To sell more, you have to sell to more customers, more stuff, more often.

This is more true in resale/ thrift/ consignment retail than it is in “regular” retail, since we’re the ones with the signs that say Buy It Today/ It Won’t Be Here Tomorrow. After all, we’re a “new store every day” and “she who shops often, snags the best stuff!”

If you suspect that your shoppers would buy more, more often, pay attention to what your regulars aren’t telling you:

It’s not exactly Saks, is it? I mean, I know you’re into recycling odd fixtures and I don’t expect marble floors, but how much does it cost to dust and vacuum? If your shop’s this dirty, the merchandise can’t be too pristine can it? I’d love it if I could feel proud to be a regular, rather than feeling like I have to slink in without my snooty co-workers seeing me.

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I’d buy more if your dressing rooms were more pleasant to use. Scuffed walls, no place to put my purse or sit, lighting that makes me look like the undead. Not an experience I look forward to, so often I’ll skip trying something on…which means I won’t buy it. I wish there was just a hint of luxury and pampering in your dressing rooms.

Same old, same old. Your shop’s looked the same since I’ve been coming in. (And I can tell you, I’ve never ventured into that right rear corner…what’s there again?) Styles have changed, but your shop looks like it’s stuck in the 90s. Or maybe 80s? I’d love it if your refreshed your decor and your layout once in a while so I feel like you’re the happenin’ place.

Where’s the new stuff? The interesting stuff? I’d love to be able to drop in for a quick look while my honey’s at the auto parts store next door… but to find the good stuff, I have to hunt every rack which takes time. So a 10-minute visit just isn’t worth it. Guess I’ll go look at fan belts with him… even though I really could use some hip belts from you.

I come in a lot. How come no one ever acts like I’m a valued customer? I mean it’s nice that you say hi, but really…reciting the markdown colors to me every time, and never once saying hey Julie how’d the party go? I’d love if you remembered that I’m the lady who bought the 10-gallon punch bowl with 36 cups last week.

Related articles: 5 things your consignor won’t tell you and 5 things your NON-consignor won’t tell you