Customers Only Dare To Enter Stores And Leave Them Behind.

Why do customers not want to listen to the introduction of shopping guide? Why no matter how hard the shopping guide is? Why are customers just wandering around? Why do customers always deal with us "just look at it"? The answer is: there is a layer of ice belt between customers and shopping guide, its existence is an obstacle, and even indifference. So, as a guide to customers to stay, and to be willing to listen to our explanation, willing to communicate with us, we must carry out "ice breaking", that is, how to melt the "ice belt".

First, analyze the state of mind when customers enter the store, so that I can understand the customers objectively.

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When customers enter a shop, it is inevitable that they will have some mental problems. They are usually unwilling to answer questions about shopping guide, and do not want to speak more. Because they worry that once they speak, they may be caught up in shopping guide, so the best way is to try not to speak or speak less.

This situation is particularly prominent in household durable goods.

According to many years of terminal research, combined with the psychological analysis of these customers, I summarized and analyzed the causes of "ice belt" and gave the corresponding solutions for reference.

Not long ago, I went to the store to learn that some of them were on the Internet; some were playing cards; others were bragging and chatting; they were very attentive and very busy with their own affairs. The customers turned around in the shop and were about to leave. Then they just said, "you can see for yourself!" of course, the customers would readily respond to the phrase "I'll take a look at it first," and then go away.

Please think about it. If you are a customer who just entered the shop, how do you feel? In the face of the situation, do you still dare to believe in their brand? At least you will begin to doubt the service of this store. And as for what brand name and so on, it is a matter of thousands of miles away.

Therefore, regardless of online shopping and business executives and other shopping guides how to emphasize how well their service is, it is twice the result.

Therefore, greeting guests is the first impression that we give to customers. The biggest goal is to let customers feel comfortable and not let customers feel strangeness, doubts and distance at once.

I often ask the guide buyers on this question: "when customers enter the store, they immediately receive it?" 70% of the shopping guides are given the affirmative answer.

I asked again, "what did you say in your first sentence?"

There are probably several kinds.

"Can I help you, sir?"

"Miss, what kind of products do you need?"

"Sir, what price do you need?"

"Sir, please take a look at it and call me anytime!"

Questions like this are all in the "fight to fight"! I asked the guide at the scene. If you are a customer, how do you answer such a question? The answer is always "let me take a look first!" or pretend not to hear.

Then, there will be a layer of "ice belt" between the shopping guide and the customers. Then it will appear stiff and even embarrassed, and the difficulty will increase as well.

In fact, when customers enter a store, they have certain purpose. Before they have found the target, or before they find products that are of interest to them, the shopping guide will advance into the range of customers' thinking, and even the chattering introduction of products will often be rejected by their current psychology.

That is to say, the time to purchase customers is not too early to attract customers, but it will not be too late. It will also make people feel uncomfortable and inconsiderate.

So, what is the right time? What should we do?

Generally speaking, the customers entering the shop can be divided into two categories:

One is: active customers, when entering a store, they are eager to find the target, or ask directly if they have products that they need.

The second category is: silent customers, do not speak after entering the shop, some gentle, slow pace.

Of course, these two types of customers not only give some reference, but also rely on the experience of shopping guide. I believe this is also a basic skill of qualified shopping guide.

Active customers are relatively well received.

For example, when a customer looks around and looks very urgent, you can quickly move forward. "Sir, what can I do for you?" such customers often express their needs and then proceed with the following shopping guide process.

As for the second category, it is the headache for everyone. For silent customers, we must give certain choice space, including time and space and physical space.

If you say, "Sir, what can I do for you?" it will bring some pressure to customers, so that customers can "look at it first".

After greeting guests, shopping guide can give customers 10-20 seconds of independent browsing space, and this time is the stage of shopping guide seeking.