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.”
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