Maximizing Holiday Sales: "The Five Cs"

The final quarter of the year is typically a fantastic time for small retailers to tap into consumer spending and end the year with a profit. Savvy retails know how to train their sales staff to maximize holiday sales.

As a retail management consultant, I often work with clients during fourth quarter to take advantage of spending growth. Here are five "MUST DOs" your on-the-floor sales staff should learn:

1) CONTACT:   Make eye contact with every person who comes into your store. It sounds like a no-brainer...but how many times have YOU gone into a business and no one even acknowledges your presence.  Even if you are busy with another customer, take just a second to make eye contact and say hello when someone walks in your front door.

2) COMPLIMENT: Say something NICE to the person coming in. "I love your jacket." "What a cute baby!" This simple statement can make your customer feel good about being around you and in your store. Be genuine. If your comment becomes routine your customer will know it.

3) COURTESY:  Offer to do something nice for your customer. It only takes a moment. "Can I tuck your packages behind the counter?" "Would you like to leave your coat on this chair?" If you are a jewelry store..."Can I clean your beautiful rings?  No Charge." Now I feel like I am going to be in your store for a bit, comfortably, and I can take time to browse and shop in a warm, inviting environment.  As a retailer, you, at this point, have spent no money to make your customer feel special and appreciated.

4) CONVERSATION:  Ask the customer how you might help them. Ask what brought them into your store. And this is a good time to point out any specials or new products you have in the store.

5) CLOSE: Close the deal. Sell something. Ask for the sale. You have heard it all. This is where your cash register will ring.  Be sure to give your customer your full attention when you are taking their money. Let them know how much you appreciate their business. And now give them a reason to come back.  "We have a new collection of those coming in next week."  "Here is a coupon for a discount when you come back." "Take this sample with you and if you like it, pick some up next time you are here."

These things seem like they should be second nature to anyone working directly with customers in a retail store, but they all too often are not. Train your staff now for holiday shoppers and reap the rewards long into 2015.

Judy Crockett
Retail Management Consultant
Interactive Marketing & Communication

Four Agencies Funded by 100 Women Who Care Manistee County

100 Women Who Care Manistee County raised $20,000 in four short, simple and effective one hour meetings during 2014 - - the first year the care group was organized. Four local agencies were awarded funding: Manistee Community Kitchen; SNAG Spay/Neuter Program; Matthew 25:35 Food Pantry; and most recently, Project Read Northwest.

Women who attended the meetings submitted the names of agencies to be funded. Through a process that included a random drawing the three agency presentation at each of the four quarterly meetings, the agencies were selected.

Beyond the charitable giving aspect of the Manistee County care group, the women learned more about the important work - -much of it volunteer work - going on the region as the agencies made their pitches for funding.

"The work being accomplished by volunteers in Manistee County is incredible," said Judy Crockett, owner of Manistee, Michigan-based Interactive Marketing & Communication and co-founder of the local care group. "We were all impressed by every pitch we heard. Every agency was deserving of funding."

The first year of the care group was nothing short of successful. Membership forms for 2015 are available now at womensnetworkmanistee.com and the group looks forward to growing their membership to a full 100 or more members.

100 Women Who Care Manistee County

Imagine the Power of 100 - - Imagine the Power of 100 Women Who Care in Manistee County...

              Imagine the Power of 100 Women Who Care, who gather together for one hour four times per year and contribute $100 each to support a deserving nonprofit organization in Manistee County. That’s the concept two area women were sharing when we formed a unique, planned-giving, fundraising care group.

            “The process is simple,” said Co-founder Judy Crockett. “In one hour, with 100 women involved, we can raise $10,000 for a local, deserving agency in Manistee County. Imagine the impact when we do that four times a year!”

            Members nominate an agency when they arrive at the meeting. Three agency names are drawn at random. Three members pitch the agencies. Members vote for one agency. The votes are counted and the agency receiving the most votes, is awarded the funds raised that evening.

            “It is a powerful concept,” said Jennie Marie Naffie, cofounder of the newly-formed Manistee County group. “I have been part of Women Who Care in Muskegon for nearly three years--since its inception. It is powerful--the first time I was there I cried because all I could think of was my mom Bette Naffie. She would have so loved this concept--it is organized, simple, and truly makes a difference. I challenge women in Manistee to show a powerful first meeting.”

            “We have all been part of long, fund-raising events that are often costly, time-consuming, and a wear on volunteers,” said Crockett. “And when it is over, the results often are hardly worth the time and effort. This group will make a huge impact in one hour with little effort and no expense.”

            The first meeting took place on Tuesday, January 21, 2014 at The Bungalow Inn on US 31 South of Manistee. The meeting started promptly at 5:30 pm and ended at 6:30 pm, however women were encouraged to come a bit early to get settled, and invited to stay afterwards for continued networking and fellowship. Women came prepared to write a check for $100 to the selected agency.

“All women were invited to attend the first meeting to give it a try without having to make a commitment”, said Naffie. “Additional meetings were held in April July and October. I love Manistee and all the people there who care about the community. I am amazed by the positive changes but know the nonprofits need help. Here is an objective, fair and great way to make a difference.”

            More information as well as a membership form is available online on Face Book  https://www.facebook.com/pages/Womens-Network/199507366741631 or send an email to womensnetworkmanistee@gmail.com