Retail sales in a 2017 world have seen a ton of changes lately. The internet has really changed the way most brick and mortar businesses deal with customers and how they make sales. A horrible trend I have been watching happen daily is the race to zero.
The idea is that in order to get a sale then you have to offer it at the lowest price. It goes completely against how most businesses have grown their clientele base for the last 40 years. Back in my days…. (I am really not that old) retail sales were built around relationships, a salesperson that listened and offered their client a solution, not a price tag.
Unfortunately, too many people think that isn’t possible to do now because “People aren’t coming into my store anymore, how do I build a relationship?” or “I can’t talk to anyone on the internet, I didn’t grow up with that s#!t!”. Well here is the great news, your customers don’t care what you think because if you aren’t showing up on the platform they are at then they don’t even know you exist.
Creating a relationship with a customer is so much easier than most make it out to be. The nice thing about the internet, in general, is that you can scale to so many more people than you can handle at one time. Take this post as an example, more than one person is reading this sentence right now! I am in two places at once and I didn’t even have to leave my desk. That is some real “Inception” stuff, right?
Using things like your website, Facebook, Instagram, Snapchat, and Twitter to have a conversation with clients is a much better way to market than to turn them into a billboard. Every time you post something on your next social channel, think first,
“Is this what I would say or do if the client was right here?”
That can change everything about the information you post. It is the thing that helps you build relationships with clients and you may get 5-10 leads off one “conversation” instead of talking 1-by-1 in your business.
Now I know… here comes the second statement… “but I didn’t grow up with that s#!t so I can’t-do that!” Alright, first I want to say, quit making excuses. You will never accomplish anything if you continue that trend. You learned how to drive a car and you didn’t grow up with that either. You took the time, went to class, passed a test, and learned how to drive that car. Do the same thing here, it hasn’t ever been easier than it is now.
There is a cool website that will teach you everything, let me spell it out:
Click the link above, I have made it even easier on how to find out how to do it.
The whole idea of taking these steps and building a relationship with your customers is to stop focusing on price and overwhelm your clients with value. Give them the service that they were accustomed to in the past. Show a customer that you care and that you are really wanting to help them first. Selling them something second will completely eliminate the question of price. You then become much more valuable than Amazon, or eBay because you can answer questions, help them with problems, and be that friendly face that brightens their day. So get started now. Start working on your relationships now.
What I want everyone to do today is to think about what you are doing and post something on your social media channel that is only there to help build a relationship. Make sure it has nothing to do with price, sale, or deal. When you put it online then tag me @silviaconsultants on Facebook or Instagram. I will look at it with you, and help you find out ways to either tweak it if needed or will give you a pat on the back for doing a great job. Let go out and keep making money together!