It is common that when we take on a new stockist that they will post on their Facebook that they are stocking Archies Flip Flops. In terms of letting people know you stock Archies, this works ok. However, for such a campaign to be really successful, you really need to have a massive database of followers. What is up to 100 times more effective is a ‘Like, Share and Comment’ competition for a free pair of Archies Flip Flops.
When this is done, you not only utilize your own followers, but you also tap into your follower friends and friends and friends. The reach can truly be astounding as it seems there are a lot of people who are prepared to do this for a free pair of flip flops. This not only is a great promotion of the flip flops but it’s also a great promotion for your business, so make sure your page is looking tip-top. We have seen businesses with only 100 or so followers achieve up to 500 likes and shares. Astounding!
How to do it: Use the Archies Image library (Marketing Resources tab) on the retailer website to choose the pictures that will be most suitable to your clientele. Post on your Facebook something along the lines of:
‘We are now stocking the awesome Archies Arch Support Flip Flops at XXXXXX Clinic / Store. The Physiotherapist designed flip flops have the same amount of support that you will find in an off the shelf orthotic, they have a tighter strap which reduces toe clawing and enables a more natural gait cycle, they are super comfy and they are the choice of flip flop for many of Australia’s elite athletes! We LOVE them at XXXX store clinic!
To go into the running to receive a FREE pair of these awesome Archies Flip Flops, simply do the following:
Simply like this post and our Facebook page.Share this post with one of your friends.Make sure you comment on the post as it helps identify the winner.
The winner will be drawn at the end of the week!
You then simply print of the names of the entrant and at the end of the week, put all the names in a hat and have a lucky draw for the winner.
If you already know that a customer thinks that the flip flops are comfy and there are other people around in the ‘sales arena’, it is always a great idea to ask them again in front of everyone:
“How do they feel?”
By getting the customer to say that they feel super comfy when you already know the answer is positive, gets customers that are in the area and are just looking to come over and see what all the fuss is about. It works an absolute treat!
Every time you see someone approaching the ‘sales arena’ or when talking to a customer, you should try to work out the person’s size, favorite color, the most likely arch profile as well as their foot width, so that when they try the flip flops on, the reaction from the customer is instantly positive!
For tips on how to pick someone’s color, see sales tip number 5.
It’s absolutely critical that the customers first impressions of Archies Flip Flops are instantly positive. People can be very quick to make up their mind, so you need to pay close attention to your customer’s body language and their verbal responses and adjust accordingly. If the size or strap tightness is not correct, then change it for them quickly as we want to avoid our customers getting the wrong impression of the flip flops. It’s important to remember that the strap of the flip flops is very easily and quickly stretched.
People are often amazed and are super impressed when you can pick their favorite color! While the customer is often quite baffled as to how you did this, in truth, it is very easy if you are paying attention and are observant.
People will give clues as to what their favorite color is by what they are wearing and how they look. So look at their clothing, their toe and finger nail polish, their current flip flop color and the degree of tanning of the skin etc for simple clues as to what color flip flops to get out for them to try on (see what they feel like!).
Someone wearing a black dress, black nail polish and black flip flops is highly likely going want a black flip flop, so don’t them get out a coral flip flop! Someone wearing a white dress may likely love it if you pull out a white flip flop for them and may love how it matches their dress. Someone who has coral color nail polish may love how a coral flip flop matches their nail polish and so on.
Other tips on getting the color right first up…Bright colors such as coral, mint, sky blue and white go well on people with tanned skin and they do not go well on people with light skin. For people with lighter colored skin, darker colors work better, so try black, navy, brown and so on. Men also almost always want black or navy and rarely ever want white (unless they are a young male, typically from the city!). While trying to pick the persons color doesn’t always work, by following these principles you are giving yourself the best possible chance for an instantly positive reaction and if you are busy, this will save you precious sales time!
When it comes to getting a patient or customer to try the flip flops on, we find it is better to use the wording, ‘Would you like to see what they feel like?’ rather than. ‘Would you like to try the flip flops on’. Using this wording implies that it is an experience to see what these amazing flip flops feel like and results in a very high uptake of your suggestion. We find that the wording of ‘Would you like to try them on?’ to be less successful as it implies there is some pressure or expectation to buy.
If someone comes in wearing typical flat flip flops, one of the best things you can do to instantly ‘convert’ the customer is to get the customer to go for a 5 meter walk in Archies and then immediately do the same walk in their old flip flops. Most of the time the difference is astounding and the customer will be an instant ‘convert!’
If someone has a bunion, while nothing other than surgery is going to change the deformation that has already developed, if poor bio-mechanics of the feet is a contributing factor, then having the most appropriate footwear and aiding optimal foot posture will help to slow the progression of the deformity and least provide some benefit over the alternative options of footwear.
As such, this is a great opportunity to educate the customer as to how having some support in their footwear can provide some benefit. This education also works extremely well if there was someone who was just looking or even a bi-stander who has no real interest in the product, as no one, wants to have an unsightly bunion! What is a bunion? What is a bunion? A bunion is when the big toe (hallux) / 1st metatarsal bends inwards.
There are a number of proposed causes of bunions such as it being hereditary, but poor footwear is definitely a contributing factor in many cases and lack of support in footwear is high on the list. When there is no support, if the foot rolls in, it squashes the toe over and inwards. When this happens repeatedly over a long-time period, it can result in permanent deformation. Having some support can help to stop the rolling in and help to take some load off the big toe. This is best done by physically demonstrating as you are describing it (If you happen to be wearing flip flops, it’s great to demonstrate the toe squashing in motion as the foot rolls in).
It goes without saying that it is vitally important that the reception staff have an understanding and are able to ‘vouch’ for the product through their own personal experience. Positive and enthusiastic reception staff that absolutely ‘rave’ about the flip flops can truly be your best sales assets! If they are well trained, your reception staff will be able to introduce the product to the customer while the patient is in the waiting room, this has the added bonus of killing some time for the patient if you are running behind schedule! The same also goes for your staff. How can you expect your staff to fully endorse and sell any product that they do not use themselves? So make sure that you encourage all of your staff that will be selling the flip flops to wear a pair themselves.
One of the biggest barriers to people under the age of 18 (and sometimes older) wanting to buy the flip flops is whether or not Archies Flip Flops are perceived cool as they do not want to be seen to buy some dorky brand. Archies Flip Flops are worn by many of Australia’s elite athletes and some of them are indeed some of Australia’s fussiest of ‘fashionistas’. So, if you have a kid who is hesitant about buying the flip flops, if you are able to find out there favorite sporting team and are able to mention that a player from that team wears the flip flops, then almost without fail they will end up begging their parents to buy the flip flops for them! For updates on some of the sports people that are wearing ‘Archies Flip Flops’ check out our Facebook and Instagram pages.
When you’re a bit stuck about what to say about the flip flops, the ‘using the flip flops as an in and around the house slipper’ works a treat! Customers love this idea! It’s also a particularly good script when someone says that they don’t normally wear flip flops. Simply say something along the lines of:
Many of the podiatrist that sell the flip flops simply recommend them as an in and around the house slipper. As the flip flops have same amount of support as a typical off the shelf orthotic, they will be perfect to wear in and around the house which will still enables you to get some great support but also give your feet some much needed fresh air. The soft foam material is great to help relieve some of the stress on the joints from being on hard tiles and floor boards. The flip flops also have a much tighter strap than normal flip flops which reduces toe clawing and allows the arch to activate correctly thereby promoting a more natural walking pattern. If you have the time, you should see what they feel like before you leave, once you get used to them you will never want to take them off your feet! Mary at reception will be able to help fit you out if you do decide you want to try them on’.
This is going to be less practical for Health Practices and may not always be feasible in a retail environment as you have other products to sell. However, when we sell Archies Flip Flops at Health and Fitness Events, we have a rule that no-one in the Archies Sales arena leaves without trying a pair of the flip flops on! This is because almost every time that someone tries on the flip flops, they end up buying them. So, if selling Archies Flip Flops is the goal, getting your customers to try them on is the number one priority. It’s easy to do when you approach this from the mindset that you are just trying to do your customers a favour as you just want them to experience the extreme comfort and the design benefits that Archies Flip Flops offer over other flip flops.
The quick ‘throw down’ technique is a sales technique that is more suited for retail environments (less so for Health practices) and can be used when someone is in a hurry or when you can sense that buying flip flops is not a priority for them. The other situation where this technique can work incredibly well is when a group of people approaches the sales arena and only one or two in the group are interested in buying the flip flops and the others are just standing out the back with their arms crossed.
As mentioned previously, an Archies salesperson it is absolutely critical that no one in the sales arena leaves without trying the flip flops on. The quick ‘throw down’ technique involves very quickly assessing the person’s foot size and getting them to very quickly try the flip flops on by quickly throwing the flip flops down in front of them. You need to add a bit of confidence, enthusiasm and charisma when doing this so that you do not come across as forceful.
I often say, “Here just quickly try them on while you are here, if nothing else to give us a bit of feedback about the product”. I emphasize the words “quickly” and “while you are here”. I find that this works most of the time and only about 1/10 will not actually try them on after you have done this.
While I admit, this is a bit “forward”, however, it often it gets people who had no real interest in buying the flip flops to become a happy purchaser and they will often come back and thank you for it. Remember, it’s all about getting people to experience the flip flops. Once the customer has tried them and you have provided the appropriate education, it is then up them to make the final decision whether or not to buy, you’re not ‘selling’, forcing or pressuring the person into doing anything.
The research has shown that non-verbal communication is far more accurate and truthful than what people verbally convey. You need to be aware of your own body language and the body language of your patients / customers when interacting with them. When you exhibit closed body language such as crossed arms the research has shown that people will subconsciously interpret you as being negative, they will develop a less favorable impression of you and they will be less open and receptive to what you are saying, you will sell less. You should always speak with open body language, with your arms apart and your palms facing forward. You should also be particularly aware of your customer’s body language, as if their arms are crossed or reinforced, it indicates that they are feeling nervous, apprehensive and are not open and receptive to what you are saying and doing. In this case, you need to find out what the cause of their apprehension is and solve it for them. Asking further questions and providing reassurance as necessary will often see the person adopt more open body postures as you solve their source of apprehension or objection.
When the person’s body language is closed, the scientific research shows that the mind basically closes as well and they will be less open and responsive to what you are saying. As crazy as it sounds, the simple act of getting them something to hold such as a flip flop puts them in a more open and receptive position to take on board what you are saying and selling! In this case, simply hand them a flip flop and say, ‘Here, have a feel how soft they are’.
Make sure you remember one of the key Archies key sales principles of ‘making a friend before you make a sale’. People DO NOT like to feel like they are being sold to. As such, always be super friendly and show the person you care and you are there to help them, irrespective of whether or not they buy the flip flops or not. We are doing this to help the person get an awesome flip flop, not just to get a sale!
To help make the most favorable impression on the customer, if possible and practical (e.g. you are not crazy busy) always try to get the person’s name at the start of the sales process and use this throughout. People like hearing their own name, they will like you more if you refer to them by name. The goal should always to be to have people to walk away have them tell their friends about how nice the people selling Archies Flip Flops were!