Six Lessons from the Retail Sales Floor for Delivering Superior Customer Service

Take a moment to reflect on the last time you visited one of your favorite retailers. Did you encounter a friendly, outgoing salesperson? Did he or she help you find exactly what you were looking for by taking the time to get to know you and really understand your needs? If you answered yes to those questions, then you were on the receiving end of excellent customer service. Notice that I didn't ask if you found a good bargain or if you had the chance to negotiate a more favorable price. Providing good customer service means making an authentic connection; it doesn't mean simply reaching an agreeable price, closing the sale and saying goodbye. As one charged with growing and marketing your business, it's your job to ensure that you and every single person you put on the front lines bring authenticity and enthusiasm to every interaction with a customer or prospect. Whether you have a staff of five or 500, the last thing you want is a customer who feels like they and their hard-earned dollars are under-appreciated. I can’t even count the number of times I've come across a customer service rep who sounds bored and apathetic. This not only makes me want to conclude my frustrating encounter with this person as quickly as possible, but it also leaves me with a sour taste in my mouth about the company as a whole, making me highly disinclined to do business with them again in the future. And if I walk away feeling this way as a result of this rep’s apathy, inevitably there will be hundreds or even thousands of others who share my sentiment. Leave enough customers feeling alienated, and eventually you will have the undoing of even the largest, seemingly most untouchable corporation. Through their actions and their attitudes, your customer service representatives and salespeople can make or break the reputation of your brand and, by extension, the health of your bottom line. From my experience as the operations manager for a large retailer, I know first-hand what it takes to deliver world-class customer service. Here are six best practices from the retail sales floor that you can apply in your organization to ensure that every encounter between your company and your customers and clients gets five stars for satisfaction.

1. Set the tone right from the start.

Rule number one of working the sales floor is to greet your customer as soon as they walk in the door to make them feel acknowledged and to let them know that you are at the ready to serve their needs. Whether you’re meeting with your client in person or by phone or even via web conference, set a positive tone right from the start by warmly welcoming them and breaking the ice. And don’t feel compelled to get straight down to business. Beginning the conversation with a bit of casual, non-work-related talk will establish an emotional connection and let them know that you see them as a person first and customer second.

2. Establish the need.

In the store, the first question out of my mouth after greeting the customer is, "What's the occasion that brings you in?" This gives him the opportunity to tell me a little bit about himself and what he’s looking to accomplish from his visit. The same applies to your initial encounter with a new prospect. As soon as you’ve established a comfortable rapport, it’s time to start asking questions that will help you gain a better understanding of their needs and goals. And, remember, while they may have come to you seeking help with a specific problem, if you’re a savvy conversationalist, you may be able to uncover a broader concern or objective that you can partner with them to solve. That’s why it’s important to make sure you pose insightful questions that will paint the full picture of who this person is, what their experience has been to date and how you can play a role in helping them advance their goals.

3. Listen. No – really listen.

In the retail setting, one of the best things you can hope for as a salesperson is a chatty customer. The more information they volunteer, the easier it is for us to provide helpful recommendations. For example, a woman in her 20s walks through the door and mentions that she’s looking for a cocktail dress, so you offer a few nice selections that fit the bill. But after a few minutes pass and some pleasant conversation ensues, she reveals that the dress is actually for her cousin’s wedding. A mediocre salesperson says, “Oh, that’s nice!” and returns to folding shirts. But for the savvy salesperson who really hears what that customer is saying, the wheels of good service are set in motion. Because, of course, a wedding is never just a wedding. It’s merely the highlight of a full weekend of events that include at minimum a bachelorette party and a rehearsal dinner as well as perhaps a girls’ spa day and a day-after brunch. All of those occasions require a specific type of attire, which opens the door to an array of additional wardrobe needs that you might be able to help her with. And, hey – we get it. Between asking the right questions, keeping the conversation flowing and formulating your recommendations, it’s all too easy not to fully absorb everything your client is saying. But the worst possible mistake we can make as business owners, managers, marketers and salespeople is not really listening to our customers. Every word out of their mouth is a little clue – a piece of the puzzle that comes together to reveal what it is they really want. Don’t be too quick to dismiss what may seem on the surface like irrelevant details. Even if they're telling you about their children, their cat Whiskers or even their favorite Madonna song, listen and retain as much as you can. Bring along an associate, if needed. Make it their job to record everything that’s happening as it’s happening. Assimilating all of these finer points into a cohesive whole is what's going to help you establish a deeper connection with that client that will improve your chances not only of securing the sale at hand but also of cultivating a fruitful long-term, mutually beneficial partnership.

4. Be proactive but not pushy.

In a retail store, any salesperson worth their salt would never just point a customer vaguely in the direction of what they’re looking for and then leave them to their own devices to find it. Rather, they’d walk them over to the appropriate section of the store, help them pull the correct size, advise on proper fit, suggest alternative options or complementary accessories, etc. In the corporate setting, this translates to staying sharp, thinking on your feet and being a problem-solver. If you’ve covered the bases in eliciting good insights from your client – both in terms of their explicit needs and those they may not even be fully aware of themselves – now is the time for you to step up to the plate and swing for the fences. Let your expertise and your passion for what you do shine through as you offer intelligent and thoughtful recommendations, making sure always to frame your presentation directly in terms of how what you’re offering benefits your client. Put yourself on their side of the table, and let them know that you’re here as a partner in their success, not just someone looking to seal the deal. And on that note, every good salesperson knows how to read the room. If your client shows signs of being uncomfortable or overwhelmed, slow down and back up. You never want them to feel as though you are forcing something on them that they don’t want or need. The cliché of the pushy salesperson is a cliché for a reason.

5. Make the sale that makes sense.

Is there anything worse than walking down a mall corridor and being assaulted from every angle by the employees of those stand-alone kiosks who are trying to lure you over to see their wares? If you were interested in their products, you’d make a point to visit them of your own volition, right? Also, what’s with the aggressive heckling? Has that ever really worked? By contrast, when a customer comes into our store, we make recommendations based on what makes sense for their lifestyle and their needs, not what will fulfill our sales quota for the day. Many of them actually thank us for taking the time to show them products that are genuinely a good fit. When you present your client with a service or product that clearly clicks with them, they'll give you as much time as you need to explain the benefits. Better yet, if you can catch them by surprise with an unexpectedly innovative solution to their needs, they’ll be grateful for your insight and excited to move forward. Worst-case scenario? They’ll say no in the moment, but even then, if you’ve done the job well, given time to reflect and reconsider, they might ring you up again in the future. A word of caution, while you want to hear the cash register ring as much and as often as possible (or to see the signature on the dotted line, as it were), selling your products or services to a customer when you know they’re not actually a good fit for their specific needs is like playing Russian roulette. If the product isn’t really the right solution, your customer is going to be unhappy, and they’re going to point the finger at you. They’ll either assume that your product is subpar or, far worse, that your company is dishonest in its claims. That is one sale that will end up costing your company and your brand’s reputation dearly, as they complain vociferously to anyone who will listen.

6. Commit beyond the sale.

I'm not asking that you wine and dine your client every Friday night, unless you actually want to – in which case, I’m not hating. What I am asking, however, is that you dedicate yourself to ensuring their satisfaction. A smart salesperson recognizes that there’s no such thing as “closing.” After all, when a customer makes the choice to do business with you, you’re not closing anything. You’re only beginning the process of cultivating a relationship with someone whom you hope will be a lifelong client. For example, in my line of business I frequently work with clients who spend upwards of $1,000 or more with the company, and they sign contracts that span six months or longer. When someone is spending that kind of money and time with me, I want to make sure they feel comfortable and informed at every step along the way until our obligation has been fulfilled to their greatest satisfaction. Think of every interaction you have as an opportunity to cement your customer’s continued loyalty. Pay attention, nurture the relationship and earn the right to continue serving that customer’s needs. Don’t simply meet their expectations; exceed them at every turn.

Are you sold yet?

So as you can see, whether it’s on the retail sales floor or in a corporate boardroom, the basic principles of superior customer service are universal. By translating these six best practices to the specific products or services that your company offers, you’ll inevitably reap the benefits of customer relationships that are defined by authenticity, enthusiasm and a deep level of engagement. After all, traditional word-of-mouth isn't dead; today’s savvy customers just demand that you work a lot harder to earn it.

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The Six Types of Website Visitors – And How to Serve Each of Them

Every website’s audience is comprised of different kinds of visitors, and those people can almost always be broken down into one of 6 distinct categories. Visitors in each of these categories share similar needs and goals on the website, which means that by understanding the needs of each category and ensuring that your website does what it can to meet those needs, you can better serve those individual users. In this article, we will take a high-level look at the 6 categories of visitors common to almost all websites. We will also explore some of the characteristics of each of these categories and what you can do on your website to cater to each of them.

1. The Browser

The first group of visitors we will look at are those that are “just browsing” the site and in their earliest stage of research. These visitors may have need of the products or services that you offer, but they are far away from the point of purchase. Currently, they are seeing what is available so that they can learn what their options are. These visitors are looking to be educated and there is a prime opportunity for you to establish a strong, early-stage relationship with these visitors. To serve the needs of this “early stage research” group, your site should include content that educates visitors. By offering this content, you answer your visitors’ questions and become a trusted source of information. This is a great way to begin building a relationship with people, one that you hope will eventually turn them into customers! Many companies do not like to accommodate this early stage research group because they are so far away from the point of purchase and many visitors in this category will never turn into actual customers. Those companies prefer to focus their efforts on some of the categories which we will cover shortly, those where people are closer to making a purchase and therefore much easier to sell to. This is another reason why this group of visitors offers you a unique opportunity. Not only can you establish an early relationship by offering helpful information, but many of your competitors may have elected not to cater to this group, setting your company and your site apart for these “just looking” researchers. Make basic information easy to find on your site. Consider including some kind of “search tool” that allows these early stage researchers to query the information that they are looking for and find the exact pages of your site for that content. You can also consider adding a “101-style” page of a “FAQs” page that contains the basic questions and information this group of visitors may be after.

2. The Comparison Shopper

The next group of website visitors are those that are further down the road of being ready to make a purchase. They have been educated and largely know what they are looking for in terms of the product or service they need, now they are trying to determine who is the right company to provide that to them. They want to know what sets your company apart and why they should work with you instead of with someone else. In a way, these visitors are also looking to be educated, but not on the general aspects of what you do. Instead, they want to know about your company specifically. These people are motivated and will likely make a commitment soon. Now is your chance to show them why that choice should be you. To cater to this audience, consider adding pricing to your website. This is not always appropriate or even possible, but price is one of the deciding factors in almost all purchasing decisions, yet many companies elect to leave pricing off their website because of fears that they will show their hand to competitors (more on that later). If you can add pricing to your site, do so! Even if you are not the lowest, adding pricing has value because so few of your competitors have pricing on their sites! This sets you apart and, for some visitors, it may immediately answer a major concern for them (“what is this going to cost me?”) and, if that price is what they were hoping for, you may be able to seal the deal right then and there. Besides pricing, other helpful information that you can consider adding could be warranty or service information, average timelines for the work that you do, or any other content specific to your organization and offerings.

3. The Decider

The next logical group to cover are those customers that are absolutely ready to buy. They have been educated on both the products or services that you offer as well as on what sets your organization apart. They have decided that you are the right fit for them – now you need to make the purchasing process as easy as possible so you can close this deal! If your website actually coverts business online, meaning you allow for online purchasing or registration and that is how you gain customers, then make sure that the check-out or registration process is simple and working! I am always amazed when I see a website that does a great job educating visitors and differentiating their company, but a technical glitch prevents visitors from taking that final step and becoming actual customers! Error messages that come up during checkout or registration will destroy the relationship you have been working hard to forge, so be sure that your site is up and running as intended! You should have some kind of “regular checkup” planned for your site. Waiting for customers to report to you that something is broken is waiting too long, because many customers will never report that problem to you - they will simply take their business elsewhere. This is why your site needs to be working as intended always – and you need to have a process in place to review the site’s functionality regularly. If you do not allow customers to convert online, but they instead need to call to schedule an appointment with your company, then make sure that it is obvious that they need to do this and make sure your contact information is easy to find! Furthermore, consider doing away with automated phone systems whenever possible. A motivated buyer who picks a phone and is greeted with a too-long, robotic welcome message is often as much of a deal-breaker as a website that throws errors. You’ve convinced this person that your company is the right fit for their needs, now greet them with a human touch and stay away from the automated systems.

4. The Familiar

So far, we have looked exclusively at net new customers, but one of the best sources of new business for any company are their existing clients. While your site needs to appeal to new customers, it should also speak to existing ones who are familiar with your company and happy with your services. In many cases, customers may work with you for one specific product of service, unaware of other services you offer as well. Your site can make these customers aware of your full range of offerings and strengthen the relationship you have with them. Your website also allows you to inform existing customers about important updates or announcements that may affect them. These could be simple hours of operation changes for your company or other updates that they should be aware of. Remember, if you started out a relationship by being a thought- leader and provider of useful information, that should not stop once you are engaged with those customers. Consider adding an ‘Existing Customers’ section to your site with this type of information. You do not necessarily need to password protect this information, assuming it is not client-specific and sensitive, but rather allow anyone to view it. In this way, you can give existing customers useful information and show other visitors your commitment to long term relationships with your clients!

5.The Applicant

Stepping away from the ‘customer’ side of your website’s audience, there are other visitors to your site that you should consider. One of these is potential new employees. If you site has a ‘careers’ or ‘job openings’ page, then this is likely where potential new employees will be looking. You do not need to give these pages front-and-center, top-level billing - most job seekers are motivated enough to find this content even if it is not given the same level of prominence that you give you customer-oriented content (and if that job seeker is not motivated enough to find the link, you probably don’t want to hire them anyway). In addition to the actual job listings, however, you may also want to consider adding some content about what life is like at your company – your ‘company culture’, for instance. When you are looking to recruit the best talent out there, they will want to know more about your company than just the hard facts covered in a job listing. This is where a little information about your company culture can really come in handy and help you appeal to the best of the best.

6. The Competitor

Earlier I mentioned that many companies do not put pricing on their website for fear that their competition will find it. This doesn’t end with pricing. I have seen companies “hide” content behind registration systems, or elect to leave it off a site altogether to prevent competitors from gathering that information. In almost all cases, this is a bad idea. After all, if you make your information difficult for competitors to find, you also make it difficult for actual customers to get that same information. Yes, there are times when the information you provide to customers is so individualized or sensitive that you could not make it public on your site, but that is an edge-case. For most businesses, the only reason they elect to leave this content off their site is that aforementioned “fear of competitors getting it”. Here’s the reality, however – if your competition wants that information, they will get it. If they are motivated to get that info, they will jump through the hoops you set up. Customers, however, will not generally go to those lengths. So by “hiding” content from competition, you really only keep it away from the very people you want to speak to – new customers! Do not be afraid of your competition. Be bold and put your content out there for all to see. One of two things will happen. Either your competition will follow suit and put their info out there as well, which allows you to compete on a level playing field, or they will continue to hide it away, which shows customers how open you are and often makes you the more appealing choice. Either way, by making your content easy to access for all categories of visitors to your site, to do the best job of serving the ones that matter to you most.

Appealing to all visitors

By understanding the needs of the visitors your website has, you and your web or marketing team can make the right decisions to best meet the needs of all visitors.

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