The Budget Friendly Customer

Although there are jobs with commission–with customers who have admittedly deep-pockets–and other jobs which congratulate or reward employees with huge sales, there is an underlying truth which isn’t always discussed. You see, greeting customers is a random process, not as hard as winning the lottery, but roughly the same idea. You don’t know, when you walk up to a customer if they’re going to be rude, crude, and brusque–well sometimes you actually do. In any case, you also don’t know when you walk up to a customer if they’ll be money-bags or moth-balls–well sometimes you actually do.

So what’s the point? Even if you are a great salesperson, and you get a customer to spend their entire budget–let’s use percentiles–so 100% of their available budget. If the customer has $1000 to spend, than you’ve made some good money.  (Of course, if you make 3% commission on a $1000 sale, that’ s just $30, so you better get on with the selling!) Yet, if a customer only has a budget of $200, then you may or may not consider them cheap compared to the $1000 customer. If their budget is less than $100, then surely you’d be silently spitting upon them, right? This is the point, you can’t gauge the budget of a customer, you don’t know how much money they actually have to spend. So when you pat yourself on the back because you were able to make the customer spend $500, is that because of your skill or because it’s well within their budget?

I think it would make more sense if you consider a customer’s total budget, and how far into that budget you’re able to hit. because you can’t get a customer to spend $500 if they only have $200. If you get a customer with a budget of $1000 to spend $500, and you get a customer with $200 to spend the entire $200–which customer have you truly capitalized upon? Although I believe acknowledging sellers who hit high numbers, I also think we need to take into consideration if they just randomly hit the jackpot, or just ran into a customer who had a lot of money, and they just barely skimmed the edge of that budget.

I bring this up because of the power of money in retail. It makes the customers look at salespeople like they’re only worth as much as money is spent, but the same can be said about salespeople towards customers. In all reality, there is some respect to be found. There are some salespeople who find out how much their customers are able to spend, and help them work through that amount. This definitely takes a great deal of skill, because can you really help a customer find an outfit for less than $100? It’s ridiculously easy if they’re willing to spend $500. So just where does your skill really lay? Does it matter you can make huge sales? Or are you just ‘lucky’?

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Shoplifter: You Got Schooled

This day, we had three groups of shoplifters. One group stopped outside as I stared at them, and a coworker who was leaving even came in to tell me, and I told her I alerted the whole store already–they did not come in, but I did watch them dump tags into the trash outside. The second group didn’t see me, and turned around, finding me standing there. I partake in small conversation with them, then they speak in Portuguese, laugh, and leave. I was both glad and irritated I was working, because no one else was around, and even when I asked for support–I got none, people didn’t hear me, or people came when it was already over. I wonder if it’s free season to steal when I’m not working.

Finally, the group from my Exam arrived. I instantly recognized the woman, saying I needed support in the front because we have a tag-team in the store. I go on to describe what she’s wearing as I approach her. Then I see the other man–they are heading to the same corner as last week. I’m already irritated with shoplifters and disappointed with my coworker’s apparent lack of care that when these people do steal, they steal from our work hours. Today, I’m not here to pretend I’m talking to fake customers, nor am I interested in them trying to pretend they don’t speak English. I take them on face-to-face.

“Oh, hello again. You’re in the same corner as last time. The denim shorts you were looking at last Tuesday are on sale now. You should check them out again.”
“Wow, you remember us? You’re good!” The man looks at me and laughs.
“Yes, I have an IQ of 150.”
“Really? I have an IQ of 285.”
My face is blank as I reply, “It doesn’t go that high. But I do have a photographic memory, so I remember you quite well.”
He changes the subject discussing a tank top hanging nearby. I can see sweat on his forehead. I tell him it’s not popular, so no one is buying it, because they can’t figure out what to wear it with. Then our conversation ends, as he and his cohort walk out and leave.

I actually can’t handle too many shoplifters in one day, because my heartbeat instantly rises, my gut turns and my adrenaline pumps; I’m like a lion seeing a pack of jackals in my territory. My body automatically tenses up and I hide nearby, ready to pounce. Three groups of shoplifters made my body feel very tired, since I only got to feast on one group. Sometimes my body knows there are shoplifters even before I know.

I wonder if the Exam shoplifters will come again or if they already came when I wasn’t working. I hope I was able to make them disinterested in coming into my store again to face me. Each time they successfully steal, they get bolder thinking they can do it again. Scaring them away before they come in, like some of my coworkers, is also useless, because it doesn’t directly deter them. What I do confronting them, discussing with them what we both know they are doing, without accusing them of anything, that is what works. If you can’t scare them or make them sweat, then you’re just delaying their inevitability–to walk in and steal when no one is around. They do have time on their hands. I rather they be afraid I’m going to appear out of thin air, and devour them.

Shoplifter: You Can Just Close The Doors

I’m learning the code-words of my coworkers who don’t use the general terms. Normally I hear, “Do you need back-up?” which means, “Do you need help at the register?” Recently, I’ve heard, “Do you need help?” The first time I heard this, I ignored it, but later found out it was one coworker’s way of saying, “There are shoplifters!” Normally, we say something like, “Our friends are back!” Tonight, I heard the same statement, “Do you need help up there?” At first, I ignored it, then I realize this might be a signal.

I step out into the front, and there I see the two drag-queens and two coworkers standing there watching the shoplifters rifling through piles of clothes. I actually don’t know what’s going on, since my coworkers aren’t doing anything–I later found out they froze and didn’t know what to do. Plus, they said they haven’t been that close or seen how scary these drag-queens are. I’ve seen the big one dressed as a man, and trust me, the drag version is far less scary.

I came in whispering to one coworker, “Yay, this is going to be fun! I haven’t seen them in a while!” And I shout to the other coworker, “You know, you can just close the doors!”

The larger drag-queen stands up and looks at me, turning to the other one, “Let’s go!” They both get up and leave. I’m a little surprised I have that influence, since I know they were there a while already. I actually do have more enjoyment playing mind-games with the professionals. Games like “Peek-a-boo, I see you!” and “Hide-and-Go-Seek!” are so much fun. I actually want to throw a sensor in their bags when I pass by them for my amusement. And I cannot wait to cover my eyes and say, “Okay, go! I can’t see you!” Then open my eyes, “Oh, I can see you now!” while laughing like a madman.