Another Scary Headline!
“Hawaii Retailers Show Less Confidence in Economy”
There’s one thing for sure; headlines like that will not help boost anyone’s confidence. I would prefer the headline for the same article to read:
“Hawaii Retailers Getting Creative to Overcome the Downturn in Visitor Numbers”
But then again I’m not focused on selling newspapers. My focus is on the survival of my clients in the face of the doom and gloom they are having thrust upon them almost daily. You bring about what you think about, and if you want to bring about prosperity you must displace all of this negativity with some positive thoughts.
It is also crucial for retailers and other businesses to start focusing more on the top line than the bottom line. Cutting costs and lowering margins can lead the way to failure. A strong selling effort will do just the opposite. This article said:
“Despite the numbers, store owners said they are using a variety of sales tactics to ride out the downturn.” The “tactics” mentioned were all about merchandise and price. Selling techniques and skills will get more results than “tactics” will. Lowering prices to attract customers will have a more negative impact on your bottom line than learning how to “sell” and preserving your rightful margins. That can be done, I help people do it every day.
I liked this quote by Jen Kunishima Sarsuelo, owner of Cottage by the Sea, Hawaii Doggie Bakery & Gift Shop and The Growing Nest; “It’s about setting ourselves apart from other competitors.” Now you’re talking! She went on to say, “Shopping is a very emotional experience and people want to feel good when there’s so much gloom and doom out there.” YEAH!
I challenge everyone to start looking for positive examples of selling success and spread those stories around. If you don’t know of any, call me, I have lots of them.
April 24th, 2009 at 5:21 am
I had a great customer service experience at Best Buy yesterday. I went in to buy a new telephone for my office. I was greeted within a minute of being there. The salesman positioned himself and observed. He then approached me and helped me select the proper telephone. I bought one of the most expensive phones because of his great salesmanship. He gave me enough information to make an intelligent buying decision. I will recommend Best Buy to everyone I know. I believed this salesperson really cared about helping me with this purchase. He even tried adding on accessories. It gives me hope that things are changing for the better.
April 25th, 2009 at 11:05 am
It’s so good to hear about a positive shopping experience. I wonder what the incentives are there.
April 25th, 2009 at 11:06 am
Ramona doesn’t live in Honolulu, that’s for sure!
May 1st, 2009 at 10:19 am
I agree with you on the “revised” version for the headline. Three weeks ago I was hired by Martin and MacArthur as their store manager for their new location at Ward Center opening later this summer. Michael Tam, our CEO, has a “golden rule” ~ 5/5. For those who are not familiar with this principle it simply means 5 seconds or 5 feet–you greet each customer as they enter your business. Providing the best customer service in Hawaii is allowing us the opportunity to open 4 new stores on four islands this year!
(see PBN- Friday May 1).