While it is no secret that online shopping will be on the rise again this holiday season, it certainly will not take the place of shopping in brick and mortar stores like yours! Why? Because people shop at stores because of the experience they have… the experience created by your merchandising, your vibe and your staff. And shoppers want shared experiences. And who do they share their shopping experience with most of the time? That’s right, with your sales associates, based on this fun fact: 70% of shoppers want to interact with a sales associate and can spend 81% more, on average, when they do. Does an 81% increase in holiday revenues sound appealing? You bet! Now, how can you increase your odds of maximizing your sales and profits this holiday season? By giving invaluable, cost-effective “gifts” to your staff!
GIVE YOUR TEAM THE “GIFT OF OWNERSHIP”
- Get them engaged so that they feel a part of the sales experience
- Give them samples of products they are selling so they have their own “story” to tell
- Ask them how they, as a team, can get excited about selling. Is it themed uniforms, T-shirts, headbands? Is it sales contests? Is it merchandising projects? They will be more enthusiastic if it’s their idea!
BESTOW UPON THEM THE “GIFT OF PRODUCT KNOWLEDGE”
- Discuss top trends (succulents, llamas, etc.)
- Use social media accounts to give insight into a brand
- Utilize role playing in sales meetings, consider prizes for participation
HAVE A PLAN AND SHARE WITH THEM THE “GIFT OF SALES STRATEGIES”
- Create lists of products that fit in giftable price ranges (under $20, under $30, under $50)
- Have suggestions ready for products that would work well for someone shopping for multiple gifts (teacher’s gifts, office gifts, book club gifts)
- Assign staff to “bundle” products as team and keep them stocked throughout the holidays
- Have Top Gifts on the tip of their tongues for all demo groups: men, teens, women
- Share you plan for add-on items and upselling
The “gifts” of ownership, product knowledge and sales strategies that you give your staff will ultimately be the “gift” you give to yourself in the form of your best holiday season ever!
Written by Pam LaBauve and Marlina Morris, OneCoast