Identify and sell to common types of retail customers
In the retail environment, understanding your customers and tailoring your sales approach to meet their needs is crucial for success. Here are the most common types of retail customers and effective strategies to sell to them.
1. The well informed shopper
Characteristics:
- They have done extensive research.
- They have checked reviews and compared prices.
- They are knowledgeable about the products.
Sales approach:
- Acknowledge their expertise: Recognise their knowledge and appreciate their efforts in researching.
- Listen and ask questions: Engage them in conversations to understand their specific needs and preferences.
- Provide detailed information: Ensure that comprehensive product details are available both in-store and online. Highlight unique features and benefits that might not be immediately obvious.
2. The showroomer
Characteristics:
- They prefer to see and try on products in-store.
- They may purchase online if they find a better price.
Sales approach:
- Emphasise value over price: Highlight the unique value propositions of buying in-store, such as immediate possession, customer service, and return policies.
- Offer incentives: Consider price matching or offering exclusive in-store discounts to entice them to purchase.
- Stress convenience: Emphasise the convenience of taking the product home immediately versus waiting for an online purchase to arrive.
3. The wanderer
Characteristics:
- They are browsing without a specific intention to buy.
- They enjoy the shopping experience itself.
Sales approach:
- Create a welcoming atmosphere: Make them feel comfortable and at home in your store.
- Give them space: Avoid pressuring them with hard sells. Instead, offer assistance if needed.
- Highlight attractive displays: Use eye-catching displays to draw their attention and spark interest in products they may not have considered.
Log in to reveal all 8 customer types and selling strategies.
Read related resources
-
Campaign Focus | High street support ahead of the Budget
High streets have been big topics over the last week. With the Budget upcoming, Bira have been discussing in Westminster how the Government can best support high streets.
-
Campaign Focus | Meeting with the Metropolitan Police
Bira was invited to meet with senior officers in the Met to discuss retail crime in the London boroughs, where police outlined ongoing plans to crack down on shop theft and dodgy shops.
-
Preventing a cyber attack and fraud as an independent business | A simple yet important checklist for retailers
Practical cyber security advice for independent retailers to protect their business, customers and data from cyber attacks and fraud.
-
The Employment Rights Act: Your handy one-page printout as an independent retail business
A one-sheet guide to key Employment Rights Act changes, practical actions for retailers and important dates employers need to know.
Benefits
-
Delivery service
TradeKart is a fully managed delivery service that gives you on-demand access to a nationwide network of over 150,000 drivers, without the cost and complexity of managing deliveries yourself.
-
Car Leasing
Select Car Leasing East Midlands is your trusted specialist for personal and business vehicle leasing, offering competitive lease deals, flexible contract terms, a range of finance options.
-
AI Solutions and Insights
Avalon Insights is an AI training and research company helping businesses to utilise AI to save cost and time.
-
Consumer Finance Overview
Through Bira, members can access trusted consumer finance providers offering a range of flexible finance products supported by experienced retail finance specialists.