Research shows that the retail operation that interacts well with customers generally keeps them. Here's a trick the staff at Watters Garden Center in Prescott, Ariz., uses to get the ball rolling.
“This is my staff training: I teach them to find out what the customer’s favorite color is,” owner Ken Lain said. “It’s easy, what color is her blouse, her ring? Say it’s red; that’s her favorite color. Now it’s your job to show her our biggest margin red flowering plant.”
The strategy obviously has paid dividends. Watters has enjoyed a half century of success as one of Arizona's premier destination garden centers. And Lain was asked to be one of the keynote speakers at the recent Garden Center Success Seminar at the New England Grows Show in Boston. That's an impressive array of Cha-ching!
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