Anisha Riggs
If you're looking to sell fragrances at rue21, be prepared to push sales and hand out fragrance strips to every customer. The company is very focused on selling fragrances and has sales quotas in place. While there is no one best way to sell fragrances, some techniques include striking up small talk at the cash register, asking if customers would like to add on a fragrance, and quickly explaining the price and scent details. You can also hand customers a fragrance strip, telling them to try the best-selling fragrance. It's important to be friendly and engage in conversation to make customers feel comfortable. Additionally, showing off the benefits of rue21 fragrances, such as low prices and compact bottles, can help with sales.
| Characteristics | Values |
|---|---|
| Fragrance type | Rue21 has fragrances for men and women |
| Sales technique | Ask customers if they would like to try a fragrance, hand out fragrance strips, and explain the price and scent details |
| Sales culture | Rue21 has a strong focus on fragrance sales, and employees may be pressured to meet sales quotas |
| Employee experience | Mixed reviews, with some reporting a lack of support and job security issues, while others find it a fun first job with good coworkers |
| Customer experience | Some customers may find the sales approach pushy |
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What You'll Learn
Ask customers if they would like to try a fragrance
Asking customers if they would like to try a fragrance is a great way to increase sales and create a positive customer experience. Here are some tips to effectively sell fragrances by offering customers a chance to try them:
Initiating the Interaction
When a customer enters the store, it is important to welcome them warmly and make them feel comfortable. This can be achieved through friendly small talk, asking about their day, or offering assistance in finding what they are looking for. During this initial interaction, you can gauge their interest and ask if they would like to explore the fragrances. For example, you could say, "We have some wonderful new fragrances for the summer season. Would you like to give them a try?"
Offering Samples
Once the customer has shown interest, offer them a fragrance strip infused with the scent. You can also spray the fragrance into the air around the customer, creating a pleasant atmosphere. As they smell the fragrance, engage them in conversation about its key notes, ingredients, or the story behind its creation. For instance, "This fragrance has hints of vanilla and sandalwood, creating a warm and inviting scent."
Highlighting Benefits
While the customer is experiencing the fragrance, take the opportunity to highlight its unique benefits. For example, rue21 fragrances are known for their low prices and compact bottles, making them an excellent value proposition. You can also share your personal experience with the fragrance, expressing your favorite aspects and why you love it. This helps create a connection with the customer and increases their interest.
Suggesting Combinations
To further enhance the customer's experience, you can suggest fragrance combinations or mixes. This not only creates a unique scent but also showcases your knowledge and creativity. For instance, you could say, "This fragrance also blends beautifully with our fresh linen scent, creating a signature aroma."
Providing Information
As the customer interacts with the fragrance, provide them with key information such as price details and different sizes or variations available. This ensures they have a clear understanding of the product and can make an informed purchase decision.
Remember, when asking customers if they would like to try a fragrance, it is essential to be enthusiastic, knowledgeable, and persistent without being pushy. By creating a positive and comfortable environment, you can increase the chances of making a sale and provide an enjoyable shopping experience.
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Hand out scent strips
Handing out scent strips is a great way to introduce customers to new fragrances. Scent strips are small strips of pH-neutral paper used to test perfumes and scented body oils. They are a useful tool for customers to determine whether they like a scent or not.
Rue21 employees are encouraged to hand out scent strips to every customer. The strips can be used to showcase the best-selling fragrances or to highlight a particular fragrance the customer is interested in. The customer can then smell the strip to see if they like the scent.
Scent strips can also be used to create a blend of fragrances. This can be done by the salesperson or the customer. To do this, take two strips with equal amounts of different oils and hold them side by side, fanning them in front of the nose. If the combination is pleasing, a unique fragrance has been created! This is a 50-50 blend, but you can also experiment with other ratios to create 60-40 or 80-20 blends.
Scent strips are a useful tool for salespeople to showcase fragrances to customers without the need for the customer to spray multiple perfumes on their skin. This can help to avoid overwhelming the customer's sense of smell and allows them to test a variety of fragrances in a short space of time.
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Be friendly and build a rapport
Building a rapport with customers is an important part of selling fragrances at rue21. Here are some ways to be friendly and build a rapport with customers:
Be Friendly and Welcoming
A simple smile can go a long way in making customers feel welcomed and comfortable. It is a simple yet powerful non-verbal technique that can brighten someone's day and make you seem more accommodating. This is true even when speaking to customers over the phone. Greet customers with a smile and a friendly gesture, such as inviting them to take a seat.
Engage in Conversation
Use small talk to make customers feel at ease and build a connection. Pick light-hearted and relatable topics that are likely to be relevant to most people, such as seasonal topics or upcoming holidays. Ask open-ended questions to encourage customers to share more about themselves and their interests. For example, you could ask about their plans for the summer or if they are looking forward to an upcoming holiday. People generally enjoy talking about themselves, so creating opportunities for them to do so can help build rapport.
Find Common Ground
Look for common interests or shared experiences to create a sense of similarity and connection. This could be a favourite sports team, a hobby, a TV show, or even a mutual love for dogs. Finding common ground can make the interaction more personal and help break the ice.
Be Authentic and Empathetic
Show genuine interest in the customer's needs and concerns by actively listening and tailoring your approach to their responses. Be curious, empathetic, and authentic in your interactions. Address their questions or concerns, and provide just enough information to be helpful while leaving room for further discussion and questions. This allows you to guide the conversation while making the customer feel heard and valued.
Mirroring
Use mirroring techniques to build rapport by imitating the customer's tone, language, or volume level (within reason). This communicates that you are on the same page and creates a sense of affinity. Be careful not to overdo it, as you want to find a balance between building rapport and maintaining your authenticity.
By being friendly, welcoming, and genuine in your interactions, you can effectively build a rapport with customers and increase the chances of making a sale.
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Highlight the benefits of rue21 fragrances
When it comes to selling rue21 fragrances, there are several benefits that can be highlighted to potential customers. Firstly, rue21 offers a wide range of perfumes and colognes, with 28 different fragrances in their collection as of 2019. This variety gives customers plenty of options to choose from, allowing them to find a scent that suits their unique taste and personality.
Another advantage of rue21 fragrances is their affordability. Many customers are drawn to rue21 perfumes because they offer high-quality scents at a low price. This combination of quality and value is a significant selling point, especially for those who want to smell great without breaking the bank.
The compact size of rue21 fragrance bottles is also a notable benefit. The small bottles are convenient for customers who want to carry their favourite scent with them wherever they go. They are easy to slip into a purse or pocket, making them perfect for on-the-go touch-ups or for those who travel frequently.
In addition to their portability, rue21 fragrances are also versatile and customisable. Customers can mix and combine different fragrances to create unique, personalised scents. This feature adds a layer of creativity and individuality to the rue21 fragrance experience, allowing customers to express themselves through scent.
Lastly, rue21 fragrances have a strong cultural significance for many customers. Scents like the iconic rue21 Icon perfume evoke feelings of nostalgia, reminding people of their teen years and creating an emotional connection. This sentimental value is a powerful motivator for customers seeking to recapture fond memories or associate themselves with a particular era.
By emphasising these benefits, sales associates can effectively promote rue21 fragrances, showcasing how they offer not just a pleasant scent but also convenience, affordability, and a connection to cherished memories.
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$24.5
Spray the store frequently
Spraying the store frequently is an important tactic to sell fragrances at rue21. The scent of the store itself can attract customers and keep them inside the store for longer. This can be achieved by spraying the store's fragrances in the air, allowing the scent to linger and create a pleasant atmosphere that entices customers to make a purchase.
To effectively spray the store, sales associates should be equipped with the knowledge of the different fragrances offered by rue21. They should be able to identify the unique notes and combinations that make each fragrance distinctive. For example, the rue21 Fragrance for Men Sport features an on-trend blend of sandalwood, lemon, and sage. By understanding the composition of the fragrances, sales associates can better describe and promote the scents to potential customers.
Additionally, spraying fragrance strips that customers can take with them is a great way to physically remind them of the pleasant experience they had in the store. The fragrance strips serve as portable samples, allowing customers to experience the scent again after they have left the store. This can be a powerful trigger, evoking the positive emotions associated with the fragrance and increasing the likelihood of a purchase.
Spraying the store frequently is not just about the act of dispersing the fragrance but also about creating a holistic sensory experience for customers. The combination of visual merchandising, background music, and the scent of the fragrances can work together to craft a unique brand image and a memorable shopping journey. This multi-sensory approach to selling fragrances can be a powerful tool for rue21 to enhance brand recognition and foster customer loyalty.
Lastly, it is important to be mindful of the potential for fragrance overload. While spraying the store frequently is essential, it should be done in moderation to avoid overwhelming customers. Some customers may be sensitive to strong scents, so ensuring proper ventilation and a balanced distribution of fragrances throughout the store is crucial. By considering the comfort of all shoppers, rue21 can create an inviting and inclusive environment that appeals to a broader range of customers.
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