"NIN" Next Item Needed
Spencer Mink
Driving Retail Success Through Data-Driven Insights | Retail Analytics Expert
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
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Furniture Salesperson
Jewelry Salesperson
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.
Spencer Mink - Retail Data Expert
Jewelry eCommerce Expert, CEO at Valigara - We Are Hiring!
12 个月Loved it! Especially knowing how NINja you are in sales :)
Intriguing approach, Spencer—understanding customer needs is indeed key to driving sales, and the "Next Item Needed" concept seems like a valuable strategy to implement.