Anyone Can Do It! How to Create a Conversation Starter That Sells Products
・I want to recommend products, but I can't find the right moment.
・I don't want to be thought of as pushy.
・The conversation feels unnatural when I try to recommend products.
Are you struggling with these concerns?
It is easier to pattern the flow of conversation when recommending products.
Today, I will introduce a conversation starter for product recommendations that anyone can copy.
Before that,
let's start by understanding the important points for creating a conversation starter.
The number one point is ☝️
Eliminating the feeling of a sales pitch
Customers will become guarded and close their hearts the moment they sense even a little bit of a sales pitch.
Once their hearts are closed, they will never be interested in the products you recommend.
It is super important to recommend naturally without giving off the feeling that you are trying to sell.
For those who think, "That's easier said than done!"
please use the flow of the conversation starter I am introducing today exactly as it is.
The flow consists of the following 5 STEPS.
By utilizing these 5 STEPS, you can start recommending products to any customer.
STEP 1. Compliment the customer
STEP 2. Ask about their daily care routine
STEP 3. Draw out their concerns
STEP 4. Empathize with their concerns
STEP 5. Start with "For example..."
Seeing is believing.
It's faster to look at an actual conversation example, so I'll write it down.
Hairdresser: "You have lovely natural waves. I thought the way you had it loosely tied when you came in was very stylish."
(STEP 1 Compliment the customer)
Customer: "Oh no, not at all."
Hairdresser: "Do you do any care at home?"
(STEP 2 Ask about daily care routine)
Customer: "No, I haven't really been able to do anything. My child is still small, so bath time is always a rush."
Hairdresser: "I see. It's hard to find time for slow care when you have a small child, isn't it? Is there anything you're concerned about regarding your hair?"
(STEP 3 Draw out their concerns)
Customer: "Hmm, I wonder..."
Hairdresser: "At this time of year, many people are worried about dryness, and those with small children often struggle with split ends because they can't dry their hair properly. How about you?"
( STEP 3 Draw out their concerns)
Customer: "Oh, I definitely feel like dryness has been a concern lately."
Hairdresser: "Dryness is a concern, isn't it? I'm the type that gets dry easily, so I understand. It makes styling take longer, too."
(STEP 4 Empathize with concerns)
Hairdresser: "For example, are you familiar with XX shampoo? It's recommended for those who tend to get dry..."
(STEP 5 Start with 'For example...')
ーーーーーーーーーーーーーーーー
How was that?
Did you get a general idea?
I will explain this conversation in detail.
The number one point was "Eliminating the feeling of a sales pitch".
There are the following points to ensure you don't give off a sales pitch feeling.
・Do not ask about concerns abruptly (STEP 1 & 2)
When customers share their concerns, it becomes easier to recommend products that can solve them. However, if you ask about their concerns abruptly, 99% of the time it will end with, "I don't really have any..." Furthermore, they will realize that you are trying to sell them something.
Therefore, avoid asking about customer concerns abruptly. As in STEP 1 and 2, start by complimenting the customer, talking about their daily care routine, or starting from a different topic before gradually moving on to ask about their concerns.
・Formulate a hypothesis to make it easier to talk about concerns (STEP 3)
As I mentioned in the first point, even if you ask customers about their concerns, they often don't come up. This is because they may not know how to answer, or they may not even understand their own concerns themselves.
In such cases, use examples from other customers to make it easier for them to talk. For example, "At this time of year..." or "For moms with small children like you..."By using the concerns of customers with similar seasons or circumstancesas examples to form a hypothesis, you can help the customer recall their own concerns or make it easier for them to talk about them.
・Do not jump into recommendations immediately after hearing a concern (STEP 4)
Even if you are able to hear their concerns, it is a no-go to recommend a product immediately. It will feel like a sales pitch. Try to dig deeper into the customer's concerns, show empathy, and wait a little while before moving on to a recommendation.
・Do not be too formal with the "For example..." lead-in (STEP 5)
A lighter approach to recommendations makes it easier for customers to listen comfortably.
To create a "lightness" that isn't too formal, I recommend using the "For example..." lead-in.
Start by having them listen to product recommendations casually, and then engage in conversation that gradually increases their interest.
Note: Conversely, for those who already clearly have the feeling of "I want this product!", it is more effective to start with a lead-in like, "There is something I absolutely want to recommend to you today..."
That concludes the points on the conversation starters above.
If you polish your conversation starters, you can increase thenumber of times you recommend productsIf the number of recommendations increases, you can increase the
number of sales
Even if you don't make a sale, you can still geta reaction from the customer
By getting a reaction from the customer, you can findhints for your next attempt
Conversely,if you cannot start the conversation, nothing will begin.
"I want to recommend retail products, but I can't find the right moment."
If that sounds like you, please try putting today's content into practice.
Thank you for reading until the end today as well.
P.S.: ① Articles on increasing retail sales
P.S.: ② The best-selling article right now
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