Ask Cindi

Everyone knows OKC Pearl Girl Cindi Shelby for megawatt style, excellent outfits, and awesome Instagram style, but did you know that she's also one of our Pearl Onboarding Coaches for New Stylists? When she illuminated her approach to styling, serving, and building relationships with new + existing clients on our recent panel, we loved what she had to say so much that we wanted to share it with you all—in case you didn't have time to stream the whole thing. Here are the top tips that Cindi used to sell an average of ~6 units to over 100 clients this fall (!).

making appointments

1. build personal relationships

The number one element in successfully making appointments is building personal relationships. So be out in the community, be visible, volunteer and make those connections. Be someone that she wants to be with...fun, positive, consistent, and knowledgeable.

2. BE BOLD!

This business is like a treasure hunt. You never know who is going to love shopping this way, so never hesitate to ask and don’t be afraid of the no’s because it gets you closer to a YES! It’s a numbers game. So simple: the more you contact, the more appointments you’ll make.

3. WORD OF MOUTH AND REFERRALS ARE INDISPENSABLE.

Most women love to help other women, so ask friends/customers who else might be interested. You want to create “raving fans”. Don’t be good, be great! Go the extra mile ALWAYS. Your service level should go beyond the norm. I promise they’ll tell their friends!

4. BE OBSERVANT

What’s her style? What are her activities, her interests? What events and trips are coming up? Then you can be specific with suggested outfits to help get her in the door.

5. treat each woman individually

You never know what approach is going to resonate with her. That’s why layering “touches” before the show is so critical - email, phone call, text, social media.

INCREASE UNITS PER CUSTOMER

• - Always take a few more items to the fitting room than what the client selects herself. Bring additional pieces in her size to show all options. Not everyone can visualize how something will look.
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• - Don’t leave her alone in the dressing room, but actively direct the trying on process. Have her start with separates that are sampled in her size and end with dresses. This gives you a better chance of selling multiples, not just a one and done situation!
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• - Throw in a scarf without fail! It’s the easiest add-on there is and ours are so beautiful. Scarves can create a pulled together look with two solid colors like periwinkle and olive. Don’t assume she won’t wear one, she may
  surprise you!
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• - At the closing, lay it all out and show her how she can make
  multiple outfits while you review the sizes you decided were best for each item. Don’t let her go home with “orphans." But never oversell. You want her to come back. Stay in the moment to help her make the best decisions and gaining her trust. Of course, keep a list of what she passed on to refer to later.

HOT & IN STOCK

Strategic Selling with Arianna

With the launch of our new Winter capsule, you have a fresh crop of gorgeous pieces with inventory to BOOT! As clients make their way back in your door—or enter for the first time—it's crucial to sell strategically. Focus on what you have in stock (LOTS!) and remember "Low Inventory" in some styles is just another way to say: there are SO many fabulous looks waiting to be explored, styled, re-imagined, and rocked. Here are some guidelines from Styling Wizard Arianna on making the most of your Winter/Fall show stock levels:


- Study the inventory report before appointments! We all know the struggle when a client falls in love with something only to be added to the wishlist.
- Focus on new Winter styles, adding in Fall workhorse items like the leather Chloe pant in Chestnut, fabulous knit styles, and other high-inventory classics.
- Be flexible with sizing and take advantage of how much is offered in xs - xl this season.
- Don't show what you don't have. Know your clients' sizes before she arrives and if something is sold out in her size, put it away for her appointment! There are plenty of pieces she CAN fall in love with without being disappointed with that "one sold out item."
- Be strategic! You are the expert and can advise a client to go in a different direction—whether that is a similar style or another colorway, you can guide your clients towards high inventory styles that feel new for her closet.