Make a Customer – Not a Sale!
Katherine Barchetti, a well-known upscale retailer, made this piece of advice a practice. And it’s one of my all-time favorite quotes from the world of sales.
Back in my days at Nordstrom, this was something that I took to heart.
When people came into the store, I didn’t look at them as though they were a number. All I did was stop, take an interest in who showed up, and ask myself, “How can I make her look, feel and be more confident?”
All I did was help every single person I saw feel powerful and confident by providing personal service and high-quality merchandise. And that was it.
When you look at a customer through that lens of service, it goes from, “Oh, how much money am I going to make off of this person” to “How can I make this person’s day by upgrading their wardrobe and making them feel special?”
So it’s not about making a sale. It’s about making a customer for life.