Buying Signals

smart ideas Barb pic

smart ideas Barb pic

When Buyers Are Ready To Buy,They Will Tell You. But Not With Words ...

They will, however, send loud non-verbal signals All you need to do is be able to read them! ...

Customer Signals:

When customers come into your sights, whether it is a retail store, at an exhibition or in any other environment, they will be sending you signals.

The Signals That They Send Will Include:

  • I am just wandering around with no real interest in products and intention to buy.

  • I am interested in this product, but am not currently anxious to buy.

  • I am very interested in this and might well buy it if you can answer a few questions.

  • I want to buy this, now!

When They Are Not Ready To Buy:

When a customer is not ready to buy, it does not mean that they will not buy, but it does mean that you will need a different approach. Do remember also that if there are many customers around, spending a lot of effort selling to one customer may mean that you miss out on a lot of other easier sales.

Avoiding Eye Contact With You:

When you look at them and they immediately look away, they probably do not need assistance right at this moment. Do watch what they are doing, because they may need some help soon.If they are handling a limited range of products, spending time looking at things, then it may be a good idea to stand nearby, relaxed and ready to help (not anxious and ready to pounce). When they look at you with a longer glance, move toward them. If they keep looking, keep moving in and start the sale.

Making 'Not Now' Excuses:

If they say 'just looking' or otherwise indicate that they don't need help, then make an encouraging remark to keep them looking and back off. Still keep an eye on them to see if their demeanour changes.

Casual Handling Of The Product:

customers-buying

customers-buying

If they are casually picking up different products and dropping them back, perhaps not tidily, it can be a big nuisance for you as you tidy up after them (when they have left) but this may well be a symbol of a bored browser. As ever, keep an eye on them so you can move in when they change how they are behaving.

Looking At Many Different Products:

If they are wandering around looking at almost random products, spending a similar short time on each one, then they may again be a relatively bored browser.

Moving Around Quickly:

When they are moving quite quickly around the place, they may be scanning for something or may be wandering. If they slow down, watch more carefully and move in when they are showing more signs of interest.

When They Are Ready To Buy:

 When the person is ready to buy, or at least they are showing some interest, then you should also be ready to pick them up and move them towards the final close.

Spending Time Looking At One Product Type:

When they are looking at one type of product, and especially if you have a broad range from which they are browsing only a small category, then they may well be interested in buying. Perhaps they need advice, so ask if you can help them decide.The longer a person looks at one product type, the more likely they are to buy it. They are investing their time, which is a sure sign of interest.

Looking Around For Somebody To Help Them:

If you see them looking around, catch their gaze, and perhaps raise your eyebrows a little to signal that you are ready to help. If they sustain the glance or raise their eyebrows too, move in to sell.This is particularly significant if they are holding the product or have just spend time looking at a limited product range.

the way you buy

the way you buy

Asking Questions About The Detail:

If, when you offer help, they get into more detail about the product, then they are likely to be becoming more interested.If they ask about the functionality of the product, they may well have a checklist of things they are seeking, so ask for details of what they are seeking. You can also ask more about how they will use the product, from which you can advice on the best buy for them.

Asking About Price:

This is a good buying signal. You can tell them the price or you can ask how much they are looking to spend today. If they tell you, then you can help them find the best value for the money they have to spend.

Using Possession Language:

When they pick up the product, they are getting a sense of owning it. This continues when they talk about how they will use the product -- which is a good reason for encourage this talk. Look for 'I' language. Get them to use it. Ask how they will use it. You can even talk about it as if they already own it, although be careful of being unsubtle and pushy.

Asking Another Person’s Opinion:

When they ask another person what they think about the product, they are likely thinking about buying the product and are seeking confirmation.You might thus find yourself selling it to the second person also. Think about this when you are making the initial sale -- include whoever else is there in the sales talking, though do watch for whether the main seller wants to be the main focus or appreciates others being included.

Body State Changes:

Any transition in non-verbal communication will typically signal a change in mental state that may well indicate readiness to buy. If they suddenly relax after asking questions or discussing the product, this may well signal that they have changed mental state. Other signals includes changes in body position, gesture, skin tone, style of talk and so on.

Touching The Money:

If they touch their wallet or purse and especially if they get out cash or credit card, this is a very strong signal for you. Get to them and ask if you can help. If they say they want to buy, just take their money (and do beware of 'un-selling' the product by your over-zealous and non-needed sales patter). Great info! Share this with your staff it's all part of improving their skills and knowledge on "How To  Sell more Effectively ". Need Sales Training for Your Staff? Contact me today!

Best Barbara

Marketing Tips for FaceBook

smart ideas Barb pic24 Ways To Market Your Brand, Company, Product, or Service Inside FaceBook


 

 fb_icon_325x325A large and growing portion of some of the most valuable demographics are spending more of their time and attention on Facebook and less on other social media channels.

Not only are  college students and teenagers fully engaged in Facebook, but adults, professionals, and people from around the world now constitute a substantial portion of the Facebook userbase as well. Most marketers lack a comprehensive understanding of the vast array of explicit and implicit marketing channels Facebook offers – most of which are viral.

The goal here is to provide an introduction to what’s possible on Facebook to the spectrum of marketers from brand advertisers to volunteer grassroots evangelists.

Facebook offers many ways to get the word out and bring the people in.

Here’s how to get started.  See link to complete article

Marketing Tips on FaceBook

Best,

Barb

The Check Out Experience

smart ideas Barb picThe art of delivering a great checkout experience uses most of the same skills and behaviours required to work with Customers on the floor. ...    


   

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 Here are some tips for mastering Line-ology:

  • Always give your Customer your undivided attention.  Anyconversations with co-workers and others should wait until you have completed ringing up a sale.  The checkout process should be fast and efficient but at the same time must never make the Customer feel rushed.
  • Never interrupt another employee who is checking out a customer.  The number of managers who interrupt the cashier when he/she is working with a Customer always dismays me.  Unless it's an emergency it can wait.
  • Always greet your Customer in a friendly manner including a smile and eye contact. The eye contact is important because it establishes a stronger relationship in the short amount of time you're with the Customer.
  • Avoid overused questions like "How are you today?"  That is the "How may I help you" of checkouts.  Try to keep it more personal or about what the Customer is purchasing. "Are you enjoying this beautiful day?" or "Isn't that the cutest blouse?"
  • Try to acknowledge the next Customer in line while ringing up your current one.  That simple acknowledgment will demonstrate to the Customer that they are your priority and it will be keep them from getting annoyed by you talking with another Customer.

    ... Practicing the Art of Line-ology might be challenging for some, as one needs to multi-task while delivering a great experience.

  • Really hear what the customer is saying.  A lot of Customers indirectly voice pleasure or displeasure, and your ability to recognize and respond to what someone is saying without maybe quite saying can make a big difference to that Customer's experience.Example: A Customer might say, "The store is so busy it's difficult to get a dressing room."  Many employees would either not respond at all or agree with the Customer's statement.  The master of Line-ology will respond by saying, "Is there something you would like to try on?  I can set these aside and get someone to assist you."
  • Know that some of your hardest tasks are vital to your store's success.  Every time you capture a Customer's contact information you're creating future sales.  Take pride in your ability to capture that information. The same goes for doing required add-ons.  If your owner or manager has asked you to suggest an additional product, do it to the best of your ability.  Remember that almost everyone will say "no," the "no" is not personal, and enjoy those moments when the customer says "yes."  By the way, I'm not a huge fan of those types of add-ons, but to each their own.
  • At the end of each transaction look your Customer in the eye and say "Thank-You."  That brief moment of demonstrating your gratitude will stay with the Customer beyond their time in your store.  You may also, if appropriate, want to invite the Customer back.

    Lastly,.. If you're a Cashier, or occasionally checkout a Customer: Never underestimate how important you are to the success of the store.

    

Best,

Barb

 

How To Manage Cash Flow

smart ideas Barb picHere Is Everything You Need To Know About Cash Flow Management.

 Great Article, A Must Read!

 


There's an old adage about business that "Cash is King!” and, if that's so, then, Cash Flow is the blood that keeps the heart of the kingdom pumping.Cash flow is one of the most critical components of success for a small or mid-sized business. Without cash, profits are meaningless. Many profitable businesses on paper have ended up in bankruptcy because the amount of cash coming-in doesn't compare with the amount of cash going out.Water WasteCompanies that don't exercise good cash management may not be able to make the investments needed to compete, or they may have to start borrowing money to function. ... The following link is an article to help you understand: What Cash Flow is; How it impacts profits; and, Tips on how to improve your Cash Flow.Link to article:How To Manage Cash Flow / www.inc.com BestBarbara

Day #99 - One-Moment Meditation De-stresser for Retailers

One-Moment Meditation:

Introducing the Basic Minute from none  other than one of my favorite people, Oprah.[fusion_builder_container hundred_percent="yes" overflow="visible"][fusion_builder_row][fusion_builder_column type="1_1" background_position="left top" background_color="" border_size="" border_color="" border_style="solid" spacing="yes" background_image="" background_repeat="no-repeat" padding="" margin_top="0px" margin_bottom="0px" class="" id="" animation_type="" animation_speed="0.3" animation_direction="left" hide_on_mobile="no" center_content="no" min_height="none"]I thought you might need it right about now, with 4 Shopping days left!1. Find a place of solitude.2. Sit down.3. Place your legs in a relaxed but fixed position.4. Sit up.5. Set your alarm for exactly one minute.6. Place your hands in a relaxed but fixed position.7. Close your eyes.8. Focus all your attention on your breathing.9. When the alarm sounds, stop.Read more on Oprah's websiteBarbara[/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

Day #10 - What Trade Shows Should I Visit?

[fusion_builder_container hundred_percent="yes" overflow="visible"][fusion_builder_row][fusion_builder_column type="1_1" background_position="left top" background_color="" border_size="" border_color="" border_style="solid" spacing="yes" background_image="" background_repeat="no-repeat" padding="" margin_top="0px" margin_bottom="0px" class="" id="" animation_type="" animation_speed="0.3" animation_direction="left" hide_on_mobile="no" center_content="no" min_height="none"]international trade shows[/fusion_builder_column][fusion_builder_column type="1_1" background_position="left top" background_color="" border_size="" border_color="" border_style="solid" spacing="yes" background_image="" background_repeat="no-repeat" padding="" margin_top="0px" margin_bottom="0px" class="" id="" animation_type="" animation_speed="0.3" animation_direction="left" hide_on_mobile="no" center_content="no" min_height="none"]"international trade shows"             Here is a link to all International and North American ShowsBarbara[/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

Day #3 - Feel The Fear And Do It Anyway

Susan Jeffers, Ph.D. has helped millions of people throughout the world overcome their fears, heal their relationships, and move forward in life with confidence and love.[fusion_builder_container hundred_percent="yes" overflow="visible"][fusion_builder_row][fusion_builder_column type="1_1" background_position="left top" background_color="" border_size="" border_color="" border_style="solid" spacing="yes" background_image="" background_repeat="no-repeat" padding="" margin_top="0px" margin_bottom="0px" class="" id="" animation_type="" animation_speed="0.3" animation_direction="left" hide_on_mobile="no" center_content="no" min_height="none"]She is the author of many internationally renowned books including Feel the Fear and Do It Anyway, Feel the Fear. . .and Beyond, Feel the Fear Power Planner, End the Struggle and Dance With Life, Dare to Connect, Opening Our Hearts to Men, Losing a Love...Finding a Life, Thoughts Of Power and Love, The Little Book of Confidence, Embracing Uncertainty, Life is Huge! plus her "Fear-less Series" of affirmation books and tapes (Inner Talk for Peace of Mind, Inner Talk for a Confident Day, and Inner Talk For a Love That Works). Her latest book is The Feel the Fear Guide to Lasting Love, which was published in the UK in May 2005 and in the US and Canada by her own publishing company, Jeffers Press, in October 2005.As well as being a best-selling author, Susan is a sought-after public speaker and has been a guest on many radio and television shows internationally. She lives with her husband, Mark Shelmerdine, in Los Angeles.[/fusion_builder_column][fusion_builder_column type="1_1" background_position="left top" background_color="" border_size="" border_color="" border_style="solid" spacing="yes" background_image="" background_repeat="no-repeat" padding="" margin_top="0px" margin_bottom="0px" class="" id="" animation_type="" animation_speed="0.3" animation_direction="left" hide_on_mobile="no" center_content="no" min_height="none"]What makes the work of Susan Jeffers stand out? A look at the masses of thank-you letters she receives reveals that her fans--young and old, and from a whole array of life situations--love her humanness, her humor, her willingness to reveal so much of herself, the universality of her message, and the easy-to-understand style of her writing...a winning combination, indeed. They report, "It's as though she is speaking directly to me." The connection is truly felt. And connection is what Susan Jeffers is all about."Susan Jeffers is attractive, articulate, artfully commanding..." Los Angeles Times18 years ago my dear friend and colleague, Donna Messer, told me to get this book. It is still on my reading list every day. I share this with you today.  I don't want your fears to hold you back .Please get you copy to day and give a copy to every  one you love.Barbara[/fusion_builder_column][/fusion_builder_row][/fusion_builder_container]

Add a Retail Makeover to your New Years Resolutions

I'm back at my office at Retail Makeover  after one of the best Christmases  I can remember .It's a day full of  catch up for me. There is a lot doing this  coming month .On my list of things to take care of  today was to make sure you started the year off right and booked your Retail Makeover.Are you  certain that you do not want to repeat last years performance? Are you sick and tired of running a business that can not pay it's bills, a business that you are financing  from your own pocket or  in debt to the bank and paying high premiums. Or may be you are saying to yourself , this is the year I stop over buying and take control of my inventory.My role as Retail Business Coach is to coach business owners  by  guidance, support, accountability and encouragement - while helping  set  sales goals,  increase  profitability ,  develop marketing strategies and  help you be a  better manager  of your business.   I help you set  your  business focus  by  sharing my knowledge with you .A review of the following information is what your focus should be in these early days of the New Year:

  1. Profit and Loss Statement for 2010  as a total
  2. Profit and Loss Statement by month for 2010
  3. Sales by Category for 2010
  4. Marketing/Promotional  Plan  for 2010

You can not set your plans for 2011 until you have reviewed  2010 performance. So please plan to do this work . You will be very glad you made the decision  to do things right this year.I am here for you and want you to start paying yourself better or maybe yes , I know for the first time.  My Retail Makeover Business Planing Program is the most effective retail coaching program in North America.  Enroll Today through this link:Retail Makeover Business Program 2011One last thing:"Procrastination is attitude's natural assassin. There is nothing so fatiguing as an uncompleted task."A movie from Simple Truths:Eat That FrogThis was one of my many ah/ ha moments today.Waiting to hear from youBarbara