Ensuring Successful Sales in Your Showroom

Music Sets the Tone: What do your tunes say about your business?

Music can have a powerful impact on people, from lifting a mood to inciting a memory. In a retail setting, the right music can mean the difference between the customer making a purchase and the customer leaving empty-handed.

• Tempo Matters: Research by the Association for Consumer Research concludes slower-paced music encourages consumers to spend more time in a store. Consider slowing down the tempo as this additional time spent shopping also correlates with increased sales.

• Match the Tag: It is important to consider the genre of music. The right music can set the tone for a store, making it seem more elegant, contemporary, or even modern.

• Set a Purpose: According to a paper published in Frontiers of Psychology, the response to music can be categorized into four psychological categories: social, emotional, cognitive and arousal. The right music can change the way a customer feels about a store.

• Provide Quality Sound: It isn’t necessary to invest in a sound system that breaks the bank, but setting up a boom box in the corner will not cut it. Ensure the music is played through a high-quality speaker system.

• Don’t Overdo It: The volume of music is crucial. In a lighting showroom, salespeople typically spend a lot of time conversing with customers. Music should serve as a background element; shoppers want to hear what they are being told and understand what they are being sold.

In our next issue, we will address greetings and tips for making your customers feel welcome. Happy selling!