While Black Friday, the official start to the holiday may still be over two weeks away, the reality is that the holidays have already begun. Or as they say in the Southwest airline's commercial - It's on!
I know many people are fundamentally opposed to acknowledging the holiday season before Thanksgiving. A friend of mine refuses to even discuss the holidays in his store before Thanksgiving. I believe this has hurt him in the past and I think that if he keeps it up it will hurt him even more this year.
It's on. Are you?
Consumers know that Black Friday will offer incredible deals. They also know that retailers are likely to have less inventory this holiday than previously. We're already hearing customers asking if something will be in stock this holiday. Scarcity could be as big a motivator as price this year.
My recommendation is to approach every customer today the same way you will on the day after Thanksgiving. Most retailers won't be thinking that way; that's why you're more successful than they are. Let them wait another two weeks while you maximize your early November.
Here are five ways to profit from treating every day like it's Black Friday:
1. Assume the customer is holiday shopping. Many customers won't be but studies show that over half of all consumers start their holiday shopping before Thanksgiving. Many started last year December 26. Your own assumptions have the biggest impact on your early November sales.
2. Suggest the customer do their holiday shopping while they (and you) have time to work together one-on-one. Isn't it more relaxing to do your holiday shopping when the crowds are minimal and the pace is slower? You can even offer to hum Christmas songs if that helps get them in the mood. I'm kidding. Or not.
3. Ask who else is on their shopping list. Just by getting the customer to mentally go through their holiday list you're able to create additional opportunities. This is a very simple and effective action that not enough retailers do.
4. Use scarcity to create urgency. As noted above, customers know that if they wait too long to make their purchase they may not find what they want or need. Don't use it as a scare tactic, but there's no reason not to mention it since it's probably the case.
5. Reward the customer for purchasing now. For those in a position to do so, offering a gift with purchase or some other reward for buying early is a great way to encourage customers to start their holiday shopping early. At the very least, offer to wrap the present at no charge.
The holiday season is on. Are you?
I know many people are fundamentally opposed to acknowledging the holiday season before Thanksgiving. A friend of mine refuses to even discuss the holidays in his store before Thanksgiving. I believe this has hurt him in the past and I think that if he keeps it up it will hurt him even more this year.
It's on. Are you?
Consumers know that Black Friday will offer incredible deals. They also know that retailers are likely to have less inventory this holiday than previously. We're already hearing customers asking if something will be in stock this holiday. Scarcity could be as big a motivator as price this year.
My recommendation is to approach every customer today the same way you will on the day after Thanksgiving. Most retailers won't be thinking that way; that's why you're more successful than they are. Let them wait another two weeks while you maximize your early November.
Here are five ways to profit from treating every day like it's Black Friday:
1. Assume the customer is holiday shopping. Many customers won't be but studies show that over half of all consumers start their holiday shopping before Thanksgiving. Many started last year December 26. Your own assumptions have the biggest impact on your early November sales.
2. Suggest the customer do their holiday shopping while they (and you) have time to work together one-on-one. Isn't it more relaxing to do your holiday shopping when the crowds are minimal and the pace is slower? You can even offer to hum Christmas songs if that helps get them in the mood. I'm kidding. Or not.
3. Ask who else is on their shopping list. Just by getting the customer to mentally go through their holiday list you're able to create additional opportunities. This is a very simple and effective action that not enough retailers do.
4. Use scarcity to create urgency. As noted above, customers know that if they wait too long to make their purchase they may not find what they want or need. Don't use it as a scare tactic, but there's no reason not to mention it since it's probably the case.
5. Reward the customer for purchasing now. For those in a position to do so, offering a gift with purchase or some other reward for buying early is a great way to encourage customers to start their holiday shopping early. At the very least, offer to wrap the present at no charge.
The holiday season is on. Are you?
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