Your pillow is 25% of your overall sleep experience. Check out the video to see how I got to that number.
When people shop for a mattress they often underestimate how important a pillow can be. It is our job to make sure they understand that the pillow is in many ways as important as the mattress itself. After all, your pillow is responsible for supporting one of the most important parts of your body, your neck. If you’ve ever woken up with a kink in your neck, you agree that a stiff or hurting neck will affect your whole day.
It is also important to note that if your customer keeps the same pillow as they are testing out mattresses, it will be much easier for them to determine which mattress will be right for them. Switching pillows from bed to bed allows for an extra and unnecessary variable that can make selecting a mattress even more difficult.
When you fit your customer to their perfect pillow in the beginning of your presentation it will also build value in your pillows allowing your to have a better chance of selling the pillows as opposed to giving them away with the purchase.
Fit your customer to their perfect pillow before your start your mattress presentation. This will give your customer a better experience and will allow you to help them make a better buying decision.
Question: What is your favorite way to explain how important pillows are?