How not to frighten a buyer with a greeting
20.04.2016 18962

How not to frighten a buyer with a greeting

According to statistics, the average buyer, when visiting a shopping center, visits only three stores, while he does not always know what he needs, and when the seller greets him with the phrase “Do you want something to help?”, The client willy-nilly finds himself in a defensive position. The same thing happens if a store employee loudly greets an incoming person from behind the counter. The buyer immediately feels increased attention to his person and will try to avoid any questions from the seller. The friendliest visitors get off with the answer that they are “just watching.” Retail expert Bob Fibs believes sellers are too often imposing or clinging to a visitor right at the entrance.

“It's like grabbing a fly swatter as soon as the fly flies out the window,” he comments.

How not to frighten away the visitor and place him to himself?

The visitor should be greeted with a phrase like: "Welcome to (the name of your store), look around, and I'll be there." Let the buyer get comfortable and understand what kind of store it is. Watch what you say to him.

After a while, pass by with a shoe / sneaker / boot in your hand, as if you were going to rearrange it and gently tell us about the specifics of the product. An example might be: “Sneakers from the brand’s new capsule collection came to us” or “these shoes have super strong soles, we checked ourselves”. You simply add some information without making the client respond or get scared.

The main thing is to speak, not ask questions. This method does not require answers. The client cannot say no.

“If you show that your goal is not a client, but, for example, you are busy working with the assortment, it will be easier for you to observe the behavior of the consumer and enter into communication with him,” advises Bob Fibbs. “Realizing that the seller is not focused solely on him, the buyer will feel more relaxed and may be willing to listen to offers.”

According to statistics, the average buyer, when visiting a shopping center, comes to only three stores, while he does not always know what he needs, and when the seller meets him with the phrase "You ...
3.44
5
1
2
Please rate the article

Materials on the topic

Technology Selling Issues

There is nothing worse than meeting the buyer with the words “Hello, can I help you with something?”, Because the seller works in the store just to help. Criticizing this established pattern of communication with the buyer, Andrei Chirkarev, a business coach ...
26.08.2013 160548

Does an online store need omnichannel?

According to experts, the assortment of offline and online stores should be different, because their target audience is different. What is the difference between the target audiences of a regular retail store and its online clone? Is omnichannel necessary...
10.10.2023 2779

I doubt and object: how to find an approach to difficult clients?

How good and serene would be the work of a salesperson if the customers were calm, cheerful, always knew exactly what they wanted, and bought, bought, bought! It is a pity that this is possible only in dreams. Therefore, we will not dream, but we will ...
10.05.2023 5522

How to create selling visual content for online based on the identified unique selling proposition?

What is a USP (unique selling proposition) and what is it for? Why is the USP creation service in great demand among fashion retailers today? How to create a working USP? Answers questions and gives a step by step guide to…
02.05.2023 4719

How the buyer makes a purchase decision and psychological methods to influence it

In one of his previous articles, Evgeny Danchev, a permanent expert and author of our magazine, spoke about the psychological profile of a sales assistant. It was about the effective selection of applicants for the vacancy of a sales assistant. Far from...
29.03.2022 14030
When you sign up, you will receive weekly news and articles about the shoe business on your e-mail.

To the beginning