Andrew walked in and parked himself on the corner of the desk, "Okay Curt", he started, "we have about a half-hour before we unlock the door, and it looks like we're ready out there. Anything you need me to do back here?"
"Just the usual. Theresa will be here to open, and it's Matt's Monday." Curt replied, "Before either of us leaves today we should sit down and get serious about your ideas to maximize our customers."
"You mean squeeze every possible dollar out of 'em don't you?" Andrew quipped, "It's okay to say it when there's nobody around," he joked.
Curt shook his head, rolling his eyes, "I know that. I was just trying to say we're still doing a pretty good job of finding customers, but like you said, we need to make sure we're doing everything we can to try to help them buy more, more often."
"Today's good for me. I know we can sell more if we just do things to keep people thinking about us", Andrew said confidently, "You know the couple who bought the condo on the waterfront the week we opened?
"They came in yesterday to buy a gift card, and when they left I realized it's been at least 3 months since I'd seen either of them in here. That's our fault. They love our stuff! We know here they live! We know what they like! Why aren't we doing more to get them to come in more often?"
"Speaking of Gift Cards," Curt nodded, "Anne, the physical therapist who buys Greenspace candles just about every week? Last time she was in, I sold a gift card to a guy and she was like 'Wow, I didn't know you had gift certificates!' Ouch. I've been trying not to think about how much she probably spent on gift cards last year."
Every retailer knows they must provide all the retail basics simply to stay in business. But, after you've pulled together all the elements of a satisfying shopping experience, how do you motivate shoppers to buy?
