8 tips to increase bill value for every customer

  1. The floor assistant should have a good acumen in differentiating between real buyers and window shoppers. This skill has to be polished over a period of time by marking random people, putting a mental tag of buyer or browser and then watching (discreetly) whether the person went on to buy or not.
  2. The salesperson should not interrupt the prospective customer the moment he/she enters the store with the too familiar but irritating “How can I help you?”. At the same time she should be easily available for assistance if the customer needs her.
  3. When the customer seems confused or asks for help in choosing, the salesperson should offer a soft advice based on her estimate of the customer’s taste and budget. However she should not insist on selling a certain piece.
  4. While some customers insist on knowing the technical features or details of the products, others go by the look and feel. The salesperson should be able to identify and serve both these needs.
  5. While it may sound a loser strategy, it is very important to advise the customer against buying a certain product that may not be fit for them. This can build a huge respect for the salesperson and can result in much bigger sales later.
  6. A good upsell strategy (offering tie and cufflinks with a suit) can increase the order value of a sale and is easier than getting a whole new customer to buy.
  7. Make a note of the items that the customers asked for and were not in stock. Same for sizes. Offer to call the customer when these have come in the stock. This can heavily increase the customer delight and serve to get the customer back in the store which is the dream of every retailer.
  8. The salesperson should be nice and presentable without looking gaudy or overdressed. A shabby salesperson is a big turn-off. Customers ask for helpful salespersons by name and will easily buy an extra item if the salesperson has recommended goodand usefulthings in the past.

Author:.

Nilesh Shah nileshshah@rancelab.com Over 10 years of experience in the field of software development, sales and marketing. He has assisted over 500 Retailers and Restaurateurs in implementing the Retail and F&B software with barcode & pos hardware for their business. He holds a designation of Director, Marketing in Rance Computer Pvt Ltd. He holds the certification from Microsoft Corporation and NIS. His current research focuses on developing and implementing intelligent retail systems...

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