Top 3 Selling Tips for The Holidays

You’re busy and you’re customers are busy this time of year. And if you have employees, no doubt they are busy, as well. So what’s a store to do to make the best of the season without missing a beat in supporting your customers?

For starters, there is no better time than NOW to remind employees and even yourself some key tips to maximizing your in-store experience and customer service opportunities. Here are Retail Minded’s best tips to keep the holiday spirit alive and customer service strong – despite hectic schedules all around.

1. Don’t judge a book – or in your case, customers – by the cover. You never know if someone walks in your store and will buy presents for all their favorite loved ones or simply browse and walk out. Whether dressed to the nines or wearing sweatpants and crocs, never dismiss someone who walks through your doors as someone who may not buy anything. Always assume everyone is a customer, and even if they don’t buy something, remember that they may have identified your store as somewhere they want to return to.

2. Offer comfort in your store beyond purchases. Customers love shopping in places they feel welcomed. Have a chair or two available for those shoppers who are simply tagging along, allowing them to prefer your store over another simply because they can relax. Offer seasonal beverages or simply water to refresh your guests. Provide gift wrapping and even gift delivery, taking the burden off customers who either don’t have time to do this themselves or would prefer not to. Consider other little “extras” that will make you stand out in your community among your local competition, and strive to exceed all angles in customer service through welcoming customers with comfort.

3. Be festive in your experience, but genuine in your pitch. This may mean missing a sale sometimes and you need to be okay with that. If someone tells you exactly what they want and you don’t have it, tell them that. But follow it with what you do have and offer ideas as to how your options may still be a nice fit for what they are looking for. Depending on your customer, this may or may not work. And if it doesn’t – do not beat yourself up and certainly don’t be forceful to sell something that isn’t meant to be. That type of customer service isn’t appreciated and typically remembered – which means they could tell their friends about it, and not in the good way. Lesson to be learned here? Be genunie and willing to lose a sale to make future sales.

Another thought? Suggest a nearby, independent store that may have what they are looking for and be sure to tell them to tell the store you referred them. This is a great way to help a customer and help another business. Remember… what comes around goes around.

Finally, remember that not everyone shopping is shopping for the holidays. Use generic seasonal greetings versus specific holiday greetings (think Happy Holidays vs. Merry Christmas) and engage in conversation as little or as much you feel the customer wants you to. This is a skill to be learned, allowing store associates to read their customers and determine just how much help they would like. But once mastered, it’s worth a lot… and by a lot, we mean salels!

Photo Credit: The Christmas Attic in Alexandria, Virginia