The best way I know to mess up a great promotion is to offer a Sales Incentive that is out of balance with the sale. For instance, an incentive package that has a perceived value of $1200 does not work with a $200 sale. It’s just too good to be true!
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Last fall I predicted this would happen as the economy rebounded this spring. People just can’t go forever without purchasing things. Sooner or later they get bored or their personal belongings simply wear out. Companies have cut back and enjoyed increased profits with a lean staff but with a surge in customer activity they are now paralyzed to respond. They simply don’t have the resources to meet the customer’s needs and their reputations are suffering as a result.
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