My wife and I have been looking to buy a house over the last few months. And as I am sure you are aware, buying a house means buying new furniture! I might as well help out this industry that has been so good to me and my family.
As we have entered several furniture stores, we routinely say “I’m just looking” to each sales associate that approaches us. The process is a little different in each store that we go to, but one thing is the same. The re-approach is non-existent or unsuccessful. Here is one way that a salesperson re-approached my wife and I…
We were walking through the showroom, just looking at pieces of furniture, not really showing any interest when we heard, “Hey, that chair right there is on sale. Let me tell you how much the sale price is.” Then, he pulled out his phone, opened is calculator app and typed in some formula to come up with a number slightly lower than the price written on the tag. I was not impressed. First of all, we had no interest in the chair. Second, why were the sale prices so cryptic? There is no need to make a long story short because we simply left the store empty handed.
Knowing when to re-approach a customer is simple. Begin talking with a customer again once they show interest in a specific product. Here are some examples:
A customer feels the upholstery on a sofa
A customer sits in a recliner or sofa to feel the comfort
A customer looks at the price tag on a dining table set
A customer opens the door of a refrigerator or appliance
It is so easy! Next, approach the customer with some product knowledge. You could say something like:
That sofa is upholstered with microfiber. Microfiber can be a great choice because it….
Do you like the comfort of that recliner? The X coils within the cushion really give it extra…
I see you are looking at this excellent dining table! This table is manufactured by X which means it has X…
Did you notice how smoothly the door opened on the refrigerator? That is because it is built with…
Showcasing your product knowledge will let your customers quickly see that you are an expert and can help them find the right home furnishing solutions.
So, start re-approaching your customers when they are interested in a specific product. And showcase your product knowledge. Doing so will help you to better serve you customers, sell more furniture and be happier.