How to Engage Your Customer

Chris Sharma, is a personal shopper for Nordstrom. As the chain’s top performing salesperson for a number of years, Chris has exceeded $2 million in sales for the third year running. His’ entrepreneurial spirit was acknowledged by Blake W. Nordstrom, President of Nordstrom in the 2007 Annual Report. In How to Sell in a Lousy Economy, Chris shares 10 success factors that enable him to serve clients and deliver outstanding results for himself and his company:

  1. Create options for your customers and then let them make the choice.
  2. Identify your passion and live it intensely, so that there is no doubt in the customer’s mind that you care.
  3. Get to know your customer and focus on meeting their needs.
  4. Pay attention to after sales care, a small gesture could keep you top of mind when the client needs more of your goods and services.
  5. It’s not who you know, it’s about who knows you.
  6. Rather than focusing on a quick sale, look for opportunities to connect with people and build relationships.
  7. Become an expert – learn about your product or business.
  8. Set goals daily so you know what you want to do, this enables you to meet and surpass your goal.
  9. Be proactive about sharing new information with your customers, to keep them informed of trends.
  10. Rather offering help or selling to prospective customers, engage them in a conversation.

These success factors have contributed to Chris’ brilliant sales record. You can equally apply these lessons to persuade your stakeholders, pitch your ideas to management, position yourself in an interview, manage your career and gain your teams’ buy in.

How do you engage others?

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3 Responses to “How to Engage Your Customer”

Andrew Der says:

Great post, Michelle. Good advice for everyone, regardless of industry or job function.

Thank you Andrew. Enjoy the rest of the week!

Ladawn says:

This is great! It all boils down to being your personal best. If you take pride, others will notice and perceive you for the value you bring to the table. Thanks for sharing, I plan to share Chris’ “10 success factors” with family and friends.