Category Archives: Terrific Retail Insights

Fill each day with magic moments

Don’t process your customers.   Treat each customer as an individual.  Make them feel special.  Really be there for them.  Focus on them and their needs.  Let them know by your actions that right at that moment in time there is nowhere else you would rather be. Our objective should be to have every customer going…
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Christmas is a Floor Show

Greg Canty from Fusion Communications in Cork, Ireland writes: Past research has shown that at Christmas 60% of purchasing decisions are made within the store – once they come in your door make sure that happens. The game is won and lost on the sales floor and this is where the staff and managers should…
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How easy is it to navigate your store in the lead up to Christmas?

This is the question that my colleague Jan Collins and I discussed while watching customers in a busy shopping centre. I was soon making numerous notes as Jan shared her thoughts on the challenges and opportunities of keeping retail stores attractive to shop in and easy to navigate during the busy festive season. Here are…
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Do you have the Christmas spirit?

If so, are you dishing it out to your staff and are they poring it out plentifully to your customers? The reason this question is important is because we know that the 'science' of shopping is dwarfed by the 'emotion' of the buying experience.  Imagine being a customer out shopping for gifts, dreading the expenditure,…
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Turn Your Team into Successful Shoppers

Who do your staff have to buy for? Get them to share their lists. Get this done well before the Christmas rush. Help one another out with ideas. Have fun. Put up a chart where people have to mark off as they buy their gifts. Make it public. Let your customers know what is going…
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Role play using the “So what?” test to spell out the benefits

This is Part Four in our series on ‘Spelling out the Benefits’ for your customers. You can access the earlier posts by clicking on these links: Part One – Spelling out the benefits that matter to your customer Part Two – Creating a verbal bridge Part Three – Why bother to state the features if…
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Motivate Your Customers with a Gift Ideas Competition

Here’s an idea that has proved popular with our retail clients.  I’m sure it can work in your stores too. Create some simple, fun competitions for your customers.  For example, get them to list 5 gifts from your store, one for themselves and 4 for other people they have to buy for. It can be…
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This Christmas put your team in their customers shoes

Who do your staff have to buy for this Christmas? Have they even thought about it yet? Get them to share their lists now and send them out shopping. And make sure you do the same! Get this done well before the Christmas rush. Have them help one another out with ideas. Put a chart…
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Christmas – The November Question

By now you should be asking the November question, “Have you started your Christmas shopping yet?” Yes, I know that the reaction may well be a groan or a comment like “I don’t even want to think about it”. Great! This allows you to respond with “Sounds like you’ve got some people that are difficult…
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Putting the fun back into selling

While in a client’s furniture store I noticed on display a deluxe reclining outdoor chair, well suited to the local climate.  It was priced at $1,299 and written underneath was, ‘Reduced due to minor damage.’ Then there was a thick red line through the price with $699 in large red writing on the ticket which…
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