Retail Merchandising Blog

Retail Notes:

Here's a question I received from a website visitor this week.

How do I get past the "I'm just looking" phase?

One thing to remember about "I'm just looking" is that not all the shoppers in your store are ready to buy. Buying is a process that includes several stages, and usually requires several points of contact with the customer.

When shoppers are in your store for the first time, your job is to be welcoming. You can provide information about what your store has to offer. Be friendly without being pushy. You want customers to feel comfortable, to enjoy themselves, and to want to come back again.

Can you involve shoppers with your merchandise in some interactive way?

- samples
- demos
- trying out the merchandise

Think about how you can give them an incentive to return:

- an upcoming event
- new merchandise
- sale

Can you give the shopper something that will help them remember you?

- a coupon or discount card
- event announcement
- free sample

Remember - the customer who is 'just looking' is often afraid of being sold to, when they are not yet ready to buy.

Treat the sales process like a relationship, which it is.

Right now you are just at the first impression or getting to know you stage.

Be friendly.

Be giving.

Be interested. In the customer, that is. Shift your focus from making the sale, to getting to know the people who come into your store.



Any thoughts? Please share your comments.