you can often arrange to give them that nudge at very little cost, if you just think about people’s needs.
In some cases, providing a free service is enough to tip the balance!
Waitrose, the upmarket supermarket chain in Britain, are well aware that people like to throw the occasional party. They sell everything anyone would need, from invitations through to cleaning ...
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