Be Curious as a Retailer | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

Have you ever had one of those experiences when you go into a store and it feels kind of slimy because the person is trying to find out if you're really going to buy something? “What brought you in today? Do you have a budget? What are you looking for? Did you see our ad?” Yes, that's exactly how they sound.

If you're looking to grow your retail sales, you want to avoid being slimy and trying to pin somebody down and instead, be curious. For example, if you just wonder, “Why is that woman in our apparel store today?” Well maybe she lost 50 pounds. Maybe she just had a kid. Maybe she wants to feel better. Maybe she wants to go out running with her family. There's a million reasons and if you're curious and you find those out, then you find that the party is in the aisles, not behind the counter.

I think so many people are telling you, "Just wait until people ask and then tie them down and move onto the next person." That's the recipe for having a transaction. What I'm saying instead is you want a relationship and that starts by being curious. So today, I want you to go out and be curious about the next person walking in the door. Because if you are, customers will tell you everything if you just invite them in with an open heart.

If you love what you heard on Retail Today, connect with Bob by visiting retaildoc.com or send a message to bob@retaildoc.com. Thanks for listening!

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