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  • Writer's pictureKatie Tame

How clienteling can help your sales strategy during an uncertain time for retail markets

Updated: Apr 23

The retail industry has been undergoing significant transformation and store closures have been a major trend. Due to various factors, including the rise of e-commerce, changing consumer behaviors and preferences, advancements in technology, and evolving market dynamics.


The retail industry as a whole continues to evolve and adapt. Some retailers are successfully navigating these challenges by embracing digital innovation, implementing omnichannel strategies, enhancing the in-store experience, and finding new ways to engage customers (clienteling).


By staying agile and responsive to changing consumer needs and market dynamics, retailers can position themselves for long-term success in a competitive environment.


Retailers can benefit from implementing clienteling strategies in 2023 to improve the current state of retail and mitigate the challenges associated with store closures. Clienteling, which focuses on personalized customer engagement and relationship-building, can offer several advantages:


  1. Enhanced Customer Experience: Clienteling allows retailers to provide personalized and tailored experiences to customers. By leveraging customer data, sales associates can understand individual preferences, purchase history, and other relevant information. This enables them to offer personalized recommendations, anticipate customer needs and create a more enjoyable shopping experience.

  2. Increased Customer Loyalty and Retention: Clienteling helps build stronger relationships between retailers and customers. By delivering personalized interactions and demonstrating a genuine understanding of their preferences, retailers can foster customer loyalty. Satisfied and loyal customers are more likely to continue shopping with a retailer and become advocates, which can help offset the impact of store closures.

  3. Improved Sales Performance: By leveraging clienteling techniques, retailers can increase their sales performance. Personalized recommendations based on customer preferences and history can lead to higher conversion rates and larger average order values. Clienteling also allows sales associates to proactively engage customers, suggest additional products and effectively cross-sell and upsell.

  4. Omnichannel Integration: Clienteling can bridge the gap between physical stores and digital channels, facilitating a seamless omnichannel experience. Sales associates can use clienteling tools and technologies to engage with customers across different touch points, whether it's in-store, online, or via mobile devices. This integration allows retailers to create consistent and personalized experiences throughout the customer journey.

  5. Customer Insights and Data Analysis: Clienteling provides valuable customer data and insights that retailers can analyze to make informed business decisions. By analyzing customer behavior, preferences and trends, retailers can identify opportunities for improvement, refine their product offerings and develop targeted marketing strategies. These insights can help retailers adapt to changing market conditions and make data-driven decisions.

  6. Mitigation of Store Closures: While clienteling alone may not prevent store closures, it can help retailers mitigate the impact. By focusing on personalized customer experiences, retailers can differentiate themselves from competitors, build customer loyalty and drive customer traffic to physical stores. Additionally, clienteling can support retailers' omnichannel strategies, allowing them to leverage both online and offline channels effectively.

In summary, implementing clienteling strategies can be beneficial for retailers in 2023 to improve the current state of retail and navigate the challenges associated with store closures. By focusing on personalized customer experiences, retailers can enhance customer loyalty, drive sales and create a competitive advantage in the evolving retail landscape.

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