This can also help you offer them something else, should the first shoe they’re drawn to not work. With an encyclopedic knowledge of everything you have to offer, you’re bound to find something that catches their eye.
Aim to greet and meet every customer that walks in your door. [3] X Research source Smile and get to them as soon as possible, but without pouncing, to start building a relationship. Give them a second to evaluate the store and then ask how their day is going and how you can help.
Have your customer try on both shoes and walk around in them. If the shoes slide up and down on their feet or pinch their toes, offer to grab a different size or style. [5] X Research source Run to storage and bring back the shoes requested, possibly also bringing back pairs that are slightly bigger or smaller, just in case (especially if they said sometimes they go back and forth between two sizes).
This goes double if you know of any shoes you don’t have on display. This is why it’s best to know your inventory like the back of your hand – there could be a sale in there that you wouldn’t otherwise make.
In today’s day and age, we’re used to having all the information at our fingertips. There’s an app for everything, answering all of our questions. But when it comes to the brick and mortar shoe store, you are the go-to guru. By giving them all information possible, you prevent them from returning the shoe, being unhappy with it and ensure they get what they’re looking for out of something they could use daily.
You’ll need a variety of shoes in just about every size, and multiples at that. This is a large investment, especially if you can’t sell them all. If you don’t have thousands of dollars to spend on fancy kicks, team up with an existing shoe seller that needs your expertise.
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List the manufacturer’s original size and its international equivalents. If the original size is not known, list length and width measurements inside and out. Describe the color, type (dress, casual, athletic, etc. ) and style (oxford, brogue, pump, etc. ) as accurately as possible. List the materials the shoe is made from and describe the method of construction if possible. If the shoes are not new, describe the condition specifically noting any flaws.
Get good photos taken of your shoes, hiring a photographer if you have to. They should be realistic, but flattering. Make sure each shoe is against a white background and every detail can be seen from various angles.
Let’s say a Steve Madden 9 may measure 9 and 3/4" while a Jimmy Choo 39 may measure 9 and 7/8". Small differences do matter, especially when buying through a screen. If you include the insole measurement it can save some back and forth questioning with buyers.
Include photos of any flaws or wear. This can help avoid an angry buyer down the line who may feel they were not well-informed and were duped. Small additions such as those to your listings can help avoid delayed contact with buyers or potential buyers who may have questions. The more complete your listing the more attractive it will be to others.
Sometimes you can ship items like shoes for less without the box. It’s always nice for buyers to have more than one shipping option. Allowing them to choose if they want the original shoe box or not is a good option for saving a little on shipping.
Shoes aren’t in the same category as a lot of other things – they’re something that customers are always looking for a discount on. If you’re having trouble selling a specific style, brand, or size of shoe, slap a discount sticker on it. You may see it fly off your shelves at its new cost.
That being said, for some people this can backfire. Try your best to read the customer. If they dress and act like they value being their own individual, you might want to stay away from the celebrities. Some people hear “Kim Kardashian” and they want to run in the opposite direction.
Customers need to be judged on their lifetime value, not the value of their current purchase. A high-roller that comes in spending $1,000 on one pair of shoes one time is less valuable than a lower-class customer that spends $50 on shoes once a month for the next few years. Keep this in mind when choosing which clients to gush over – it’s not as obvious as it seems.
Praise how the shoes look on, too. That is, if they look good. If they’re trying on multiple pairs, let them know which one looks best on them and why. Don’t be ridiculous. If you have customer that clearly just rolled out of bed, don’t compliment them on their hair and makeup. Talk to them about a shoe that compliments their hectic schedule and lather on the flattery when it slips on their foot. They look like they’re getting ready for the red carpet know, don’t they?
Try the “out of stock” trick. If you can see they are looking at a particular shoe, tell them you’ll see if you have any more in stock. Go in the back, wait a few minutes, and come out triumphant! Tell the customer this is the “last” in stock and they are so lucky!
If possible, give them incentive to come in again. Have a promotion running where if you buy a product now, next month you can buy another pair at 1/2 off. Aim to turn your new customers into returning customers. And the more memorable you make their customer experience, the more likely this is to happen.
