For just about every retailer, Black Friday is the holiday selling kick-off that we've waited for all year! Knowing that so many purchase decisions are made at store level, it's time to make sure everyone on the sales floor is at the top of their game. Here are 3 more things you can do right now to help you squeeze a few more dollars into the cash drawer each day:
1. Just One More!
Get everyone in your stores to commit to showing "just one more" item to every customer they talk to. Whether it's an accessory, impulse item or promotional product, have them point it out to everyone they interact with. Try asking the customer about who else they still need to buy for. Or, ask the overworked and underappreciated Mom how she's going to treat herself this year! These simple probes will open up opportunities for you to show that one more item (or two, or three).
2. Your Daily "Top 5"
Start every shift by getting from your staff the Top 5 things they can do today to sell more and provide better service. There's no shortage of ideas so getting five new ideas each day won't be a challenge. Get your staff involved in the process of driving revenue. If they get stuck (and they likely won't), give them some direction like asking for 5 ways to increase average sale, or 5 ways to move some of your overstocked items.
3. Get Into Your Stores!
If you're in middle or senior management and are reading this, we're talking to you. Get out to where the action is and see what's going on. Discover the great things your staff is doing. Identify where they need more help. Pinpoint the missed opportunities and get them fixed. Wait on some customers and listen to what they have to say about shopping in your stores. We're guessing that you can positively impact revenue in your stores by upwards of 5 to 10% just by getting out there and making the changes you'll discover are necessary.
Happy Black Friday Selling!
Kevin Graff is the main guy behind all things Graff Retail. A renowned retail expert, Kevin is recognized in the retail industry as a speaker, author and expert trainer. Kevin's main passion is to help retailers drive staff performance.