What is a buying mood?
How do you create one in your place of business?
Retail Store…
- A Welcome Atmosphere – welcome signs, clean.
- A Sale Atmosphere — special deals.
- Happy employees.
- Knowledgeable employees. People who know their product, and can make intelligent recommendations.
- Employees who are there to serve when customers need them.
- Positive buying suggestions by the employees to the customer.
- People who compliment sincerely.
- Upbeat music.
- Bright lights or the right lights (spotlights).
- Easy to access merchandise. easy to find merchandise.
- People who go out of their way to serve. Service that creates a memory.
- People who say the right thing.
- “Walk by” comments: “Hey that looks great!” or “Can I help you locate something?” or “Hey, let me show you what just came in?”
NOTE: It also helps to have a wide selection of merchandise. We are an impulse society. If there’s lots of merchandise is on the shelf, we are more likely to buy.
Business to Business…
- Welcome sign with the visitor’s name on it.
- Take them on a tour and introduce them to the people they’ll be dealing with after they buy.
- Make them feel special. Show that you value their time.
- Have superior food and drink.
- Introduce them to the CEO and spend a few minutes (prep the CEO first so he can use some personal information to impress the customer)
All Business…
- Choosing the right words and phrases to greet the customer or visitor.
- Don’t sell them – get them to buy.
- People with a “yes” attitude.
- Employees who tell the truth. Be honest even if it costs a sale.
- Clean rest rooms.
