- Share:
This is frequently repeated statement in our business yet I still find many health food stores only displaying products without ANY solutions.
People shopping in a health food store come in to either prevent or deal with a health issue. They also have family and friends who may benefit from the solutions you sell.
Unless you greet each customer as they enter your store and explain every solution you sell you will be limited by what they ask for, that is, if you get to speak to them.
Shelf signage and information THE SILENT EDUCATORS and SALES PEOPLE!
Tasteful, clean shelf signage clearly stating the solution for various products; Acne, Colds, Throat, Bladder, Stress, Gluten Free, Non GMO, Energy, et al…plus perhaps a sign stating ‘100% guarantee’ or ‘ask one of our certified nutritionists’….walk your aisles and write down every solution you sell. Do not be shy. Check your shelves …do you sell 100’s of solutions yet display only products?
Signs must be well designed and easy to read.
The other part of solution selling is providing your customers with information to help them understand the products better. Information also helps them participate in the solution.
Even if they do not at first purchase the product suggested information will help them make an informed choice for next time. Countless times I gave a customer information showing solutions only to have them come back and buy what was suggested plus more as they now understand the product benefits. An educated health shopper has better personal results, buys more and tells their friends!
The more ways you find to educate your customer on the solutions you have to offer the more your business will thrive!
Imagine a first time shopper comes in for Vitamin D having heard it is good to take on news. As she looks for Vitamin D she notices a sign for a natural safe sleeping aid. She has hardly slept in days. Then she sees a product for bladder control and makes a mental note to tell her Dad who is up frequently in the night.
At the checkout she is given information on the sleep aid she bought as well general information on solutions sold in the store. The information helps bring her back…
QUESTION: What are you doing to ensure customers keep coming back?
Related Articles
The Recommender
Perhaps the most important role in natural retailing is the role of the recommender… the person who helps choose which product will bring the greatest benefit and value to the end user, the consumer. Over the past five-plus decades, millions of Canadians have benefited from safe and effective natural products sold at local health food […]
Article
The Core Shopper
I believe the core shoppers of health food stores amount to about 15% of Canadians. I am unsure if this number of core shoppers is growing very fast, we just have far more choices of natural food, cosmetics, supplements and natural medicine for them to choose from. The core shoppers are fully engaged with the […]
Article
The Body Speaks Louder than Words
During a conversation, apparently, our words amount to only 7% of how the other person perceives what we are saying, our tone of voice [38%] and body language [55%] make up the rest. I guess it is the old story you will trust the mechanic with the most grease under his nails… Many books are […]