Women'S Clothing Stores Do Not Want Customers To Leave In 3 Minutes. Remember These 4 Points.

Many women's clothing shopping guide reflects that the customers staying in the store are very short. Most of them just go for a stroll, and no matter how hard they try, the result of staying guests is still very unsatisfactory.

The status quo: unable to retain customers is a common problem in every store, and it is also a key link affecting the sales performance of the store.

Analysis: before customers enter the store, the company will spend a lot of money to attract customers into the store, from brand promotion to storefront construction, such as flooring, lighting, sound, window, etc. these links in the store are more important, attracting customers to enter the store's hardware facilities.

Within 1 minutes after the customer enters the store, if the shopping guide can not establish a basic relationship with the customer, that is, the customer does not want to listen to the introductions of the shopping guide, the next product introduction will be twice the result of half the effort and even annoy the customers.

Customer Behavior Description:

A, let me take a look.

B, or walk around in circles.

C, without a word, expressionless.

Then:

1, why are customers reluctant to listen to the introduction of shopping guide?

2, why no matter how hard the shopping guide is?

3, why are customers just wandering around?

4, why do customers always deal with us and just look around?

The answer is:

There is a kind of money interest relationship between customers and shopping guide, which leads to customers' distrust of shopping guide. As a shopping guide, if we want customers to stay, and be willing to listen to our explanation, willing to communicate with us, we must carry out: breaking the ice belt, that is, how to melt the ice belt.

1, identify the right time to approach customers.

In general, the customers in the shop are divided into two categories:

One is the active customer. When entering a store, he urgently looks for the target, or directly asks whether the product has its own needs.

The other is silent customers, who do not speak in the shop, but are somewhat gentle.

The correct practice is to guide customers to give 10-20 seconds of independent browsing time after welcome guests, and this time is the stage of purchase guidance. Generally speaking, in such a short time, the silent customers will have the following 5 situations:

A, touch the goods with your hands and look at the labels.

B, always looking at the same commodity or similar commodity;

C, walking and stopping, wandering and wandering.

D, browsing speed is fast, there is no obvious target.

Analysis: at this point, shopping guide should move forward quickly, seize this critical opportunity and start approaching customers.

First of all, shopping guide should keep a certain distance from customers.

Second, never do anything unrelated to work, chatting, reading, etc. This is the most taboo time, because these behaviors are hard for customers to believe that you are a standard brand.

Suggestion: the behavior of shopping guide must be related to work, and it is best to be dynamic so that you can easily observe the state of the customer and make it easy to find the machine, for example, you can change the model and clean some corner.

2, do not give customers too much pressure.

Tip: the pressure of behavior often comes from the wrong language. What is stress? Pressure is to make customers feel uncomfortable. What is the result of discomfort? Is psychological tension, alert, want to get rid of uncomfortable!

There are two reasons for customer discomfort.

The first is that the most sensitive part of the customer is to pay for her or the psychological strain brought by too much money.

The second is not to infringe on his (her) private space, not to be entangled, because now customers are becoming more and more self, and more and more about the freedom of private space.

Tip: don't make mistakes - the shopping guide is not what customers want.

Analysis: improper words and physical behavior will make the silent customers become more alert, so that they do not want to pay attention to the shopping guide, but want to stay away from the shopping guide.

　　 So how can we get close to customers without pressure?

　　 First, do not keep up with others.

Keep at least 3 meters away from customers. Do not obstruct customers' advance. To control your feet, do not create any psychological pressure or practical obstacles to customers.

　　 Second, let's talk about dialogue.

Try to avoid approaching customers with questions. For example, "Hello, is it for XX products?" "Can I help you?" "If you like, you can experience it! What style do you like, please? " There is so much pressure on all kinds of questions, so that customers will evade their language to protect themselves.

To get close to customers' opening, 5 ways can be adopted:

Method 1: Sir, you have a good eye. This is our... The style of the product is very unique. (approach customers by compliment)

Method 2: "Sir, our product is selling very well now. Let me introduce it to you." (straight away, straight to the point)

Method 3: "Sir, Hello, this is the latest style that we have just arrived at now. The style is simple and different. I'll open it for you."

Method 4: "Hello, sir. This is the most popular style this year, not only showing its taste, but also its special fabric. This way please! Let me introduce you in detail "(highlight the new special).

3, silent customers and the breakdown of purchase barriers.

Question: the above points can only avoid the occurrence of "ice belt". After all, no matter how hard we try, there will always be some customers who say "casual look" or remain silent. What should we do about it?

Analysis: customers do not speak, we never have a chance, because you do not know what he is thinking, you do not know what he wants, of course, you do not even know what you should do. At this time, there will be second "ice breaking".

　 Store scenario simulation:

We always do this:

1, it doesn't matter. Please take a look at it first.

2, OK, you first see if you like something, please call me if you need it.

3, "..." (silent waiting)

Analysis:

The first way to deal with this problem is to give customers the right to choose, but not to guide customers into the buying stage.

The second way to deal with this problem is to guide customers' attention to the direction of the goods they like, but the shopping guide has abandoned the initiative to recommend the goods to customers, which leads to greater freedom of customers and may leave at any time. Once the shopping guide is approached, it will be more difficult to get closer to customers.

The third kind of silent response will not only yield to the wind, but also look awkward, and customers will feel uncomfortable. It belongs to the natural selling behavior that is quickly lost, and it gives up voluntarily.

The right strategies:

1, do not care too much about customers' casual look.

Because it has become an excuse for each of us to buy, that is, it is part of our buying habits. So don't worry about what these customers say freely.

　 2, we should try to reduce the psychological pressure of customers as soon as possible.

It is a clever way to turn the topic of the customer into a reason for approaching the customer, and then to put forward some topics that they are more concerned about and easy to answer to the customers, so as to achieve progress towards the positive sales process.

The right way to deal with it is:

1, "yes, sir! Shopping is sure to take a look. However, we have just arrived at two very good products recently. Many customers like it very much. You can know it first. Come over here, please... "

2, "it doesn't matter, sir! It doesn't matter if you buy it now. You can know our products first. Let me introduce you to... Excuse me, what kind of fabric do you prefer?

Analysis:

First, identify the customers, relieve the psychological pressure of the customers, then use the excited tone to move forward, emphasize the introduction of a product, and use professional sign language to guide them.

At this time, most customers will find it difficult to enter into the next process of product introduction, while guiding customers to a certain product, you can also explore the demand and make product promotion more purposeful.

4, if the shopping guide uses these methods, will customers still refuse?

First of all, in the face of such a customer, do not lose heart, let alone complain. It is normal for a customer to make such a response. As long as he has not left the store, you still have a chance.

Secondly, you can use the way of retreat, but let both customers and you have the face, not to show your rudeness and hurt customers, to catch customers away, nor to appear boring or embarrassed. At this point, you can say: "no matter, sir," you pick out your favorite products. I am the little Zhang of this cabinet. What do you need, please call me at once!

Main point: remember, when you speak, you must smile with your sincerity. You can also pour a cup of water or coffee, draw the distance between you and your customers, and gradually achieve your goals.