How Can I Sell...I don't know EvErYtHiNg!

I have talked to a lot of new merchandisers this week who say they are waiting to start their business because they don’t know everything there is to know about their business yet.

 

Pro tip? I don’t know everything. And I’ve been doing this for a bit.

 

  What do you really need to know to get started? Do you need to know everything? Let me show you that you don’t. Look down at your feet. What kind of shoes are you wearing? Why did you buy them? Were they comfortable? Were they cute? Were they in fashion? Did they match an outfit that you needed to match? Most of us don’t need all the facts about a product to buy – you probably don’t know where your shoes were made, what they are made out of, right? You wanted to know “What’s in it for me?” and your customers do too. Simple. What’s in it for me.

 

You need to know why your customers might want your product and what is amazing about your product. Seems pretty simple right? Think about these four factors of a purchase: facts, benefits, solutions, and something amazing (a WOW factor). Your customers are most interested in the solutions and something amazing. They want to know what the product will do for them and why it is fantastic. You, as a merchandiser, feel that you should know the facts (nickel free, rhodium plated, etc.), and the benefits (looks like pricier brands but has a lower price point), but you’re going to hook your customers with solutions and WOW. Solution: makes that black dress you wear all the time POP. WOW: people will look at your jewelry and say wow.

 

            You also want to know your compensation package because that is going to motivate YOU. So real quick, as a Fast Starter in your first 60 days:

1)    50% off all pieces (but only one of each piece) (only for your first 30 days)

2)    $200 in credits for every $1000 sold

3)    Commissions are 25% of all sales up to $800 in one month; $800-$2999 is 30%; over $3000 is 35%

Once your Fast Start is over, it changes a little:

1)    30% off all pieces (except during new product launches you get 50% off the new products for a week or two weeks)

2)    $50 in credits for every $1000 sold

3)    Commissions are 25% of all sales up to $800 in one month; $800-$2999 is 30%; over $3000 is 35%

 

So you know what’s in it for you, let’s figure out what’s in it for your potential customer. Is it going to make her feel like a million bucks to wear that Torsade? Is it going to make her feel “put together” when she goes to the grocery store? Is it going to complete her jewelry ensemble for when she wears that New Year’s Eve dress?

How do we communicate this to a potential customer? You’re talking to Jenissa at a pop up and she is eyeing the Torsade on your table.

            You: It’s gorgeous isn’t it? It’s one of my favorite pieces.

            Jenissa: It is! But I don’t know what I would wear it with! Or where I’d wear it!

            You: That’s a great question. Do you have any parties coming up? A night out on the town? That’s a great piece to dress up the same dress that you wore a few weeks ago and make it feel new again.

            Jenissa: We have kids. We don’t go out much.

            You: Girl, I am right there with you. I think that if I had this necklace I would make a point to go out though – get me a babysitter, I’m getting dressed up tonight! Wouldn’t you love a date night?

            Jenissa: Sure! What would it go with?

            You: Here, let me show you – put it on with what you’re wearing right now. *Hands her a mirror* Now check that out. Dang girl, your sparkle is contagious!

 

While it may seem silly, what did we do there? We solved a problem (never getting to go out, not knowing what to wear it with) and gave her a WOW factor of making her feel sparkly. I bet if Jenissa bought the Torsade, she would MAKE a reason to go out. I know I would. Now if she didn’t buy, what would you suggest to her? You got it, hostess a party and let’s get you credits to get that dang Torsade! She doesn’t get to go out much, so bring the party to her and her friends at her house (or at a local restaurant or coffee spot).

 

To re-cap, do you need to know everything to start? Nope. You need to know why your customer should shop C+I and what she will get out of it. Will there be questions about what products are made out of? Sure. But you’ll learn that information as you go along. You don’t need to know it to start off your business. I promise. And if your first customer asks? Perfect answer: “That’s a really good question! I am brand new at this so let me find out for you!” They will appreciate your honesty and you’ll learn something new!

 

What was the first question a customer asked you about C+I? How did you answer it? Let me know – I love to hear your stories of your experiences!

XOXO,

Liz

 

It’s your friendly neighborhood Chloe + Isabel MM with some business tips! Have questions, want to set up a chat with me, or want me to talk about certain things in these weekly emails? Let me know! Send me a text or call me at 210-465-1894, Facebook message me, or email me! I want to hear from you and help you be successful in your business!