www.swimmingpoolnews.co.uk Think access
‘I can’t buy what I can’t get to’ – so ‘walk’ your showroom at wheelchair height too and see how it looks from there.
Be definite about your displays Don’t be timid. I find displaying in threes is very effective – it’s definite, looks balanced and gives an order to the overall look of the showroom.
Movers are shakers The eye is always drawn to movement, so can you have any working models on display? Moving water whether it’s a spa or a waterfall or a working pool display will attract attention and hopefully discussion which can lead to sales.
It’s all done with mirrors They can provide amazing effects when put along side a display making a small pool or spa a much grander affair – but they can also double your showroom by reflecting light, space and displays. They are particularly effective when framed in such a way that the edges of the mirror are not obvious but made to look like doors or windows or cover an entire wall or bay.
Label everything
An impulse sale can be lost as quickly as it could have been won because the customer couldn’t easily see the price. Price shelves, but also make sure items that are taken away from their natural habitat for displays are clearly priced and if they are not right next to their own retail selling space then a card that says you’ll find me in the pool accessories by the till (or similar) can be amazingly helpful.
It’s not just the eyes that have it
Lovely smells such as vanilla, chocolate, coffee, cookies, spiced apple are all good mood enhancing smells at this time of year so delight your customers’ senses by having those smells emanate from key selling areas (including your seated area for showing designs and talking through plans) and watch people
Pool&SpaIndustry DEC 2010 SPN
33
EXCLUSIVE READER OFFER
20% off all sales consultancy including ‘showroom analysis’ and 20% off ‘customer service’ and ‘sales’ in-house staff training days booked before July 2011. Just quote this article when booking.
I J Cannings & Son were the 2010 Winners of the Peter Geekie Award for Retail Excellence
linger for longer. And the ears play their part too. Running water is high on the list of mood enhancers and should be an absolute ‘gift’ for you. Try combining it with some gentle relaxation music in one or two areas of your showroom where you want people to browse. spn
i FOR FURTHER INFORMATION
F ELLERICH TRAINING LTD ( 01793 709709 :
ewatts@ellerich.co.uk
ABOUT THE AUTHOR:
Ellen started her career 26 years ago in retail management and management training and then later, in sales and sales management. She formed ElleRich Training Ltd in 1996 with her husband Richard. She still specialises both in customer service and sales training plus all the communication and management skills needed to support them.
She has written and delivered various courses such as customer care, presentation skills, sales techniques, telemarketing, leadership skills, call-centre and team building skills to many companies locally and nationally. She has spoken twice at SPATEX and in 2009 she was asked to judge the “Peter Geekie Award for Retail Excellence” for the National Pool & Spa Awards.
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60 |
Page 61 |
Page 62 |
Page 63 |
Page 64 |
Page 65 |
Page 66 |
Page 67 |
Page 68 |
Page 69 |
Page 70 |
Page 71 |
Page 72 |
Page 73 |
Page 74 |
Page 75 |
Page 76 |
Page 77 |
Page 78 |
Page 79 |
Page 80 |
Page 81 |
Page 82 |
Page 83 |
Page 84 |
Page 85 |
Page 86 |
Page 87 |
Page 88 |
Page 89 |
Page 90 |
Page 91 |
Page 92 |
Page 93 |
Page 94 |
Page 95 |
Page 96