Selling products at a mall kiosk or RMU is very different from selling products at an inline store. Kiosks and RMUs typically have one person operating the business at any given time. Unlike inline stores where several employees wait to engage customers after they walk in, kiosk and RMU employees must engage passersby.
With so many kiosks, RMUs, and inline stores vying for mall customer’s attention, you may find it difficult to not only obtain a customer’s attention, but to retain the attention long enough to make a sale. Below are 5 tips to help you effectively sell products from your mall kiosk or RMU.
A successful visual presentation for a kiosk and RMU is one that:
It is a good idea to revisit your display and rearrange your products to find the most intriguing visual presentation. Changing your display will draw the attention of mall customers who have passed your kiosk several times and now notice something new. Passersby can easily ignore your display if it never changes.
Try featuring a product and changing the featured product throughout the week.
Keep your display simple. An overcrowded display can make it difficult for customers to see your individual products. Over stimulation from a crowded display can even cause customers to ignore your kiosk all together.
It is a good idea to train your employees on how to sell your products and engage customers. Speak to your employees about not looking distracted, not talking on their cell phones or texting, and not reading. An obviously distracted employee can make customers feel like they are intruding and the customer may just walk away.
Encourage your employees to make eye contact with customers and passersby to show that the employee is available. Have your employees smile and say hello to shoppers in a non-abrasive way. A friendly kiosk or RMU employee is more likely to make a sale than one who is not.
Staying customer focused might seem obvious, but many kiosk and RMU employees ignore this simple advice.
Don’t use a rehearsed script. Be familiar with the products in order to knowledgeably speak about them and show sincerity. A rehearsed script can make it appear that you do not care about the products and are only interestd in making a sale.
Your customers may have questions and may not feel comfortable asking them. Encourage your customers to ask questions and answer them honestly. This will show that the customers’ business is appreciated.
The most important way you can stay customer focused is by listening to your customers and what they have to say about your product. Create a conversation with your customers about your products and address any negative feedback they may have.
Take full advantage of the customer traffic around your kiosk or RMU. Have your employees pay attention to who is walking by and try to engage customers. If an employee is not paying attention and is reading, texting, or rearranging items, potential customers may pass by without the employee even noticing. It is very important to stay aware of customer traffic to help boost sales.
A well-organized kiosk or RMU display is likely to draw attention from passersby. To maximize your attention getting efforts, incorporate a video in your display.
A looped video about your product will pique interest, encouraging customers to watch the video and learn about your products.