If you work in retail, you may be well aware of the importance of steering shoppers to the fitting room soon after they have entered the store. There’s an excellent reason for that – customers make the final purchase decision on an apparel purchase in the fitting room. And that’s just for the items that caught their eye from the window.
Once a customer is in the fitting room, they are a captive audience. However, it’s important to make sure they don’t feel trapped. There’s a fine line between attentive and annoying, and sales associates must learn how to stay well back of that line.
The most successful retailers take advantage of a customer’s time in the fitting room by encouraging them to turn that purchase of a single item into a larger sale. How exactly do they do that? Through the fine art of upselling and cross-selling!