Chapter 46. Know what is happening in your city
A few years ago, a newly hired Sales Ambassador for a luxury brand was selling a higher volume than several senior members of the sales staff. We took him to lunch to find out more about his approach. Perhaps it was simply beginner's luck.
It turned out that one of the things he did systematically, whether the person purchased or not, was to share with customers what was happening in his city. He commented that whether he made the sale or not on their first visit, they often came back later to see him and to purchase. He noticed too that they would send friends.
Establishing a person-to-person relationship can sometimes be accomplished by being a source of information for your customers. Whether they are locals or foreigners, it is important to let them know about a new restaurant that has just opened, an exhibition or interesting sites they should see or visit in the area.
Other Sales Ambassadors have confirmed how important this is in making and keeping customer contact. Once again, it reaffirms your personal interest in the customer.
Sales Ambassadors' personal networks help them stay informed of what's going on in the area, and they often take it one step further. They keep a small stock of maps of the city and local guides to exhibits and specific shows that are playing.
Share your list of great places to go and things to do with your customers.
Get Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
