Everyone needs shoes, and most of us have more than we need. But how can shoes be sold to those who already own them? Whether it is a shop or an online sale (we will analyze both cases), the answer is "with competence and a smile". Thanks to these two qualities you will acquire new customers who will remain loyal to you throughout your life, guaranteeing the success of your business.
Steps
Part 1 of 3: Selling Shoes in Person
Step 1. Learn about the product better than your customers
The customer comes to you for your knowledge, your expertise and the best assortment they can find on the market. In this situation you have to be the expert. It is not enough to show the shoes, but also to explain something new about the product. What material is it made of? Is it suitable for that season? What inspired the designer of the model?
You can also offer him something else, if the first pair of shoes he was attracted to don't meet his needs. Having an in-depth knowledge of everything you have to offer him, all you have to do is find something that catches his eye
Step 2. Know your clientele and what they are looking for
Over time, you will learn to recognize the various types of customers (in general, of course). You will be able to distinguish those who have a specific need from those who simply pass by to take a look, who knows exactly what they are looking for from those who have no clear ideas. Beyond that, don't hesitate to ask a few questions. Get to know your buyers. After all, the more information you have, the more time and money you can save!
Greet and meet the needs of every customer who enters the store. To start building a relationship, smile and get close to him as soon as possible, but not pounce on him. Give him a few seconds to evaluate the goods and then welcome him, asking him how you can help him
Step 3. Have the customer sit down to try on the shoes
Offer to measure both feet to make sure the size is 100% exact. Measurements may also vary from brand to brand. When he is seated, ask him what use he will use the shoes he intends to try on in order to identify his needs and serve him best.
Go to the warehouse and bring the shoes you requested, possibly even slightly larger or smaller sizes, if necessary (especially if he has pointed out that, sometimes, his foot oscillates between two sizes)
Step 4. Propose a series of choices
For example, a client is looking for a pair of heeled shoes, nude and opaque. He chooses a model and asks you if he can prove his size. While you go to get her, bring her a model that you think she will like based on her requests. Chances are she didn't even notice the other shoes in her rush to find the perfect footwear.
It's even more important if you know you have other shoes that aren't on display. This is why it makes sense to know inventory like the back of your hand, as there may be a sales opportunity that you might not otherwise be able to seize
Step 5. Inform the customer about the product
Explain the quality, the line, the comfort and the value of the product. This way you can offer them solutions and benefits. If you know various opinions about a particular shoe, expose them to new customers. Make them aware of the impressions of other buyers: for example, it is very comfortable or it is a model that has a more attractive style than others.
Nowadays we are used to having all kinds of information at hand. There is an application for everything that answers our questions. However, when it comes to personal relationship retailing, you are the genius who has all the answers. By giving all the information possible, you will prevent customers from returning your goods and being dissatisfied, but you will also ensure that they have what they are looking for and that they can use it every day
Part 2 of 3: Selling Shoes Over the Internet
Step 1. Find or create a shoe inventory
To sell shoes, of course you have to have shoes to sell! You can buy them directly from a distributor or pack them yourself. Just get them at a good price!
You will need a large assortment of shoes of all sizes and multiple pairs of each. This is a great investment, especially if you don't sell them all. If you don't have thousands of euros to invest in elegant footwear, you can join an existing shoe seller who needs your expertise
Step 2. Open an online store
With today's technology, almost everyone has the ability to do anything. You can advertise your products on the Internet whether you have three or 30,000 pairs of shoes to sell. Therefore, you will need a showcase. Here are the main ones to consider:
- Your website
- eBay
- Etsy
- Craigslist
- Google Shopping campaign
Step 3. Include all necessary details in the product description
Nobody will buy shoes if they don't get information about it. Not only will the absence of a description be a deterrent to purchase, it can also cause distrust in customers, leaving an impression of uncertainty about the website or ad. Readers may wonder why the seller purposely omitted the information. Here is what you need to consider:
- List original sizes and international equivalents as reported by the manufacturer. If you don't know the original measurements, list the length and width measurements, external as well as internal.
- Describe the color, style (smart, casual, sporty, etc.) and model (Oxford, Brogue, basketball, etc.) as accurately as possible.
- List the materials the shoe is made from and describe the manufacturing method, if possible.
- If the shoes are not new, describe their condition in detail, noting any defects.
Step 4. Photograph each shoe
Shoot clear and precise shots from all angles and show them in the best possible way. Measurements are essential only for the fit. Usually, shoe shoppers are more interested in style, so photos are very important.
Take great photos, even hiring a photographer if needed. The images must correspond to reality, but also be convincing. Make sure that each shoe is placed against a white background and that every detail can be seen from different angles
Step 5. Also report the specific differences for each brand
Sometimes, brands have measurements (length and width) that differ from the norm. If so, include these details, such as the internal dimensions of the shoe. It means measuring the inside of the shoe along the sole, from the heel to the toe. The 40 or 39 of one brand can differ significantly from the size of another.
Let's say a pair of size 40 Steve Maddens can actually match a 40 and 1/2, while a pair of size 39 Jimmy Choos can equate to a 40. Small differences matter, especially when buying via a screen. If you include the insole size, you can avoid unnecessary questions from buyers
Step 6. If the shoes are used, be honest
Regarding the condition of used shoes, offer accurate descriptions and documentation. If they are not new, you are not very precise in writing "under exploited" or "bargain!". He explains how they were used: ie, "worn a couple of times, some wear on the contact surface, small scratches on the heel, but the leather upper is intact". In this way, you will reassure the customer and give the impression of being a responsible and honest seller.
- Include photos of any defects or signs of wear. You will prevent the buyer from becoming angry later on, believing that they have been misinformed or even deceived.
- Small additions to your listing will help you avoid hesitating contact from buyers or prospects who may have questions. The more complete the ad, the more it will catch their attention.
Step 7. Set fair shipping prices
If the shoes are reasonably priced, but the shipping costs too much, customers will find somewhere else to spend their money. Offer several options, which can range from fast delivery to cheaper, but not as fast, service. And make sure the shoes can get to their destination without suffering any damage.
Sometimes it is possible to ship the shoes at a lower price if the package does not include the box. It is always interesting for buyers to have more than one delivery option. By giving them the option to choose whether they prefer the original shoe box or not, you will allow them to save on shipping costs
Step 8. Make some offers and promote your site
If you are a budding entrepreneur (and even if you are not), you will need to find a way for your shoes to reach the feet of potential customers. Make some offers on first purchases and customers who have already bought in the past. Buy advertising space on other websites, such as Facebook. Use word of mouth in your area so you can slowly expand your clientele.
Shoes don't fall into the same category as other items - it's an industry where customers are always looking for discounts. If you're having trouble selling a particular model, brand, or size, apply a discount. You will see the shoes fly off your shelves at the new set price
Part 3 of 3: Closing a Sale
Step 1. Throw out the name of a celebrity
With many people being essential when it comes to persuading them. We all want to be stylish, look cool, and look good. If you say that Kobe Bryant or Kim Kardashian, for example, wear a certain brand of shoes, there is a chance that you will pique the customer's interest. We often look to celebrities to get some insight into trends, and yours is the perfect situation to put that appeal to good use.
That said, with some people it can backfire. Do your best to understand the customer. If she dresses and behaves trying to enhance her individuality, perhaps it's best not to mention celebrities. Some people, only to hear the name of "Kim Kardashian", run in the opposite direction
Step 2. Befriend them
We've all had experiences with superficial, unfriendly salespeople who don't seem to want to sell the goods. As a customer, how do we behave in similar situations? Normally, we go away. In order to sell, you need to be friendly and personable. Tell about the pain that some particular type of shoe has caused you, if circumstances allow. Introduce yourself as a very knowledgeable person who has some experience in the footwear industry because even in this way you could have good sales opportunities. If you are friendly and open, customers will likely trust you more and come back to you in the future.
Consumers are judged by their overall value, not what they buy. A wasteful who only spends 1,000 euros once on a single pair of shoes is less valuable than a customer who has less money, but who spends 50 euros on a pair of shoes once a month every year. Keep this in mind when choosing which kind of customer to pay attention to - it's not as obvious as it sounds
Step 3. Give style appreciation
When a customer is considering which shoes to buy (or whether to buy them), don't hesitate to give them some compliments (as long as they're credible, of course). If he's wearing a rather elegant pair of shoes, he obviously likes to dress to impress. Flatter him, saying, "I see he has a lot of class" or something like that. If he's wearing a pair of Nikes, he's probably casual or sporty. Regardless of what he's wearing, give him some compliments. Tell him he needs to trust his taste when shopping.
- Also compliment how his shoes fit - that is, how good they fit. If he tries several pairs, tell him which ones suit him the most and why.
- Do not be ridiculous. If it's clear that a client just got out of bed, don't compliment her on her hair and makeup. Recommend a model that fits her busy life schedule and compliment her when she tries it. Looks ready for a red carpet, doesn't it?
Step 4. Take it easy
If a customer seems to be stalling, try giving them a reason to buy now. Maybe it is a special price that will last for a short time or a model that sells like hot cakes. It cannot wait. Otherwise, there is a risk that the article will no longer be available.
Try the "sold out" trick. If you understand that the customer is looking for a particular type of shoe, tell him that you will go and see if there is a pair left over in stock. Go to the back, wait a few minutes and come out triumphant! Tell the customer he was lucky because this is the "last" pair available
Step 5. Close the sale
When closing a sale, remember to thank the customer for their choice. Give him a business card, let him know about any upcoming promotions and tell him to come back in case of problems, so that you can solve them satisfactorily. The next time he needs a pair of shoes (or if friends ask him for a shoe shop), your name will be the first that comes to mind.
