How to Sell Home Decor

The key to selling anything is to know your target audience. Doing some basic research into your customer base will help you improve sales and increase profits. The main purchaser of home decor is a woman in her mid-30s to mid-50s who wants to create a warm and welcoming environment at her house. Educate your sales force about her wants and you will be able to sell more to each customer who walks into your store.

Difficulty: Moderately Easy

Instructions

1. When a woman walks into a home decor store, she is thinking about a number of different things. First and foremost, she has a reason for shopping. She may be looking for a gift for a friend, looking to decorate her house in general or she may be looking to decorate for a specific occasion or event. Within 30 seconds of entering the store, she should be asked for her reason for entering the store.

2. Once you find out her reason, steer her to items that help to meet her need. If she is looking for a gift, ask her a price range and about the recipient. A simple gift for a teacher or acquaintance could be a candle or some potpourri. To help her complete her gift, and sell more items, suggest a candleholder or potpourri bowl. For a close friend, a bigger gift should be purchased, such as a vase with a bold floral arrangement.

3. If she is purchasing home decor for her residence, suggest looking through new and seasonal items in the store. Focus on the current decorating trends to show her new and exciting styles. Ask her what colors and styles are currently being used in her home. See if she wants to find matching items or something totally new to add to her decor. Find out if she collects any items and would like to add to her collection. Through a basic interview process, you should be able to find a few items that would work for her home in your store.

Tips & Warnings

• Always build on the first item. If she picks a throw pillow, see if she needs another one to balance it and maybe a blanket to match. If she finds a lamp, see if she needs another item to place on the table next to it, such as a small vase. Of course, once you find a vase, a simple floral arrangement is needed, and so on. Make it a game to see how many items you can suggest to go with one original item--of course, do this as an employee exercise--not on customers.
• Treat your customers the way you want to be treated. You will be able to tell within the first few seconds of the conversation if the customer is open to conversation. She may just want to be left alone to search the store. If you see her in the same section for awhile, that may be a clue to you that you can come over and offer suggestions to help her shop.

References

• Mind Power News

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