Get Your Store Visitor to Approach You
Why?
It’s hard, awkward and many times doesn’t result in a positive outcome, when you approach a visitor to your store and ask if they need help.
How?
When a visitor comes in, position yourself within his eyesight but too further away to have any comfortable verbal exchange. After a short while, while observing him try and catch their eyes and just – in a “by the way,” familiar and welcoming style – smile and wave at them as if welcoming back an acquaintance, then continue immediately doing what you were and not looking at them. It is very different than anything they usually experience in a store. It breaks the script they have in their mind of how things happen in a store, and if done correctly, will result in many more visitors coming to you and asking for help.
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If They Don’t Buy Now Help Them to Buy in the Future
Why?
Most people who show interest in what you are selling won’t buy from you right now. Some of them, however, might in the future.
How?
When their behavior indicates they are not going to buy from you now, get them to commit to doing it in the future. They are more likely to think about such a future commitment in abstract terms such as “I should do this” (if they are convinced they should, because of their views about themselves), and would commit more quickly. When you ask them to commit now, they will approach it in a more practical way like “I can’t buy this now, I don’t have time for it.” This is especially true if they know that what you are selling is good for them but for some reason, it is difficult for them to do it (like eating healthy or exercising.)
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I Will Let You Target Me Individually if I Can Controll What You Know About Me
Why?
Now you are trying to get as much information as you can about me, and I am trying to block and obscure that information.
How?
Have a single repository where we “meet.” You show me all the information you have on me, and why it is for my benefit to letting you use it, and I’ll allow you unblocked access to me and the information I permit you to use, so you can accurately target me individually.
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Deliver Personalized Ads on Billboards
Why?
You are more likely to take notice if the ad is calling out to you and your specific needs and wants.
How?
Recognize the driver (by the car’s license plate, his mobile phone’s position, etc.) and display a personalized ad on the billboard.
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Get Them to Consume or Use the Product They Bought So They Get Results and Come Back for More
Why?
One of the biggest problems in selling a product – especially one that needs some commitment like physical training or adult education – is getting them to use the product they bought. If they don’t, it decreases the chance of a repeat purchase in the future.
How?
When they buy the product (online or offline), ask them four questions. The first is to elicit a commitment to use the product – you need them to say yes. It might go like this: “Will you start doing the first exercise immediately when you get the product delivered?” The next three questions are to force them now to make and commit to a future plan. These might be something similar to these: “Where at home will you exercise with this product? At what time will you exercise daily? What will you wear?” These will make them make a plan now, and commit to doing it in the future (when they receive the product), and increase the chances they’ll do it.
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