What are the best techniques for selling/marketing cosmetics in store?
I am starting a field marketing job tomorrow, located in a boots store and need to sell a large number of lipsticks for a well-known make up brand. What are the best ways to approach people without it being awkward, and without looking like I just want to sell? Any opening lines? How do you close a sale without being pushy? How would you like to be approached when you are browsing to try a new product?
Asked By: roseflowers - 7/9/2009
First and most important, if you are worried about rejection get out now! Second, expect to get a lot of "no's" before you get to the "yes's". If the "yes" comes early, great, ride the wave! Sales is not cut and dry. The "no's" are never personal, even though people can be rude, it's not meant for you personally. Next, be sure to always look most attractive, not too overwhelming to the population most likely to buy your brand. Where the lip products and keep them fresh as part of demonstration. So many times, I sold the colors I was wearing. Try to wear colors that will work for many.
Really important, you are not selling you are "sharing" and asking for opinions You must sell yourself first, and in a short period of time it is difficult, but can be done. Be natural in your approach and talk about how many people are catching on since you started that day.
It's important to find out what people value in a product. Meeting that criteria will help the product sell itself. If you get someone's attention and don't ask what formula's they prefer, what product types they prefer even what brands they prefer, you will have no information to create a comparison or simply plug in to meet their needs and preferences.
Ask "what brand do you currently use?" "have you used it long" "what do you like most about it?" Then you can share some information about your product that customers will value. Then, thank them for sharing and ask if your product is something that they would consider buying. You are not pushing, you are just asking a question based on comparison.
Get the products on them and make each person look spectacular with colors they prefer on themselves first, so ask, "what colors do you prefer to wear?" this way you are not pushing your opinion on them and they won't feel you are just trying to sell, but you care what they like. Hope this helps!
There a lot's of books on how to sell effectively. Find out your companies philosophy on selling and try to build on that. Also, try to talk to other people selling the product to see how they have become successful. You can ask your company "how do I become most successful at selling the products effectively?" " what approach works best" . Do the work! Learn the product and don't think you can stand there and look pretty and people will just buy from you. Most important, the close!! Put it out there...."are there any other products that you would like to tpurchase today?" "would you like to purchase these today?" It's a yes or no question, you are not pulling the wool over their eyes. Therefore, what's the worst that can happen? Mind your time management too....You can ask up front "did you come to this store specifically for these products today?" "with so many products on the market, what would you base your buying decisions on?" then plug in!!! SO,,,,you need to get some background info from the company, you need to ask questions first to find out what customers value and how they make decisions to buy, be careful not to over do it and spend too much time, have a plan of action and a goal for the day, without that, you usually settle for what ever you get an don't work as hard. Last, get personal information from each customer for your own mailing list and make personal phone calls to follow up on their satisfaction or send thank you notes. Develop those relatiohships! If you feel people will reject you, they will. Check out selling skills with Dale Carnegie and also John Maxwell...and Mary Kay Ash. Good Luck!
Answered By: susan - 7/9/2009