Marianne Geiger: Eliciting Curiosity and Interest in the Introduction
Since we have rolled out CBC, I have developed a tactic to better elicit the emotion of curiosity in the introduction. The technique I have developed is to open by asking the CUSTOMER about CBC. “Did you notice all the bright colors when you walked in?” I ask. This almost always elicits the response, “Yes, I did. What’s that all about?” Basically, I get THEM to ASK ME to introduce them to it. It has been a great way to generate interest and curiosity, and is a great segue to explaining how CBC can make it easier for them to shop for a bed.
Marianne Geiger
Cincinnati Blue Angels Team Leader
Store Manager,
Mattress Firm, Kenwood 2015/8H
posted by Mattress Firm @ 1:42 PM
2 Comments
2 Comments:
Would love to see an update on CBC...I have heard rumors that this maybe rolled out to other stores...
Comfort by color sucks! Firm spent too much on this crap and it only confuses the customer. Who thinks this stuff up? Some overpaid marketing firm that clearly does not understand our business, or an overpaid executive who clearly has not worked on the floor before.
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