A good pillow can make the difference between a poor night and deep sleep. That is why it is essential for retailers that their shop staff can advise customers based on their sleeping position. This not only improves customer satisfaction but also increases the average order value. Read on to find out how to train your team to sell pillows effectively.
Back and side sleepers: two different needs
Back sleepers and side sleepers may seem similar, but their pillow requirements are fundamentally different. A back sleeper needs a pillow that keeps the head and neck in line with the spine, which prevents strain on the neck. A side sleeper, on the other hand, needs more height, because the head sits further away from the body.
For back sleepers, recommend a pillow of moderate height with sufficient support for the neck. For side sleepers, choose a higher, firmer pillow that fills the larger gap between shoulder and head. Customers feel the difference straight away.
Filling determines comfort and durability
Not every filling material suits every sleeping position. This is a crucial selling point:
- Memory foam offers consistent support and is ideal for back sleepers who need structural support.
- Fibre pillows feel noticeably thicker and hold their shape better, making them perfect for side sleepers who want extra height.
- Natural fillings (such as cotton or linen) offer breathable comfort in every position, which is particularly relevant for warm sleepers.
- Kapok and other natural fibres combine adaptability with durability, which makes for a stronger sales pitch.
Make sure your staff point out the difference between the filling and the cover material. A quality cover with a good finish affects not only the lifespan but also the perceived value of the pillow.
Stomach sleepers: the exception
Stomach sleepers make up a smaller group, but they require special attention. They need a flat pillow, and sometimes no pillow under the head at all. The focus is on supporting the neck in a neutral position. Recommend a thin, soft pillow or a specially designed neck pillow to stomach sleepers.
This segment should not be overlooked. For these customers in particular, targeted recommendations can make the difference between a sale and no sale.
Practical sales techniques for your team
Train your staff to ask about sleeping position first. This simple conversation starter leads to relevant advice. Let customers try the pillows by resting their head on them for a moment. Feeling speaks louder than words.
Stress that the right pillow is not a luxury, but a matter of health and quality. This makes customers more willing to invest and more likely to return for replacement purchases.
Would you like to expand your range of pillows with products that better support this approach to advice? MPS Textiles offers B2B partners like you a diverse range, so your shop staff can genuinely advise customers according to their sleeping position.
Are you a retailer or webshop looking for a reliable supplier? Request an account and discover our full range of bed, bath and household textiles.
