The down and dirty … How to love your customers.

Inspired by the traditional theme for February - LOVE, Let's ask ourselves:

“How can we show the love to our customers?”

WHY? Because when customers feel loved, they will speak highly about your business. Word of mouth is still the best kind of advertising! So let's get into the HEART of HOW? The answer is simple: Provide outstanding customer service. But HOW? Here are some HELPFUL TIPS:

BE SHOW READY! You only get one chance to impress.
Stand outside, in front of your store; CLOSE your eyes and take a deep breath. Pretend you've never seen your store before... Now, open your eyes! Do you see a clean, organized, presentable stage? Does your staff LOOK ready? Are they smiling? Prepare for everyday as if it's opening night... and remember that it's showtime every time a customer walks past (and hopefully inside) your store.


10-4 Good Buddy: How to make a customer feel important.
Within 10 feet of approaching a customer, make EYE contact; within 4 feet of approaching a customer, SAY something to the customer. After finishing a conversation or on departure, APPRECIATE your customer. Think of them as your GUEST. Once they feel comfortable, they WILL come back to see you! Yay, for repeat business!

Practice makes perfect you see! You must repeat after me!
Every other sales staff meeting should include 15 minutes of practice. Pair sales people with a partner; one will be the customer and one, the sales person (reverse roles after half the time). To properly train staff to answer common and ridiculous questions, practice answering with an upbeat tone while smiling with your eyes! Salespeople who master this will have a lasting impression on every customer.

In summary, when responsive and informative sales staff treat your customers with appreciation and are ready for every "opening day & night", you'll make a lasting impression. Not only will they be back for more, but your business will grow by customers spreading the word. See, LOVE does make the world go round and round!

HOW TO GET YOUR BUSINESS IN SHAPE

Now's the time!

It's not surprising that the #1 New Year resolution for Americans is “to get in shape”. Being fit and healthy has many rewards such as increased energy, improved stamina and greater zing!

 

Why not apply this to your business? 

 

Just like you, your business needs a new burst of energy every now and then. Your "healthy" efforts may even result in a financial boost through increased sales!!!

If a business “work out” plan was not one of your 2015 SMART goals (click to read article), here are some quick tips to get your lighting or gift store business in shape:

 

EVALUATE:  
Step back and look at your floor plan from your customer's perspective.

___ Is it easy for your customers to find what they need? Does it flow?
___ Is there adequate aisle space for movement? 
___ Is there a logical, yet creative pattern to your layout?
___ What can you do to make the shopping experience better for your customer?

 

UPDATE:  
Take a look at your store as though you are preparing for a photo shoot. Customers respond to something new even if it's simply re-merchandising and moving things around. They will get excited to come in to see what you have done and will probably notice something “new” whether it is or not!

___ Is it time for a new coat of paint?
___ Move lighting to focus on new products and different areas.
___ Plan for upcoming renovations if needed.

 

REFRESH: 
To keep customers coming back, you must introduce fresh merchandise. Shoppers love to discover the newest and latest items and be the first on the block to have one!

___ Make room for new products, lamps or shades purchased at market.
___ Develop a marketing plan to let customers know about new items.
___ Feature new products in windows and high traffic areas.
___ Inform staff on the features and benefits of new items.

 

IMPROVE: 
No matter how good we are at our business, we can always be better, especially when it comes to customer service.

___ Improve customer satisfaction: use an informal survey.
___Provide better info: Review signage, hang tags, etc.
___Implement a Customer First policy: set up staff training date to practice responses to most frequent customer questions.

 

ENERGIZE: 
Most of us love to be in the know and most love a party!

___ Organize your calendar of events for 2015! Maybe host an interior decorating class or room makeover workshop.
___ Keep customers excited with ongoing store news - personal and product updates through email, Facebook, Twitter. Help customers get to know you better!


Whether a personal or business goal, getting or staying in shape and developing a realistic plan are critical to a healthy future – physically, mentally and financially!  

Get started on your business' work-out plan TODAY!
It's never too late. 

Need help with ideas or implementing your marketing goals, contact AGS Business Development Solutions, marketing partner for AHS Lighting.

Are your 2015 Business Goals SMART?

Now that you're back from market inspired by all kinds of new products and ideas, be careful not to get bogged down before setting aside time to turn those ideas into SMART goals! What are SMART Goals? Well, listen up because they can lead you to great results for a stellar 2015! 

Specific

Set clear and specific goals.  Define exactly what you want your business to achieve with no ambiguities.

Meet Sally:  Sally really wants to grow sales this year, but knows just setting a revenue goal is unrealistic. She knows she needs to set some specific tasks - knowing that when her specific tasks get accomplished, she will see those results in the form of more sales. She also knows her goals should be:

Measurable

Sally can't measure happiness or how much her customers like something, but she can measure by quantity, attendance and sales! Benchmarks will show your progress and let you know when your goal is achieved.

Achievable

Sally likes realistic and attainable goals and she tries to have a good idea of the steps her business needs to take to achieve them. Don't set yourself up for failure with ridiculous and far fetched ideas. Like Sally, if you're honest with yourself, you'll understand and know what is doable as well as beneficial to your business.

Results

Celebrate successful results :) Pat yourself on the back and recognize all those who helped get you there. When you celebrate with everyone involved, they'll be ready to help you with your next SMART goal.

Timely

Time frames are a must. Set a specific deadline for when your goal should be achieved. Period. Whether it's three days, a year or 10 years. Your chance of succeeding doubles when you have a specific goal.

By taking the time NOW to define your goals using the above SMART guidelines you will be so much further ahead (and less frustrated) as the year progresses. Taking ACTION today will help you achieve better results TOMORROW.

Here are some sample SMART Goals that you can tweak to fit your business model and customer profile.

• Introduce one new lamp theme collection at the beginning of each quarter.
• Send one email per week that features three products every Tuesday.
• Interchange two to four displays in your store on the first Monday of every month.
• Host two events in 2015 - one charity related event in April, and a holiday one in November.
• Hold monthly product training sessions for sales staff.
• Offer a $100 sales bonus to the highest sales person in your store. 

 
If you need any help developing or implementing your SMART Goals, AHS Lighting & Home Decor recommends AGS Marketing for Action, Growth & Success.

IS YOUR STORE PROPERLY LIT???

Now that's a funny question to ask a store that sells lamps... or is it??? 

Research shows that proper and well placed lighting increases sales, not to mention safety and security. Customer behavior in retail stores is influenced significantly by perception and a sense of well-being. Light plays an important role in these two parameters. It conveys emotions and creates atmosphere, as well as making it easier for people to find their way around. We want customers to spend more time in the store shopping and ultimately making a purchase... or two!

So how do we get customers to spend more time with us? For years, you have recommended to your customers “the best lamp for the job”, so to speak, based on functionality, décor and illumination needs. But what about your own "house" ... your business? While some of you may have already fine tuned your store's lighting design, here are some tips on how to tweak the lighting in your store to improve your customer's shopping experience and ultimately sales!

• To make customers feel safe and secure, use warm white light. Although making the space seem smaller, it gives the customer a sense of familiarity. Suitable for bedroom or living room vignettes.

• Extend the amount of time customers spend in your store by using intermediate white light. Because it improves one's sense of well-being, it is strongly recommended for general lighting.

• Since contrast makes perception easier and heightens levels of attention, use pinpoint accent lighting that stands out from the surrounding homogeneous ambient lighting. Perfect for accenting signage.

• Put light sources close to the merchandise for greater visibility.

• Organize your light fixtures – chaotic patterns may confuse or fatigue your customers.

• For best brand and feature recognition, place quick turnover and impulse items under highly lit, color-corrected lighting.

• To improve safety, increase aisle illumination with spill light from the accented merchandise areas.

• Use accent lighting to feature merchandise in your windows, because it is often the customer’s first point of contact with your business. 
• Always leave on a light or two.  Even low luminance levels are sufficient to attract the curiosity of passers-by. It may be the spark that brings them in the next day!

WHAT NOT TO DO

• Don't accent everything. Contrast is necessary to create focal points.
• Make sure your lighting is not erratic or spotty. Ambient lighting is needed to clearly see the merchandise.
• Make sure your displays flow. Random fixture layouts cause visual chaos.
• With the year coming to an end, it's a good time to take a look at the lighting in your store to create the right atmosphere, keeping your customers in the store longer and coming back ! The result could be an increase in sales for 2015! Now that's a great gift.

May your holidays be luminous...

For a good night's sleep...TURN ON THE LIGHT!

HOW DOES LIGHT AFFECT YOUR SLEEP?

Liberty Floor Lamp

Did you know that better lighting in your customer's home and office will help them sleep better at night? A good night’s sleep makes for a more productive and active day, not to mention happier customers. Sleeping well keeps our memories sharp and our bodies in balance.

 Mariana Figueiro, associate professor at the Lighting Research Center of Rensselaer Polytechnic Institute in Troy, NY says, “as we lead more sedentary lives (at our desks, computers and in front of the TV) surrounded by dim indoor lighting, rather than outdoors in natural light, the quality of our sleep can be negatively impacted. Light quantity and quality impacts our circadian rhythms.” Circadian rhythm is our internal, 24.2 hour cycle of biochemical, physiological and behavioral processes... and every living thing has one!)



Remind your customers that keeping their circadian rhythm in balance with proper lighting is key

to peaceful slumber. Research has proven that a higher level of lighting during the day with reduced lighting at night is important for a good night's rest. A study was conducted with elderly patients with sleep disturbances and ADRD (Alzheimer's disease and related dementias), who typically are exposed to less natural and artificial light throughout the day. The results showed that when exposed to brighter light during daytime hours and less during the evening, these individuals slept better and were less agitated.

Antique White Liberty

If one can't spend more time outdoors, then more lighting should be placed throughout the house and office. Careful consideration should be given to the type of lighting you recommend and its placement to keep one's circadian rhythm in sync. Effective lighting should surround you... Ceiling lights are good for general lighting. Table and floor lamps are important for both task and overall light, while accent lamps create a desired ambiance and contribute to the character of the room.

Waterstone Glass Accent Lamp

 Help your customers choose lamps wisely, not only based on design but also function and level of illumination; because light, or the lack thereof, plays an enormous role in the regulation of our cycles, especially our sleep cycle. Customers will be thanking you for an improved quality of life as well as returning to purchase brighter bulbs!!

Here's to a healthy and beautifully lit home or office... a better night’s sleep and more cheerful customers this holiday season!