When Customers are 'Just Looking'

"I'm just looking."

You're probably heard that phrase many times. Indeed, it no doubt rolls off your own tongue when a salesperson approaches and you're not ready for a conversation.

While "I'm just looking" sometimes means "go away and leave me alone", it more often means "I'm not ready to buy yet...but I will be later."

Knowing that fact is critical to your success.

Because sometime in the future they will be ready to buy.

The question then becomes: will you be ready to sell?

Unless you've kept in touch with them in the meantime, there's a good chance your customer will go somewhere else.

This is where newsletters (and other keep-in-touch marketing methods) are so valuable.

Because when you keep in contact with someone - not buy saying "ready to buy yet?" but by informing, educating and entertaining - they'll know where to come when the time is right.

[Picture by Rob!]

Comments

[Sales Training]

"Just looking" is the speech of an unconscious buyer. Start a conversation about something with that person.. such as throwing out a bit of a feeler but don't appear that you plan to stalk or stop them. Look busy! Feel free to mention your availability or nod to them about some special (that even you are going to take advantage of) that's going on today and let that simmer. Keep the conversation light. When they see something, you will be the one they look for so don't disappear!

[Business Communication]

I was thinking that the other day when I found myself saying the same thing at a retail shop. What I meant in my head when I said it was: "Ah, they do have people here for questions. Not now, speedy, but don't go too far!"