Sticky Situation: Turning a Sampler Into a Buyer

How do you transform a chronic product sampler into a buyer?

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The Situation: "We once had a very persistent walk-in guest who wanted to sample some of our retail products, which we denied since we don't have sample displays for people to try at our spa," explains Summer Langhorne, general manager of milk + honey in Austin, Texas. "We have small containers that we use for sampling, but that is generally something that is done during treatment, rather than in the retail area."

The Solution: "With this particular client, we walked her over to the travel size section of our retail area," says Langhorne. "We let her know that she could test products for just $5 an item without committing to a full-sized container."

Got a Sticky Situation to share? Email carrie.borzillo@gmail.com.