"NIN" Next Item Needed

I've had the opportunity to work with numerous retailers across the country from a wide set of industries. This article highlights how a single question can transform your ability to bring customers who have already purchased back into your store for more.

So what is it? Well first let's take a look at a simplified version of a normal sales process within a retail store.

Step 1: Greet and build a relationship

Step 2: Find out what the customer is looking for

Step 3: Close them on that product

Step 4: Hope they come back for more because of your great customer service....

Okay, I don't want to hurt anyone's feelings but chances are they aren't going to come back to your store just because of a great sales experience. You need to replace step 4 and really drive home a long-term relationship.

What step 4 should be: Find out what they will potentially need next from your store. The NIN or Next Item Needed

What am I talking about? Well here are some examples

Furniture Salesperson

• Hey, I appreciate you trusting us with your business today. Real quick, I saw you eyeing the new recliners we have. Is that something you'd be looking to add to the game room you were telling me about?

Jewelry Salesperson

• What a beautiful necklace you chose today. You're going to look vibrant in this! We always have a ton of great offers going on for our preferred clients. Is there anything specific you'd want in the future that I can keep an eye out for?

The goal is to find out what they want next. Giving you a real and personalized reason to follow up with them in the future and not with just some tacky sales promo. Take it one step further and make sure you get their birthdate or other special event coming up in their life and send the deal to them on that specific day.

Can you see how having this for all your sold customers will help you drive an increase in sales? At TraxSales we like to see our clients capture the "NIN" at least 35% of the time, anything under this and you're letting money flow out your doors.

Now it's time to take action over the next week and you'll love the results.

1. Ask your team to document NIN for as many sold customers as possible
2. Create personalized campaigns that invite these customers back into the store for their specific product of interest
3. Sell them.
4. ASK THEM AGAIN! What's your next item needed?
5. Rinse & repeat.

Spencer Mink - Retail Data Expert

Www.TraxSales.com