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In: Retailing Tips|Last Updated:
tiny superhero

Many retail brands were built upon the idea that they are the superhero for their customers. That the reason customers want to come in and buy their brand is to show them off – whether they sell apparel, home furnishings, or electronics.

But the pandemic changed things.

Today the customer who comes in is the superhero and it is now your job to engage them in a dialogue that is personal and unique to them with a focus on helping them be the hero in their own story. Face-to-face communication and all its value are in danger for those brands that have abandoned all that can happen on the sales floor to boost conversion and add-ons.

Target recently reported that just 18% of their sales started online versus 82% in-store.

How are you going to get your share from those customers who have saved over $ 5 trillion dollars and are now ready to spend?


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In: Retailing Tips|Last Updated:
Value

As prices rise and customers become vocal about the difference between what they thought something would cost versus what you offer, it is important to sell value over price.


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In: Retailing Tips|Last Updated:
chain with question mark

How do I make my shop busier?

I get a lot of variations of this question from retailers…

Like everything is perfect; I just need more customers.

They are like gamblers who say they just need more chips.

But if they aren’t playing the game at the best of their ability, those poker chips are quickly squandered.

Likewise, if you aren’t getting the most out of those who are already visiting your store…

You’re settling for crumbs when you can have the whole feast.

That’s because you are probably making some huge assumptions:

That customers know what they want. That they’ve gotten all the information they need from the web. That it’s all about price.

 All three of these are wrong.


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