Equilibrar las expectativas de los clientes y los ambiciosos objetivos de ventas en el comercio minorista: ¿Puede encontrar la fórmula ganadora?

Just past buying details provide very limited insight into your customer. One need to know your customer demographics, customers types and their buying behaviour to correctly plan your product mix and store design , layout and visual merchandising. Brands that focus on customer experience and needs are long race horses. A penny less in short run gets you pounds in accumulated profits over the years.

Esse equilíbrio faz parte do nosso dia a dia, mas cada vez mais precisamos entender e satisfazer os nossos clientes, para que eles virem defensores da nossa marca e comprem nossos produtos ou usem nossos serviços. É preciso ouvi-los , seja através de meios formais ou através de conversas informais. Eles nos dizem muito sobre a gente. Ouvindo-os e atendendo suas necessidades, torna-se também mais fácil bater nossas metas!

When it comes to balancing customer expectations with sales goals, understanding your customers is the foundation. Insights from surveys, feedback, and past purchases give you a clear view of what your audience values. Tailoring your products or services to meet these needs not only boosts their experience but also strengthens loyalty. Satisfied customers tend to return, and they often recommend your brand to others, helping you achieve sales targets naturally.

La clave está en construir una relación sólida y transparente con el cliente, por lo que es fundamental escuchar y entender sus necesidades, al anticiparnos a sus deseos, podemos mejorar su experiencia de compra y así apostar a su fidelización. Capacitar al personal para que ofrezca un servicio de calidad también es importante, un equipo bien entrenado no solo cumple con las expectativas de nuestros clientes, sino que también puede identificar oportunidades de ventas adicionales de manera orgánica. Por último, establecer metas de ventas realistas, alineadas con la satisfacción del cliente, permite fomentar una cultura de servicio que prioriza la calidad sobre la cantidad y así ver a ventas y clientes como aliados.

The most important part of Simon Sinek's sales formula is understanding the WHY, and I truly believe that. With three years of experience in sales, I am not going to sell a comb to a bald person. The salesperson acts as a doctor to their customers, so they suggest medicines only to those who need them. Think about a long-term relationship. Push-selling is one method you can try if you want (a) deal.

Humans have an innate desire to be recognized and valued. Just as a waiter remembering your order makes you feel special, personalized marketing strategies create a strong connection between brands and customers. Cadbury, for example, successfully implemented this approach through customized product packaging. These personalized touches go a long way in making customers feel seen and appreciated. As a result, they're more likely to develop brand loyalty and make repeat purchases. In today's competitive market, personalization is key to standing out and fostering lasting consumer relationships.

The power of personalization in retail lies in making each customer feel uniquely valued. By using data insights to craft tailored experiences—whether it's through customized product suggestions, exclusive promotions, or loyalty rewards—you create a deeper connection with shoppers. This approach not only enhances their satisfaction but also boosts engagement and sales. When customers see that your brand understands their preferences and needs, they’re more likely to return and become loyal advocates, driving sustained growth.

Personalization is key in retail marketing. Using data analytics allows you to craft tailored experiences for each customer, whether through product recommendations, targeted deals, or loyalty rewards. When shoppers feel understood and appreciated, their satisfaction grows, leading to stronger sales. It's about making them feel like the brand truly knows them, which builds trust and encourages repeat purchases.

Para uma análise consistente é importante ter uma base de dados sólida. Já ouviu falar de “1st party”? Que tal aprender com seu próprio consumidor para aplicar em atividades de aquisição e escalar as vendas para públicos próximos aquele que você já conhece? Dados é a base para tomada de decisão sábia e controlada.

An example I've seen is that customers will come back repeatedly just because they don't have to mention what they need anymore ,they feel at home and special that you already know what they need

Strategic pricing plays a crucial role in balancing customer satisfaction and hitting sales targets. Using dynamic pricing models lets you adapt to changes in demand and inventory, while smart promotions and discounts draw customers in without lowering the value of your products. The key is to find the sweet spot where pricing entices purchases, yet still supports solid profit margins.

An example I've seen is that when you run promotions you end up making profit quicker in the sense that shoppers end up buying more products than they had planned because of the promotion price

An omnichannel approach is essential for creating a unified shopping experience across all platforms. Whether customers engage in-store, online, or via mobile apps, maintaining consistent service, pricing, and product availability is key. By offering a seamless transition between channels, you meet customers' needs wherever they are, improving convenience and satisfaction. This not only enhances their experience but also boosts sales across different touchpoints.

The interconnected retail environment meets customers where they are, boosting convenience, satisfaction, and sales across multiple channels. The abundance of choices, like 15 different hair product brands in one superstore aisle or online, signifies increased competition. In this landscape, every touchpoint matters. Brands must maintain consistency throughout the customer journey. A practical omnichannel approach integrates all shopping channels, creating a unified brand experience. This strategy enhances customer satisfaction and drives loyalty in an increasingly competitive market.

Employees are your brand's ambassadors, directly impacting customer experience. By investing in their training and providing them with the right tools, you empower them to deliver top-notch service. Engaged and motivated employees often go beyond their duties, leading to better customer satisfaction and higher sales. Plus, a well-prepared team can effectively upsell and cross-sell, helping you reach your sales goals.

Reconhecimento coletivo e individual o reconhecimento é essencial para aumentar o engajamento e desempenho ,seja no coletivo ou no individual ,ele impulsiona a moral da equipe e reforça o valor de cada um da equipe no sucesso do time.

Establishing a robust feedback loop is crucial in retail. By actively encouraging customer reviews and acting on their suggestions, businesses can continuously improve their offerings and customer experience. This approach serves two important purposes: 1. Enhancing the shopping experience based on real customer insights 2. Demonstrating to customers that their opinions are valued and heard For example, a clothing retailer might adjust their sizing based on customer feedback, or a grocery store might introduce new product lines suggested by shoppers. These actions show customers that the business is responsive and customer-centric.