{"id":6072,"date":"2024-04-09T13:38:38","date_gmt":"2024-04-09T13:38:38","guid":{"rendered":"https:\/\/www.capkelenn.com\/sin-categorizar\/coaching-clienteling\/"},"modified":"2024-04-11T06:41:26","modified_gmt":"2024-04-11T06:41:26","slug":"coaching-clienteling","status":"publish","type":"post","link":"https:\/\/www.capkelenn.com\/en\/blog-en\/coaching-clienteling\/","title":{"rendered":"Coaching Clienteling"},"content":{"rendered":"

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What is Clienteling?<\/span><\/h2>\n

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Clienteling is quite simply a Retail marketing strategy based on active Client loyalty. It is the art of remaining in close contact with high-potential customers, in order to boost sales. In the luxury retail sector, the objective is to move from \u201cone to few\u201d to \u201cone to one\u201d and from \u201cone shot transactions\u201d into \u201clong term client relationships\u201d. <\/span><\/p>\n

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Is Clienteling only about tecnhology?<\/span><\/h2>\n

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Brands are now equipping their in-store salespeople with the latest technologies and clienteling solutions. Tablet in hand, the Client Advisor identifies their customers and welcomes them while accessing their purchase history, online and offline, their slightest preferences, tastes up to their latest likes on the web; as explained in Benoit Mah\u00e9 \u2019s book, this is\u00a0 <\/span>The connected sales person<\/span><\/a><\/p>\n

Technology is facilitating this 360\u00ba relationship ; clienteling software allows sales persons to offer all types of customer services such as click & collect in store, mobile payment without going through the checkout and access to online catalogs, practical advice, etc\u2026 To one condition! : the Client advisor, sales expert, must become the corner stone of the Consumer journey; the embodiment of the omnichannel relationship. And the store manager must coach the team on Clienteling.\u00a0\u00a0<\/span><\/p>\n

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7 TECHNIQUES FOR STORE MANAGERS TO COACH ON CLIENTELING<\/b><\/span><\/h2>\n

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(in grey, powerfull coaching questions)<\/b><\/span><\/p>\n

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1- Inspire and Role model:<\/b><\/span><\/h3>\n

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As a store manager, do you yourself practice effective clienteling? Are you a reference in your Client advisor\u2019s eyes?\u00a0<\/span><\/p>\n

And if you are a Country manager and visit a store, do you pronounce the name of your employee, and maybe their birthday, the same way as you\u2019d like them to do it with your clients ?\u00a0<\/span><\/p>\n

Don\u2019t pretend to develop a great Clienteling Consumer experience, if your Clienteling Employee experience is poor?<\/span><\/p>\n

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2- Data collection:<\/b><\/span><\/h3>\n

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\u00a0Is the first step to create long lasting relationship. Each client advisor is responsible for enriching their profile including lifestyle. To request data elegantly and naturally , not with this awkward hesitance. And capture on the CRM system\u00a0<\/span><\/p>\n

Incorrect email address or phone number affect the efficiency of clienteling.<\/span><\/p>\n