Starting your own retail business can be an exciting time! While we all choose to start businesses for different reasons, it could be a sea change (or a tree change), there’s one common aim we all share – and that’s to be successful and make money.
For many business owners, that success is based on retail sales. And however good your product is, that can still be a challenge in an increasingly competitive market.
So let’s take a look at some retail sales techniques that really work.
Be Confident In Your Product
If you don’t believe in the product or service you are selling, how can you expect your prospective customers to do so? If you have doubts about the quality, origin, or pricing of the product, that will come through in your sales pitch.
Let Positivity Shine Through
Similar to the above point. If you start your day feeling negative about your task, or hostile towards your customers, staff or workmates, you won’t make many sales. Even if your mouth is falsely smiling, your eyes will give it away!
A friend who does telesales has a mirror on her desk, to check that she is wearing a positive face, even whilst talking on the phone. Her sales reflect this.
Don’t Judge A Book By Its Cover
Do not make a judgement call when a customer walks through the door, based on how they look. Whilst they might prefer to ‘dress down’, they could be planning a very expensive purchase in your store. Never dismiss the potential of a customer.
Dress The Part
You, on the other hand, should dress appropriately for your industry. Someone is far more likely to spend money when greeted by a friendly, efficient, well presented sales person.
Avoid Overkill
You might be enthusiastic about making a sale but try and avoid overselling your product, or being too pushy. There’s a thin line between making a customer feel crowded or ignored when they enter a store.
How you approach the sale depends on the customer. The ability to ‘read’ people is such an asset in retailing. Some customers have done their research and know exactly what they want. The best approach here is to listen, and then match their criteria.
Other customers may be confused by the range of products. They will want to ask questions. Always answer truthfully, and don’t dismiss information which YOU think is obvious. You work there remember!
It’s The Extras That Count
Of course, successful retailing isn’t purely about the actual sale. It’s also about the retail environment you create, great customer service, your website, your blog, your SEO strategy, and so on.
In a way, the sale is the penultimate goal in the whole process. The secret is getting the customer to that point by providing all the information and links they need to find you, and believe your product is best.
And the ultimate goal? To make that customer a regular.
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