Instead of pitching apparel to your clients via a hanger, take the opportunity to wear some of the latest retail-inspired pieces offered by your suppliers. Only then can you provide a real testimonial of how the garment feels and wears. Also take advantage of the technology story that is available with some of these pieces by comparing them to more traditional apparel items that may not have heating or cooling technology, breathable properties, or moisture-wicking elements.
No matter the trend or details that are available from one style to the next, the most essential part of the conversation with your customer is to understand what they’re looking for in a garment. Only after knowing that need can you or your team meet and exceed the customers’ expectations. Choosing the right product available from your suppliers, in my opinion, is one of the most critical attributes that attract repeat business, as well as the key to building a long-lasting relationship with your customer.
—alphabroder
