In this week’s installment of Real Salespeople Doing Real Well we’re meeting Karen V. from just outside Philadelphia, PA. Karen is a retail salesperson and specializes in Women’s Wear including clothing and accessories. According to her manager, Karen is the epitome of a professional in how she approaches her job each day with the right attitude and is constantly learning the latest in fashion trends and product lines. I spoke with Karen recently and I’ll let her tell her story:
“I really don’t feel like I do anything special,” she said. “I just treat people the way I would like to be treated. I always try to approach a customer with a smile because you never know what’s going on or why they’re buying new clothes. I try to ask questions about why they are looking for a new outfit or new shoes and have found that I really learn a lot. I mean, I’ve had people buying clothes for weddings, corporate parties and even funerals, so I have to have empathy and help them make the right decision.
Hopefully, I treat them in a way that they want to come back and do business with me again.”
Karen’s manager says that almost 50% of her business is her current clientele—a client base she’s developed in just over five years in the business!
“I had never sold anything before. I needed a job and wanted to do something that I enjoyed and something that helped people. I love clothes shopping, so I guess I kind of gravitated toward this. I can’t imagine ever doing anything else. I’ve made a lot of friends and have a lot of people that depend on me to help them keep up with the changes in fashions.”
First, how amazing is it that this lady has built a business in just over 5 years to where almost half her sales come from repeat customers? Secondly, did you notice that she couldn’t imagine doing anything else because she “has a lot of people depending on (her)”?
That is a definition of professional!
If you are in any kind of sales, take a page from Karen’s book and think about how lucky you are to be able to help people and how many of them actually depend on YOU—it will certainly change your perspective!
Question: How can you use Karen’s example and generate referral business? If you sell something that people are going to brag about to their friends, shouldn’t you want to let them know where they could get one (not exactly like it), too?