Everyone needs shoes and many of us have more shoes than we really need. Do you know how to sell shoes to people who already have them? Both in-store and online sales (both discussed here,) the answer is with skill and a smile. Both of these things will turn new customers into repeat customers which guarantees the success of your business.
Step
Part 1 of 3: Selling Shoes Directly
Step 1. Get to know your product well
Your customers will ask for information, knowledge and the best shoes that will suit them best. In this situation, you must be able to become the expert. Don't just show them the shoes, but help them learn new things about this product. What materials are used? When were these shoes made? What inspired the creation of these shoes?
You can also offer them something else in case their first choice of shoes doesn't suit them. With your vast knowledge of whatever you have to offer, it's easy to find other shoes that they will be interested in
Step 2. Work to find out who your customers are and what they are looking for
Over time, you will gradually be able to identify the types of customers (in general of course.) You will be able to tell if they came for a specific purpose or just to look around, and also if you have to distinguish between customers who already know exactly what they are looking for. they are looking for and customers who have no choice at all. But most importantly, ask to find out what their needs are. The information you provide can certainly help them save time and money!
Make an effort to greet every customer who comes to your store. Smile and meet them immediately to build a relationship, but don't appear to be watching them. Let them browse your store and then ask how they are doing and what you can do to help
Step 3. Provide a seat to try on the shoes
Offer them to try on the shoes on both feet to make sure they are the right size. The size of each brand will also be different. When they sit down, ask them what these shoes will be used for so you can help them choose shoes that suit their needs and make them feel good.
Run to the storeroom and bring them the shoes they asked for, it's also a good idea to bring the same shoes a slightly larger or smaller size just in case (especially if their foot size is between two numbers.)
Step 4. Give options
Let's say there is a customer who comes to look for shoes with heels, skin color that is not shiny. They will choose and ask you to get shoes of the right size. When you pick up these shoes, also prepare several other pairs of shoes according to their request that they might like. They may not have time to see the other shoes because they are in a hurry to get the most appropriate shoes.
This method will provide double benefits if it turns out that there are shoes that you don't display in the store. This is the reason why you should know what shoes are in stock at all times because they may sell out if you display them in a store
Step 5. Explain your product to customers
Describe the quality, style, comfort and value of their appearance so that you can provide solutions and benefits for your customers. Also tell if there is feedback about the shoes they want to buy. For example, you could tell a customer that these shoes are very comfortable to wear, or that other customers like these shoes very much.
Nowadays, we can get any kind of information using just our fingertips. There is an app that can answer all your questions. However, if a customer has to come to the store, you have to be the teacher. By providing all the information your customers need, they don't have to return shoes they bought because they don't fit, and ensure that they can find what they can wear every day
Part 2 of 3: Selling Shoes Online
Step 1. Buy or make shoes for stock
You must have a stock of shoes in order to sell shoes. You can buy shoes directly from distributors or even make your own shoes. Make sure you buy shoes for stock at a reasonable price!
Provide various models of shoes with various sizes, and the number should be quite a lot. This is a great investment, especially if you can't sell them all at once. If you don't have enough funds to buy expensive shoes, join other shoe sellers who need your skills
Step 2. Open an online shoe store
With today's technological advances, almost everyone is able to do anything. Whether you have three or thirty thousand pairs of shoes for sale, you can buy these products online. You can also set up sales online, and there are a few key options such as:
- Create your own website
- eBay
- Etsy
- Craigslist
- Google Shopping promotion program
Step 3. Provide all the important details about your product
No one wants to buy shoes they don't know anything about. If your website does not provide complete information, not only will customers refuse to buy but your website will also look dubious and flawed. In addition, the question will arise why the seller deliberately did not provide information? There are a few things you need to consider:
- Provide information on the manufacturer's original size and the equivalent international size. If you don't know your actual size, include the length and width of the shoe for the inside and outside.
- Include the color, type (party shoes, casual, sports, etc.) and shoe style (loafers for men, high heels for women, etc.) in as much detail as possible.
- List the materials used and explain how the shoes were made, if possible.
- If the shoes are no longer new, describe their condition specifically, including if there are any defects.
Step 4. Attach several photos for each shoe
Take clear photos with good lighting from every angle and show them as much as possible. Size is required for fitting. Photographs are necessary because shoe buyers are usually more interested in seeing the model.
Use the services of a photographer if you want to take good photos. The shoes that you display must be in accordance with the actual conditions but attractive. Take a photo of each shoe against a white background and show the details from various angles
Step 5. Also give the differences of each brand specifically
Some brands have their own sizes (length and width) that are different from the normal size. For shoes like this, also provide detailed information such as the length of the insole of the shoe. This means that you should measure the length of the insole from the heel to the tip of the toe. Number 9 or 39 on certain brands can be very different from other brands.
For example, Steve Madden's shoe number 9 is 24.3 cm long, while Jimmy Choo's shoe number 39 is 24.6 cm long. Small differences can make a big difference, especially if purchased through a computer screen. By providing the size of the insole, you do not have to repeatedly answer the buyer's questions
Step 6. Explain honestly if the shoes you are selling have been worn
For shoes that are not new anymore because they have been used before, you must provide an explanation and documentation in accordance with the actual conditions. The term "used or used a few times" does not give an accurate description. Explain whether the shoe has been worn before, for example "it has been worn twice, slightly worn on the sole, there is a small scratch on the heel, but the upper sole is genuine leather." This will keep shoppers entertained and make you sound responsible and honest.
- Provide photos if there are any defects or wear on the shoes. This method will prevent angry buyers in the future because they feel they were not properly informed and cheated.
- Having information about small things to potential buyers can prevent delays in contact with buyers or potential buyers who want to ask questions. The more complete the information you provide, the more attractive your offer will be to others.
Step 7. Provide exact details about shipping costs
If your shoes are reasonably priced but shipping costs are too high, your customers will look elsewhere for better deals. Offer several options, very fast delivery, or a little cheaper but not too fast. Then, make sure that the shoes you send can be received without any damage.
Sometimes shoes can be shipped without boxes. Buyers will be happier if they can choose. So let them decide whether to ship the shoes in a box or not, to save on shipping costs
Step 8. Give special offers and introduce your site
For those of you who are just starting a business (even old ones,) try to get your shoes bought by potential customers. Provide special offers for customers who are buying for the first time and who have bought shoes several times. Perform paid advertising on websites like Facebook. Let the information about your shoe sales spread by word of mouth so that it becomes more widely known by your audience.
Shoes are not goods in the same category as other goods; shoe customers will always expect a discount. If you're having trouble selling shoes of a certain make, brand, or size, put a discount sticker on it. These shoes will be selling soon at a new price
Part 3 of 3: Realizing Sales
Step 1. List the name of a celebrity
Many people are impressionable and we all want to look fashionable, cool and attractive. For example, if you say that Kobe Bryant or Kim Kardashian also wears a certain brand of shoes, people will be more interested in knowing this. We often refer to celebrities about trends, and it's time to put this to good use.
For some, this can be bad. Try to get to know your customers well. If they prefer to dress up and act the way they are, you may want to avoid celebrity information. There are people who hear "Kim Kardashian" and try to avoid it
Step 2. Be their friend
We've all met salespeople who look lethargic, unfriendly, and don't seem to want to sell. As customers, what should we do in a situation like this? Leave it. In order to sell successfully, be a friendly and fun person. Talk about your own shoe problems if conditions allow. Make yourself into someone who knows a lot about shoes and has a lot of experience with selling shoes. If you are friendly and open, they will trust you and buy more shoes.
Approach to customers should be done by considering their buying patterns, not on the basis of the value of their purchases at this time. Buyers who come and then pay Rp. 10 million for a pair of shoes in one purchase transaction will be of less value when compared to customers who pay Rp. 500 thousand once every month for the next few years. Keep this in mind when selecting the clients you want to keep because it's not as easy as it looks
Step 3. Compliment by commenting on their style
When they are still confused about which shoes to buy (or want to buy all of them,) still give compliments. If they are wearing fancy shoes, their appearance is meant to impress others. Compliment them, for example, by saying, "I think you're a very classy person." If they're wearing Nike shoes, they're probably the type to look casual or active. Regardless of what they wear, praise them. They must feel confident in the purchasing decisions they make.
- Give compliments when they wear the shoes they want to buy. If they try on several pairs, tell them which shoe suits them best and why.
- Don't be stupid. If a customer looks like they just woke up, don't compliment them on their hair and makeup. Talk about shoes that fit into their hectic schedule and shower them with compliments when they wear the right shoes. With the shoes they choose, their appearance will be cooler, right?
Step 4. Create urgency
If any of your customers procrastinate, you can encourage them to make a decision and buy shoes right now. Maybe by offering a special discount that will end soon or by reminding them that the shoes they like might sell out quickly. In this way, they can no longer wait because if they keep procrastinating, they will not get it.
Try using the "out of stock" trick. If you see that they're looking for a particular shoe, say that you'll find out first if it's still in stock. Head to the warehouse, wait a few minutes, then come out again and show them the shoes saying they're the "last" stock and they're very lucky
Step 5. Complete this sale transaction
When you complete the sale, don't forget to thank the buyer for transacting with you. Give them your business card, inform them of upcoming sales promotions, and tell them if they have a problem, please come back and you will help them to be satisfied. Next time they need a shoe repair (or their friend needs a recommendation for a shoe,) your name will be the first to appear.
