More To Selling Pillows Than Just Fluff

When selling pillows, it’s important to realize that though pillows may be small in structure, the various types of pillows available are almost never-ending. There are thin pillows, thick pillows, plush pillows, and firm pillows. Because there are also a myriad of different sleeping positions which affect which pillow will work best for a sleeper, there are also a slew of different pillow types. When a customer comes in looking for their perfect pillow, your goal is to help them find the best pillow for their needs. Happy customers are return customers, plus they are more likely to share their joy with their friends and family. Here is some information on different pillow-related aspects that will help you to make that sale:

  • Loft - Also referred to as the thickness or height of a pillow, loft is the technical term for this aspect of a pillow. There is no set standard of loft-size in the market, but generally speaking, low-loft pillows are those that are not taller than 3 inches high. Medium-loft measure from 3 to 6 inches in height. High-loft are any pillow taller than 6 inches high.

  • Density - Though related to loft, this is a different measurement that is equally important when related to comfort. Some sleepers prefer a denser and firmer pillow, such as what can be found with molded memory foam. Other sleepers prefer less dense, more plush pillows, such as those which contain goose down or shredded memory foam.

  • Materials - It seems not that long ago, there was not much choice when it came to picking out pillows. They seemed to be made of the same materials inside and out. As pillow technology has advanced, we have realized that the innards and outer casings of pillows are equally important. Now there are pillows with covers made of cotton, polyester, microfiber, silk, bamboo, and many other fabrics. The insides also have a variety of options, including molded or shredded memory foam, latex, gel, polyester, kapok, down, and more. Each material has advantages and disadvantages. It’s important to familiarize yourself with the materials you sell, but also those you don’t sell. When a customer presents you with their reasons why they do or do not like a certain material, it’s beneficial if you know about this and any alternatives.

  • Sizes - Standard and Queen are often used interchangeably. These pillows typically are 20in x 30in, but they might be slightly larger or smaller. King-sized pillows most often are 20in x 36in, but again, these numbers may vary. Thicker pillows may be more difficult to get into pillowcases than thinner pillows, and manufacturers may adjust pillow sizes to accommodate for the loft and density.

Questions you will need to ask your customers:

  • Position - The first thing you need to ask your customer is what position they sleep in. Do they sleep on their back, side, or stomach, or do they vary between different positions? The position that they sleep in can help determine which pillow type would work best for them. Back sleepers need pillows that don’t have too much loft. Laying with the head raised too high can result in improper spinal alignment. Side sleepers need to fill the space between where their head hits the pillow and their shoulder so that the head remains horizontal and does not tilt down. Stomach sleepers need the lowest-loft pillows to achieve ideal comfort.

  • Size - The main concern of some customers is they want their pillow to lay on their bed in a way that is visually attractive. Others are more concerned with how much pillow then want under their head. If a person likes to “scrunch” a pillow, they might prefer something smaller such as a standard or a queen. If a person rolls from side-to-side throughout the night, a king-sized pillow might work better for them.

  • Mattress composition - The mattress that the customer is laying on can impact the performance of the pillow on top. For this reason, you will want to find out if the mattress is firmer or softer to find the proper combination of pillow and mattress that will work best for them.

  • Allergies - Many suffer from various allergies, such as those who are allergic to latex. For this reason, whatever pillows you are selling, you need to be aware of the materials they are made of and share this with the customers to present the best options for them.

Now you know there is much more to selling pillows than just fluff. You are aware of the various and important aspects of pillows. You also know what you need to ask your customers. That means it’s time to stop sleeping and start selling.

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