1. "This isn’t about me. Why don’t you just look for a few moments and then we can talk about anything that interests you." (If you get this response, you’re talking to me OR someone that read this article.) If you point out fish, that’ll lead to the aquarium. If you point out an aquarium, you can then discuss the fish that can be housed there. (You don’t want someone at the store that excuses him/herself and walks to the front door of the store to see the vehicle you’re driving before they answer. I know stores that do this. I’ve done it.)
4. If you’d like I can introduce you to others that work here. (Even if this IS the best person, they’ll want you to choose.)
Question 5, if you get there… We get paid commission OR that’s my specialty area.
Now, here’s how to assess the responses. Assign points. Give someplace close to where you live or work more points just for being closer. Give the store more points if you felt comfortable there. Consider the location and parking. Is it safe and parking plentiful. If not deduct some points. If the driveway is messed up mention it. If you hear “it’s been like that for years” move on down the road. If it’s scheduled to be fixed give them another shot later.
Give the store extra points if you liked the employee more. You did get that employees name didn’t you? Of course, you got a business card, with his/her name and the current store hours. If you’re a networker you’ve exchanged cards. You also found out if they have a website. Few stores have their inventory on the site but use it for e-mail. E-mail allows time for a proper answer rather than one rushed by a crush of customers at the register or placement of a new fish shipment. Now, at least for a while, you’ve selected a winner.
(I have to admit I rewrote this several times to reject certain preset turnoffs that I have, little things, like I prefer shops to stores, non-commissioned to commissioned, and independent to chains. I’ve worked at import, wholesale, service, and retail levels. There are great people as well as scoundrels at each. I’ve designed and built pet and tropical fish specialty stores. It’s hard to find the right people to staff either store, especially when paying as little as possible to the employees in those positions. While working as an owner, manager or an employee at any of these levels I’ve been approached by TV or news personalities, doctors, surgeons and lawyers, all paid significantly more than I made, each expecting the same expertise that they provided their “clients.” Few, if any, gave any more than superficial thanks. Be different, after the sale is completed, wait for eye contact, then smile and say thank you. At least for those few seconds you’ve made them feel important. They’ll remember you.)
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