ELEGANT - Styling Your Clients One Piece at a Time

Author

Kerri Bridgman

Date

May 2, 2025

E L E G A N T - Turn fitting room moments into lasting connections through expert curation.

Some things to keep in mind before diving in:

Do not look at people or customers or clients as numbers but know your numbers. Not everyone is going to buy every day.
There is a point in knowing when to steer your energy/efforts towards other customers. It can be challenging in the beginning to know when to move on but it comes easier once you notice the signs of someone who is truly window shopping or trying items on for fun.
An entire team of people spent countless hours bringing this product to life. Selling effectively is one of the most impactful things you can do as the sales associate.
You play a vital role in your customer’s shopping experience.

E - Engage and elevate

First 3 to 5 second interaction with someone. It is when they decide if they are going to speak to you or not, their initial assessment of you is based on your facial expressions and what you are wearing.

Try to be happy or at least smile.
No one goes shopping to stay in a bad mood.
LEARN THEIR NAME.

Use something they are wearing to remember their name. Repeat it back to them to make sure you heard it write.

L - Light up

The first time you say something to someone, in the world of retail sales there are 3 people:

People who want help now-this person is not a guaranteed sale. What they want exactly might not be available in the store or an option at all. They may need to be steered into something else which is almost more difficult
People who want help later- this person might come in wanting to browse without a specific idea in mind. They are potentially the easiest to start a conversation with because they come in with a more open mind and after a couple of minutes will generally open up. If you ask the right questions you can narrow down the options to show them in under 3 questions.

What are you up to this weekend?
Do you have any events coming up?
What is your day to day life like?

People who do not want help at all- this person often without saying so comes in on a mission. They may have it in their head that the sales person is just there for a goal or commission which honestly most sales associates are. There is a science to breaking down this barrier though. This is where the human connection is most important.

See if this person will engage in a day to day conversation with you. Some of them will not and that is okay.
If they will open up to you about a genuine compliment you give them they will probably open up about where they bought said item, or had their hair done, etc.

This is emotional selling that will play into the rest of the steps.
Being able to sell to this customer will bring the greatest reward.

E - Enhance Curiosity

You are the expert in your store or industry. Study what you’re selling.

Do not study stats. When someone is shopping they are looking to know how they are going to feel.
Know which pieces can go from day to night to boardroom. Know how the brands sizing usually runs.

Women unfortunately still look at the size on the tag. Know that a J. Crew XXXS is the same as Simkhai’s XS.
By knowing the brands in the store or the way your store’s sizing compares to other competitors.
If you as the sales associate know what the product is made of, where it is made and the fit you become the customer’s most valuable asset. Be the person that customer’s look to and for.

G - Go Beyond Basics

Now accessorize.

If they found 1 piece to love there are bound to be others. Throughout the first 3 steps there should be things you’ve learn about your customer’s lifestyle:

Where do they live
What do they like to do
Do they have kids
What does their average day look like

Take what you have learned about them and bring them pieces that fit their lifestyle.
Make functional outfits and style the customer.

Look to their facial reactions and what verbiage they’re using as your cues

A - Accentuate the Benefits

This does not mean talk them out of it.

This is the point in the sale where you go over what the customer has told you and you reiterate to them how this piece/ purchase benefits them.
Remembering details you have learned about them is important. Write these down somewhere during the interaction if you have to. (Definitely write them down after in your client book)

N - Nurture Trust

Exchange contact information.

If you’re in a store enter everything in the POS system
Reprint a copy of their receipt-it will help you keep track of what to suggest later over email/text, in their next visit or if something that comes in that reminds you of them
Keep your client book organized and accurate

T - Trust after sale

Reach out about a week later or date the event someone has to reach out and see how they are doing.

Keep a list of when you reach out and what you reach out about.
Make the conversations easy and light.

Within all of this is your interactions with significant others, children, other family members and friends. They will either be your biggest supporters or your worst nightmares. Turn your attention to each of them as your customer is. Often they are in the store either because your customer wants their opinion or they have been dragged along for the ride.

If your customer wants their opinion, then it has value. Listen to their concerns but also work as if they’re not there.
They might make negative comments about pieces that your customer really likes. Be the voice of encouragement if this is something the customer looks good in and their facial expressions show they really love.

Retail was just the beginning — follow along as the path expands to production and tech. 🪡