Sephora, Ulta, even makeup counters at department stores, all give you the option of a different style of buyer/seller interaction. When you go into one of these stores you are greeted and are able to browse around and see all the different products, which for me means spending entirely too much time trying out the products as well.
With all of these products to try out, it seems rational for the employees to ask if you need any help or have any questions. While you’re covering your arms in highlighters, eyeshadows, lipsticks, foundations, and more, your significant other and/or family members are probably waiting outside being bored out of their minds, maybe even trying to convince you to not spend anymore money on makeup! I have certainly been through this situation, and I’ve come to realize that they want to keep you in that store for as long as possible. If you stay in the store, then you’re more likely to find a product among the hundreds they have to buy.
I was thinking about how the employees ask different types of questions in a makeup store, in comparison to a normal clothes retail store. The questions are much more personal than just “what brings you in today?” and they are more interested in getting to what you already have and use, than just making a sale of whatever is in the store. This type of selling is something I would consider as “personal” selling. I tend to find this more intrusive, but more useful. When we were discussing Clarity in class, I was contemplating how that must be a huge part of a makeup sales process.
Since the employees are focused on finding the problem that needs solved, I think they are intrinsically using a form of sales without even knowing it.
testacr22
This was a super interesting post! I never thought about how different they sell to customers at Sephora. They really do go for really personal questions fast. This can tell them what brands you like, how much you want to spend, and can really pinpoint pains of the customer. Very enlightening post!
I love that you mentioned how makeup sales reps specifically ask what products you already use. I always trust a rep that does this because it shows how much knowledge they have as far as mixing different formulas goes. I agree that this is definitely a form of personal selling, as it always feels like its all about you! Great post!