How can clothing stores attract customers to shop?

1. Store location

The development specialist of the development department of the marketing center of the company carries out brand development in the area under its jurisdiction, and supervises and audits the location of stores. The supervisor can contact the development specialist in the area under his jurisdiction to help implement the store location.

publicize

(1) Physical advertising: poster promotion in specific areas of shopping malls, poster display and promotion in commercial streets, store POP promotion, brand activity leaflets, etc.

(2) Electronic advertisements: LED screen advertisements in shopping malls or blocks, etc.

(3) Media promotion: Internet, radio, TV and SMS promotion.

3. Marketing campaign design

(1) Sales discount activity design, vouchers, catwalk publicity activities, horizontal alliance, joint promotion, etc.

Create an atmosphere

(1) The promotion atmosphere, posters and promotional materials needed for promotion are put in place.

(2) Create the atmosphere (appearance and status) of the sales staff in the store.

Create a brisk sales atmosphere in the store, and carry out activities such as commodity sorting, market familiarity and sales drills to create a brisk sales atmosphere.

(3) the door and image of the store. (Supervise the next store to evaluate the store according to the information obtained by the planning department, and keep the store facilities reasonable and tidy. )

(4) store music. (Choose to play shop music by season, season and brand) Example: Choose light music in the morning, choose music with strong rhythm at noon and afternoon, and play calm and soothing music at the end of business at night, and play music suitable for brand style and shop image.

(5) Create a pleasant and appropriate service atmosphere. Smile service, appropriate language.

Second, the retention rate

1. Keep the guests.

Gfd (smile, affinity, body language, personal temperament) and reception skills (non-sales topics, service awareness) of shop assistants.

Step 2 stay in the store

(1) Store planning: moving line design, guide by shopping guide station and rest area design.

(2) Creating the atmosphere of the store (theme atmosphere, courtyard atmosphere, sales atmosphere, etc.). ).

3. Keep the goods for customers

Whether the color is attractive, whether the categories are rich, how beautiful the display is, and whether the shopping guide introduction is professional.

Step 4: sell customers.

The necessity of serving customers can be understood by observing customers' selection of appropriate customer contacts in Tekurata.

Third, the try-on rate.

1. Master professional product knowledge.

(1) Be familiar with the design concept and product FAB of the store products.

(2) According to the customer's modeling, clothing and preferences, observe and understand the styles suitable for customers.

(3) Mastering the Shortcut to Familiar with Commodities. The shopping guide must try on all our commodities, carry out FAB and collocation exercises through morning meetings, parties and empty lots, and achieve confidence and pertinence when recommending to customers through practice.

2. Correctly judge the customer's clothing size

Through daily sales accumulation and product try-on, we can intuitively observe the size required by customers, improve the time of picking and matching, and reduce the time of invalid sales.

3. Become a fashion consultant for customers.

(1) requires the shopping guide to master the product knowledge and understand the fashion trend and fashion collocation. So that the shopping guide can give advice to customers in time and improve the transaction rate.

(2) Be able to quickly make type judgments on customers, understand customer needs, give customers the best collocation and suggestions, and build a sense of identity and trust.

For example, when two kinds of clothes are suitable for customers, it is necessary to give priority to recommending relatively cheap clothes to customers, which is easy to make customers feel trust. When the two models are suitable and the prices are similar, it is recommended to give customers a large amount of inventory, which can effectively decompose the inventory pressure.

4. Correct judgment of customer identity characteristics

(1) By observing the customer's figure, dress, skin color and temperament, we can quickly diagnose the customer type and choose the corresponding sales skills.

(2) New customers must have doubts after entering the store. For this kind of customers, the shopping guide should first dispel her doubts, tell her about the brand and the store, and then sell the products to them.

(3) When old customers enter the store, they can go straight to the point, focus on recommending new products and skillfully recommend the ongoing preferential activities in the store.

5. Customers are also divided into fashion demand type and brand demand type:

(1) Brand-demanding customers don't know much about products and fashion, and they don't necessarily know what styles they are suitable for wearing, but they are more concerned about brands, so in the face of such customers, the shopping guide can boldly recommend our products and "encourage them to try them on". Generally speaking, in the face of such customers, our turnover rate will be higher.

(2) Fashion-demanding customers have a special understanding and concern about the fashion trends of the season. They know what style and color they are suitable for, but they don't have high requirements for brands. In the face of such customers, our shopping guide must remember that we recommend two styles at most. If the customer doesn't approve of our recommendation, don't recommend the third style, because it will easily make the customer feel disgusted.

Master inventory

The clerk must know the inventory situation and know his own inventory like the back of his hand. If the code is broken or the color is faded, he can replenish it in time. When dealing with sales activities, we should consider the stock of recommended funds and adopt appropriate sales methods.

The tried-on style doesn't fit.

When a customer enters the fitting room to try it on, the clerk should not wait outside the fitting room. After trying it on once, he needs to go to the store to prepare two or three suits for him to choose from.

Fourth, the transaction rate.

1. Praise technology

In order to avoid customers blindly praising products after trying them on, we need to praise customers' image, temperament and skin color in an all-round way, and highlight the benefits of the clothes they wear.

2. Customers hesitate to choose money

(1) Highlight style features and dress benefits.

(2) Preferential purchase policies (gifts, discounts) without affecting the brand, relevant laws and regulations and sales interests.

(3) Emphasize brand value and stimulate customers to buy through virtual sales and inventory.

(4) When customers hesitate to ask one of the two questions, they should make correct recommendations and praises by understanding customers' preferences and their physical and temperament characteristics.

3. The ability to deal with sales objections is not enough.

Generally speaking, there are two ways to deal with differences.

A. First affirm the customer's point of view+explanation+highlight the brand advantage.

B. divert attention

When dealing with sales objections, we need to grasp the customer's emotions and take measures to deal with them.

Closing time

(1) Deal is very important. When we praise customers, we should seize the opportunity to ask questions directly. Can I wrap them for you? Will you pay by credit card or cash?

(2) Pay attention to the conclusion and keep a natural smile and service.

Verb (abbreviation for verb) joint exchange rate

1. Goods

(1) Strengthen the display and collocation quality of individual commodities.

(2) Try it on and understand the various collocation methods of styles.

(3) Introduce preferential policies, sales activities and timely policies for purchasing goods through VIP.

2. Joint sales awareness

(1) Consciously try not to let customers bring single clothes into the fitting room.

(2) Don't wait beside the fitting room after the customer tries it on. You need to go to the store to match two or three sets of clothes as a backup.

3. When paying the bill, customers should have the awareness of recommending VIP cards.

(1) mentality

A. Recommend customers' understanding of their purchasing mentality through sales activities.

B establish customers' trust in shop assistants with warm and thoughtful service and promote joint sales.

C strengthen the joint consciousness of shopping guide, and serve wholeheartedly in the process of style recommendation and trading.

(2) store layout restrictions

The fitting room and the area around the cashier are set up. Example: Place a separate cargo pole next to the fitting room to show the matching accessories.

(3) Joint material reward and punishment system

A. Punishment system: It is reasonable according to the original reward and punishment system of the store.

B. reward system: in fact, everything is done with a purpose. In order to improve the joint rate, if relevant joint rewards are formulated, it will definitely get twice the result with half the effort. As for the reward amount, relevant incentive measures can be formulated in combination with local market demand.

Sixth, the rate of return

1. Remember the customer's appearance and related characteristics, and think what the customer thinks.

Every customer who enters the store should look at him carefully and remember his appearance or characteristics when he enters the store. When he comes for the third time, talk to her like a friend and let the customers remember. When I came for the fourth time, I greeted him very intimately, talked with him about family affairs, and tried every means to make customers stay in the store for a while to increase their buying opportunities.

2. Establish customer files and provide "warm heart" service for customers one by one.

For a long-term healthy store, the number of customers will inevitably increase. Even if the clerk has a good memory, it is impossible to remember every customer's name, age, occupation, preferences and habits, which are extremely important. Therefore, the establishment of customer files can not be ignored.

3. Retain customers with "preferential" services

On the basis of establishing customer files, according to different customer categories, you can set up loyalty cards, VIP cards, membership cards and other cards for gifts.

(1) continuously provide customers with information such as product listing and preferential treatment.

(2) constantly providing customers with product information will make customers think that the products of the store have been updated, which can increase their sense of identity with the store. The transmission of preferential information can directly improve the rate of customers entering the store and their consumption.

(3) Let customers enjoy the satisfaction and comfort brought by shopping.

(4) Let customers enjoy integrated services such as reading, music, video and tea. Careful service has made customers' impression and loyalty to the brand, so that customers can enjoy the enthusiasm from beginning to end in the whole consumption process.

4. Sound VIP system settings

A.VIP use principles, regulations and preferential policies.

B.VIP required option settings. (Instructions for use, VIP card, VIP file, VIP electronic database, etc. )

C.VIP after-sales service process and follow-up.

5.VIP maintenance

A. establish a VIP return visit system.

B.VIP late connection and style information transmission.

C. Daily SMS "Warm Heart" service.

D. Strictly implement VIP-related policies and safeguard VIP rights and interests. (such as points, birthday activities, holiday activities, gift execution).