Are you engaged enough to be good enough for QVC?

QVC are brilliant at selling! Gaining a spot on QVC is like printing money, get it right and you can quite literally sit back and watch the orders roll in…

It’s impossible to be a success on QVC unless you are fully engaged with the customer.

For those of you who haven’t heard of QVC, it is a cable, satellite and broadcast television network and flagship shopping channel, specialising in televised home shopping. QVC broadcasts to more than 350 million households in seven countries, including channels in the UK, Germany, Japan, and Italy, along with a joint venture in China with China National Radio called CNR Mall.

So basically, customers buying through the T.V in the comfort of their own home. It is hugely popular with the 50 year old plus market and has massive customer loyalty.

As like buying on line, you don’t really know what you’re getting when purchasing something without physically touching or seeing it, which can be a risk, or simply frustrating when you have to return it. So why are QVC so successful? Where does that customers trust come from? The confidence to buy and feel like they have value for money…

They are simply feature and benefit experts!!

When QVC are displaying a product, they continually (and I mean continually…) talk about the features and benefits of the product, they use hand gestures (polite ones obviously), they touch and point at things, they switch things on, they demonstrate how they work…they even have guest presenters, who passionately talk about the product, which has huge impact on the buyer at home.

The presenters themselves are fantastic at building rapport with people, always thinking of what the customer is looking for, so the customer trusts what the presenter says. If it is their favourite presenter, and she ‘has one’, they want one! Which is a classic example of repeat and referral business. They are just brilliant at what they do.

Can you imagine if you were to act like QVC in your Dealership? Don’t get me wrong, we can’t fully operate the same way that they do…I don’t suggest that you tell your customers to stay home that day and set up a film crew in the showroom…but, if you were to focus on the features and benefits of the vehicle in the same way they do, with the knowledge, and the passion, touching certain aesthetics, getting excited about the product as you deliver the benefits, allowing your customer to feel like their choice is a great one and build that excitement…

Are you delivering FULL features and benefits?

I think we can all learn something from these selling experts at QVC. Check them out below for a great example…

https://www.qvcuk.com/Jocca-Whole-Body-Massage-Mattress.product.401555.html?sc=IROA

Get your team engaged!

Let me know if you order a mattress…

Laura