This morning after telling my husband about an overweight over-30s woman who came into our shop, and how I drew her out so that she would speak to me, he asked me if this method of drawing women out could be taught or learned. "Why not?" I responded. "You should teach it," he said.
So, for anyone interested...
SCENARIO: Middle-aged, overweight woman comes in to bike shop alone, begins looking at bikes. Shop employee approaches her with a smile, "Hi. How can I help you today?"
Her response: "Oh, I'm just looking..."
Shop employee smiles and says, "OK," and walks away. Woman continues looking at bikes. After a few minutes, woman wanders to the door and says, "Thanks," and leaves.
Sigh. Another lost opportunity.
THE WAY THINGS ARE:
1. Very very few women over the age of 30 are simply going to wander into a bike shop "just to look." She came there on purpose. Almost every woman, if she comes into your shop by herself, especially if she does not look athletic, is there because she wants to ride a bike. Remember this.
2. Most women are slightly uncomfortable in a bike shop, just like men can be uncomfortable at, say, a Tupperware party or a bridal shower. For most, it's simply not their element.
3. As the sales person, your job is to find ways to help people, especially women, feel at ease in the shop, to educate them, and help them find the bike that is best for them.
QUESTIONS TO ASK
1. "So, are you looking for a bike for yourself or someone else?"
This is safe. It assumes she's there to purchase, and if it's not about her, then you always have an opportunity later so ask whether she is a cyclist too or whether she wants to become one.
2. "When you think about what you want to do with the bike and where you want to go, what comes to mind?"
This helps both of you identify what she's looking for. It could be anything from a comfort bike to a road hybrid. Listen to her.
3. "Well, just like there are all kinds of vehicles for different tasks, there are different bicycles for different purposes. You get a Honda Civic if you're commuting a lot, but you get a Honda Element if you're going camping a lot. If you like, I can tell you a little about the different bikes and what they're designed to do best? One of those bikes is probably something like what you have in mind..." (Because she usually DOES have something in mind.)
HOW TO TALK TO THE OVERWEIGHT OVER-30S WOMAN IN YOUR SHOP
My conversation with the lady went like this:
Me: So are you looking for a bike for you or for a friend...?
Lady: Well, for me.
Me: Do you already have a bike?
Lady: No, no I don't.
Me: (big smile) Well, GOOD for you, for wanting to get out there!
Lady: (smiles) Yeah... thanks.
Me: So, when you think about what kinds of things you want to do, and where you want to go, what comes to mind?
Lady: Oh, gee, just kinda riding around, I guess.
Me: Do you see yourself riding along the Bay, or around the neighborhood, or maybe up the Coast? Or do you think you'd like trail riding?
Lady: Just, like, around the Bay, or around the neighborhood.
NOTE: She's just told me what she wants to do. Now to show her a bike that will do that.
Me: Well, there are a couple bikes that fit the description of what you're looking for... So, a "comfort bike" is designed for relaxed riding, like going around the Bay or on a groomed path. It's puts you in an upright position, almost like you're in an office chair.
Lady: Oh, I like that. I get pain in my low back sometimes, so I'm not really wanting to lean over.
Me: (we move to the comfort bikes) Well, there are two main kinds of comfort bikes; one with mountain wheels that are 26" tall, and ones with road wheels that are about 27" tall. Why that matters has to do with efficiency, and to some degree, your center of gravity on the bike.
[Explaining tire size and why it matters.] So, if you and I are having a race across the room, and I get the gallon drum (I make a motion like I am rolling something waist-high with my hands at shoulder width) and you get the tomato can (I make a quick rolling motion with my hands right next to each other), who's doing more work?
Lady: Oh, I see.
Me: So if you're looking for efficiency, or you want to cover any distances, you might prefer a road-style comfort bike. You may feel more comfortable on the mountain-style, though. If you're up for a test-ride today, you could ride them both and tell me which one you prefer...?
Lady: Oh, I'm not really dressed for a test ride today...
Me: (admittedly, she's not) Well, when you're ready, come in with some comfortable clothes and tennis shoes, we'll set you up for a test ride, I'll teach you how to shift and make sure you're comfortable on the bike.
Lady: That would be great, because I don't think I've ever seen these shifter things like this...
Me: Ya, know, the first time I walked into a bike shop, I pretty much pointed to a bike that I liked the color of and said, "I like that one," and he said, "But it's not your size," and I said, "Wait - you guys have sizes??" So don't be afraid of asking questions. That's what we're here for.
(Everyone has a quick story that identifies himself as a noob... and people appreciate that they're not alone.)
I gave her a business card, told her the days I work and that I'd be happy to work with her and help her find the bike she's looking for. Hopefully she'll be in again soon.
If you have found this helpful, have comments that would help make something like this helpful, or are intrigued in my ideas and would like to subscribe to my newsletter
please let me know. I love to teach, and if it gets more women on bikes, so much the better.
Thanks for reading,
sunny
So, for anyone interested...
SCENARIO: Middle-aged, overweight woman comes in to bike shop alone, begins looking at bikes. Shop employee approaches her with a smile, "Hi. How can I help you today?"
Her response: "Oh, I'm just looking..."
Shop employee smiles and says, "OK," and walks away. Woman continues looking at bikes. After a few minutes, woman wanders to the door and says, "Thanks," and leaves.
Sigh. Another lost opportunity.
THE WAY THINGS ARE:
1. Very very few women over the age of 30 are simply going to wander into a bike shop "just to look." She came there on purpose. Almost every woman, if she comes into your shop by herself, especially if she does not look athletic, is there because she wants to ride a bike. Remember this.
2. Most women are slightly uncomfortable in a bike shop, just like men can be uncomfortable at, say, a Tupperware party or a bridal shower. For most, it's simply not their element.
3. As the sales person, your job is to find ways to help people, especially women, feel at ease in the shop, to educate them, and help them find the bike that is best for them.
QUESTIONS TO ASK
1. "So, are you looking for a bike for yourself or someone else?"
This is safe. It assumes she's there to purchase, and if it's not about her, then you always have an opportunity later so ask whether she is a cyclist too or whether she wants to become one.
2. "When you think about what you want to do with the bike and where you want to go, what comes to mind?"
This helps both of you identify what she's looking for. It could be anything from a comfort bike to a road hybrid. Listen to her.
3. "Well, just like there are all kinds of vehicles for different tasks, there are different bicycles for different purposes. You get a Honda Civic if you're commuting a lot, but you get a Honda Element if you're going camping a lot. If you like, I can tell you a little about the different bikes and what they're designed to do best? One of those bikes is probably something like what you have in mind..." (Because she usually DOES have something in mind.)
HOW TO TALK TO THE OVERWEIGHT OVER-30S WOMAN IN YOUR SHOP
My conversation with the lady went like this:
Me: So are you looking for a bike for you or for a friend...?
Lady: Well, for me.
Me: Do you already have a bike?
Lady: No, no I don't.
Me: (big smile) Well, GOOD for you, for wanting to get out there!
Lady: (smiles) Yeah... thanks.
Me: So, when you think about what kinds of things you want to do, and where you want to go, what comes to mind?
Lady: Oh, gee, just kinda riding around, I guess.
Me: Do you see yourself riding along the Bay, or around the neighborhood, or maybe up the Coast? Or do you think you'd like trail riding?
Lady: Just, like, around the Bay, or around the neighborhood.
NOTE: She's just told me what she wants to do. Now to show her a bike that will do that.
Me: Well, there are a couple bikes that fit the description of what you're looking for... So, a "comfort bike" is designed for relaxed riding, like going around the Bay or on a groomed path. It's puts you in an upright position, almost like you're in an office chair.
Lady: Oh, I like that. I get pain in my low back sometimes, so I'm not really wanting to lean over.
Me: (we move to the comfort bikes) Well, there are two main kinds of comfort bikes; one with mountain wheels that are 26" tall, and ones with road wheels that are about 27" tall. Why that matters has to do with efficiency, and to some degree, your center of gravity on the bike.
[Explaining tire size and why it matters.] So, if you and I are having a race across the room, and I get the gallon drum (I make a motion like I am rolling something waist-high with my hands at shoulder width) and you get the tomato can (I make a quick rolling motion with my hands right next to each other), who's doing more work?
Lady: Oh, I see.
Me: So if you're looking for efficiency, or you want to cover any distances, you might prefer a road-style comfort bike. You may feel more comfortable on the mountain-style, though. If you're up for a test-ride today, you could ride them both and tell me which one you prefer...?
Lady: Oh, I'm not really dressed for a test ride today...
Me: (admittedly, she's not) Well, when you're ready, come in with some comfortable clothes and tennis shoes, we'll set you up for a test ride, I'll teach you how to shift and make sure you're comfortable on the bike.
Lady: That would be great, because I don't think I've ever seen these shifter things like this...
Me: Ya, know, the first time I walked into a bike shop, I pretty much pointed to a bike that I liked the color of and said, "I like that one," and he said, "But it's not your size," and I said, "Wait - you guys have sizes??" So don't be afraid of asking questions. That's what we're here for.
(Everyone has a quick story that identifies himself as a noob... and people appreciate that they're not alone.)
I gave her a business card, told her the days I work and that I'd be happy to work with her and help her find the bike she's looking for. Hopefully she'll be in again soon.
If you have found this helpful, have comments that would help make something like this helpful, or are intrigued in my ideas and would like to subscribe to my newsletter
please let me know. I love to teach, and if it gets more women on bikes, so much the better.Thanks for reading,
sunny
