Your customers are most likely buying glassware from somebody. Make sure they are buying it from you. Once you have chosen the glasses you want to offer and the personalization equipment has been purchased, it is time to sell. The key is matching the glasses to the use. For example, you want to offer the men’s dart league a nice heavy-duty sport mug, not a stemless wine glass. Stemless wines are instead a perfect selection for a bridal shower or book club. If your customers are looking for personalized glassware for a country club or cigar bar, offer them a classy rocks glass.
A little research goes a long way. Ask questions – know how the glass will be used. Find out what type of items the customer has used in the past and sell them a new, updated item from the same category. If possible, provide samples. Nothing beats holding an item in your hands while deciding.
—Marck & Associates
