How to Increase Retail Sales: 9 Ultimate Tips
If you want to know how to increase retail sales, then look no further. In this comprehensive article, we’re going to share with you some of our most effective tips. From creating a fantastic first impression on your clients to telling client success stories, we’ve got your back. Let’s begin!
9 Essential Tips on How to Increase Retail Sales
For business owners, there is only one goal: how to increase retail sales revenue. However, ordering too much and nailing down customers are not the best techniques for boosting sales.
Rather, figuring out how to sell without being pushy is the key to success.
Here are 9 tips that will help you close more deals.
1. Create a Great First Impression
How do you start the conversation with customers who walk into your shop?
Within a tenth of a second, we form an opinion of another person based on several factors, such as their physical appearance and non-verbal cues. But what is really happening inside our minds when we make these snap judgments?
According to researcher Amy Cuddy, two primary factors make up the first impression: warmth (how friendly you are) and competency (how competent you are). This 80-90% rule applies to first impressions made across the globe.
Whether it’s in a grocery store or at your favorite clothing store, you’ve probably had the experience of walking into a store and being greeted by a sales representative who makes you feel welcome. On the other hand, you may have had the exact opposite experience, where a salesperson made you feel uncomfortable and suspicious of their intentions.
So, what explains the discrepancy?
According to Dr. Amy Cuddy, allowing your prospect to speak before you do and learning about their interests can go a long way in making them feel more comfortable.
“Making small-talk” with your customers is a great way to build rapport. This also helps to start the conversation in a neutral zone, making it easier for you to gain their trust.
2. Think Before You Speak
My favorite quote is from Socrates: “We have two ears so that we can hear more and speak less.”
Contrary to popular belief, introverted people are better at selling than outgoing, charismatic types.
Even though they’re less common in sales, introverted salespeople tend to outperform their more outgoing counterparts.
When customers bring up competitors, it’s important to stay upbeat. If you speak poorly of your competitors, you’ll only make them look better. Remember that positive comments can increase sales.
By saying that your rival is of poor quality or is untrustworthy, you are associating those qualities with your customer.
When customers bring up competitors, take the time to listen to their concerns. Let them know that you’re not here to badmouth the competition, but that you are here to find the best solution to meet their needs.
Be conscious of the language you choose when communicating with your customers. How you convey your ideas can be as important as the ideas themselves. Pay close attention to your customer’s needs and tailor how you respond.
To better illustrate my point, here’s a handy list from retailer training services of common conversation elements in a retail store.
- “I don’t know.” vs. “That’s a great question. Let me find out for you.”
- “All sales are final.” vs. “Let us know if you’re not satisfied and we’ll make it right.”
- “Calm down.” vs. “I apologize.”
- “We’re closed.” vs. “We close at __ o’clock and reopen at __ o’clock. Is there something I can quickly help you with now?”
- “Will that be all?” vs. “Let me show you __” or “Have you tried __?”
- “It’s over there.” vs. “Follow me, I’ll show you right where it is.”
- “I can’t do that.” vs. “I think the best solution is __”
- “That’s not my department.” vs. “Let’s go find the right person to help you!”
- “We’re out of that item.” vs. “That item is currently out of stock. We have a great alternative.” or “I can give you a ring when it is back in stock, OK?”
- “That is against our policy.” vs. “Typically our policy is __ but I want to make this right for you. This is what I can do …”
- “I’m new here.” vs. “Please bear with me, and I’ll get you the help you need.”
- “Hold on.” vs. “Are you able to hold for a moment?”
- “I’m busy right now.” vs “Is there something specific I can help you with?”
If you want to increase your chances of making a sale, be mindful of how you speak to your customers. The way you communicate can make all the difference in whether or not someone decides to buy from you.
3. Pay Attention to Nonverbal Cues
Because 93% of all human communication is non-verbal, it seems like such a shame that we barely pay attention to our body movements and other non-verbal signals.
To be a successful salesperson, it’s important to pay attention to what your customers are saying, as well as to their non-verbal cues. It’s also important to create a connection with them so that they feel comfortable buying from you.
There are a few simple tricks you can use to perfect your body language when talking to a customer.
The way you carry yourself during a conversation can make or break it. Crossing arms, for example, makes you seem unapproachable and disinterested.
The study found that when people attend a lecture, those who have their arms unfolded learn and retain 38% more information than those who have their arms folded.
If you’re wearing a face mask, it can be challenging to smile at your customers.
You can smile with your eyes by looking into the customer’s eyes and smiling, or “smiling with the eyes.” This will make them feel more comfortable and welcomed in your store.
Following a dress code is important to maintain a professional appearance when meeting with customers. This includes wearing clean clothes and appropriate grooming.
Giving your salespeople a few items of clothing to wear while on the sales floor can help customers feel connected to them. This, in turn, creates a more unified experience.
4. Less is More
While it may seem counter-intuitive, studies have found that customers are more likely to purchase from sellers who offer a smaller selection of jams. This is compared to those who offer a larger selection.
Some businesses think that giving customers more options is the right thing to do.
In their well-known experiment, “When a choice is demotivational,” researchers Mark Lepper and Sheena Iyengar sought to prove that having too many choices can paralyze us.
It was discovered that when shopping, less is more. In the modern world, we are constantly forced to make choices and many people suffer from ‘decision fatigue’.
So, rather than offering dozens of product variations, carefully curate a smaller selection.
As a communications consultant, Mr. Gallo believes that consumers can only remember three things at once. Having too much choice can be too overwhelming for them.
Too many choices can be overwhelming and lead to frustration. Keep it simple to avoid confusing your consumers.
He shares an example of a company that has more than 800 stores that asked him to keynote their conference.
He discovered that employees are trained to only give customers two choices, one of which has the features that they said were important to them. This makes them feel like they’re being listened to and gives them a greater chance of buying from the shop.
The study found that when customers were presented with too many choices, they were less likely to make a purchase.
5. Improve Your Active Listening Skills
Active listening means giving your full attention to the person speaking, making an effort to understand their point of view, and responding thoughtfully.
Here are a few tips to improve your listening ability.
- Actively listen to a customer’s concerns and respond appropriately. Do not interrupt them or finish their sentence.
- Use your body to show that you are engaged in a conversation. Open your posture and nod as your customer talks to show them you are listening.
- Before speaking, quickly summarize the customer’s problem or question. This will show that you were listening, and it will also remind the shopper to provide you with more information. It will also help you to formulate a response.
When you take the time to really listen to your customer, they feel like you understand them and their needs. This builds trust, making selling to them easier.
6. Sell With a Story
As Professor Hasson said, as someone tells a story, their brain wave patterns begin to sync up with yours.
So, using stories in your sales pitches is a good way to keep customers engaged.
Here are a few ways to do this:
Share stories about how the product was made.
If you produce products or work with brands, explaining the story behind the products can make them more unique and appealing to customers.
What inspired the design of our products? The materials used in our products come from all over the world. And, we work with a range of brands that we buy merchandise from. Each designer has their own unique story. We want to share these stories with our customers so they can trust us and make buying decisions easily.
By telling your customers where your products are manufactured, you can make them feel more connected with your company. This can also educate them about what you’re selling, and give them a more engaging experience.
Share your story.
Your brand didn’t come out of thin air. There’s a reason why it was created, and it’s important to let customers know why you created it.
A few questions to consider:
- What inspired you to open your retail location?
- In what ways does your company contribute to the local community?
- What challenges did you face?
- Are you fulfilling a need that other businesses are not?
Your company’s story should be something that all of your employees can read up on. This way, they can convey your message to customers in a natural way.
If a customer walks into your shop and asks simple questions about your products, you can engage them with stories. You can talk about the history of your company, your mission, or how you have helped customers before.
Instead of just saying that your company makes and sells skincare products, you can tell the story of why it started, and what makes its product different.
You can also bring your brand story to life in your store design through signage or by placing quotes in strategic locations, such as near product testing stations or mirrors.
Share customer stories.
Customer stories and reviews are great ways to boost your online sales. But you can also use them in person to build trust with potential new clients.
When writing a customer story, there are two things to keep in mind:
- How did your offerings help your customers?
- Have your customers come back to purchase more of the same or related products?
When searching for testimonials, reviews, and case studies, two good sources to check out are social media and online review sites. User-generated content is a good way to feature your happy customers in your sales conversations.
7. Product Demos and Free Trial
When customers have a chance to see or try out your product, it often leads to more purchases.
You could set up a kiosk where customers could try out your products, or you could have a sales associate man the demo.
By providing in-store demonstrations, product samples, and answering questions, you can educate consumers about your products.
8. Educate Customers
When your customers learn about your products and services, they are more likely to trust your brand and buy from you again. This boosts sales and helps build customer loyalty. Positioning yourself as an authority in your market and educating your audience on relevant topics will increase your credibility.
You can educate your customers through marketing campaigns, providing educational materials, or holding informative events.
Here are a few ways you can educate customers:
- Host free workshops and seminars where attendees can learn more about your product and industry. Invite other business owners in your industry to attend as well.
- Educate your consumers with informative signs in your store to help them understand how your products work and the benefits of buying them.
- Create blog posts that demonstrate your product’s benefits. Share them via your newsletter and on social media.
9. Incorporate Clienteling into Your Sales Strategy
Providing customers with personalized experiences is clienteling. This can help build relationships with customers, increase loyalty, and, ultimately, boost customer retention.
We hope you found this guide on how to increase retail sales helpful. Remember, these are just a few of the many strategies you can use to boost your business. So don’t be afraid to experiment and find what works best for you and your customers.