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How to make money by selling sports shoes. How to open a shoe store? - Where do the supplies come from?

To many store owners and outlets often the question arises of how to sell shoes. This product is quite a popular product among consumers. Therefore, you should carefully study all the subtleties of marketing. different types shoes.

Whether you're trying to sell a pair of smart shoes or practical sneakers, there are plenty of ways to maximize your profits. We present a few simple rules that will help you achieve the desired result. So how do you sell shoes?

Sales preparation

For successful sale shoes need to do a lot of work. After all, it is well-thought-out preparation that will help to make a successful sale of the existing product. But it is worth remembering that preparing for the sale of new and used shoes will differ in its complexity. First you need to decide where to sell shoes.

Features of the sale of new and used shoes

If you are selling a brand new pair of shoes, they do not require cleaning or Maintenance. The only point: if they have been stored in a warehouse or in a box for a long time, then it may be necessary to wipe off the accumulated dust.

If you are selling a used pair of shoes, there are several ways to quickly improve their appearance. Replacing the laces on a pair of sneakers is one of the better ways set a higher price. For patent leather shoes, you can purchase varnish of the appropriate shade and carefully apply it. This will help freshen up the look of the shoes. These little tricks will help you find the answer to the question of how to sell shoes.

Sale of shoes in the store

Understand your product better than your customer. The buyer will come to you for knowledge, experience and the best shoes. In this situation, you must be an expert. Don't just show the shoes, but help him learn something new about the product. What materials is it made from? In what season will it be fashionable? It will also give you a reason to offer the customer something else if the first pair doesn't suit their taste.

Find out who your customer is and what they are looking for

Over time, you will learn to recognize types of customers. You can immediately understand what a particular buyer wants to purchase. But do not rely only on your opinion, ask the client what exactly he wants to buy. Try to greet and greet every person who comes through your door. Take your time, give him a couple of minutes to evaluate the store, and then ask how you can help.

Ask the client to sit down to try on the shoes. While he is sitting, ask him which shoes he is interested in. This will help you determine the needs of the buyer.

Wide range of models

This point is best understood with one example. A potential customer has entered the store and wants to purchase a pair of closed-toe sandals. While he is trying on the shoes he likes, you can offer him a couple more options for similar models. After all, it is likely that in a hurry the client might not even notice them. In addition, it is possible that you did not have time to put this particular model on display. From this we can draw the following conclusion: before selling shoes in a store, you must master all the intricacies of your specialty and study the assortment of the store like the back of your hand. Otherwise, buyers will immediately realize that they are new to this business. Such simple rules- this is the answer to the question of how to sell shoes correctly.

Communication with the client is the key to success

Talk to the buyer, tell him about all the new products that are in your store. However, do not overdo it: the conversation should be easy and not cause discomfort. Try to talk about new trends in the world of shoe fashion, reveal all the advantages of the chosen model. If you know any reviews about this product, tell your new buyer about it. Let him know that other customers say they are "super comfortable" shoes, or that one pair tends to outshine the other, for example.

Nowadays, we are used to having all the information available, and clients are no exception. But theory is one thing, and you can demonstrate your knowledge to the buyer in practice. By providing them with all the information you can, you minimize the chances of a return. In turn, you guarantee that the client will receive exactly the product for which he came to your store.

Features of selling shoes online

Where can you sell shoes other than a regular store? Of course, on the Internet. Before starting a shoe distribution business through an online store, try to find a reliable distributor. Or you can sew shoes yourself - manual labor is much more valuable.

You will need a wide variety of models - in all sizes and in large quantities. This requires large financial investments. Therefore, if you do not have enough money, you can team up with another shoe seller and become real companions.

Opening an online store

Modern society keeps up with the times, so opening an online platform for selling shoes will not be a problem. You can even do it yourself. Otherwise, you can use the following portals:

Craigslist, etc.

When putting up a product for sale, consider its detailed description. Nobody buys a pair of shoes that they don't know anything about. If the information is incomplete, the buyer may have doubts about the quality of the product.

How to sell shoes online

The biggest problem people face when shopping for shoes online is the lack of the ability to view the product. The presence of high-quality photographs can help in solving the problem. At the very least, a shot of both shoes side by side, front and back, as well as the upper and the sole is required. If there are any shortcomings, be sure to report them. Pictures must be taken from different angles.

What information should be included in the product description

If you are selling factory-made shoes, please indicate the original size, its international equivalents and the manufacturer. If the original size is not known, indicate the length of the insole inside. Describe the color, type (evening, casual, sports, etc.) and style (oxford, brogue, etc.) of the shoes as accurately as possible. List the materials from which the product is made and, if possible, describe the method of production. If the shoes are not new, indicate the shortcomings, if any, of course.

If the shoes have been used, be honest. When it comes to her condition, be as accurate as possible. A short essay "not new, gently used" may not be enough. Specify and be specific: "Worn twice, there is some wear on the treads, minor scratches on the heel, but the upper leather is in perfect condition." This gives the client a sense of comfort, and you show responsibility and honesty. Add photos of any flaws or wear. This can help avoid angry feedback from a buyer who thinks they have been scammed. The more complete your ad, the more attractive it will be to others.

Additional Information

Specify the appropriate shipping options and rates. If the products are sold at a reasonable cost, but the shipping rates are too high, your customers will find better options for purchasing the model they like. Offer shoppers multiple options, from super-fast shipping to something cheaper and not as fast. And make sure the shoes can get to them without any damage.

Here we have revealed the basic principles successful management business. Now you will not have a question about how to sell shoes.

Our business is a city Instagram store of branded sneakers. He represents the Instagram account through which, thanks to our negotiation technology, the sale of sneakers is carried out. Our store has original sneakers from Nike, Adidas, Reebok, Puma, Asics, New Balance, Skechers, Vans, Converse, Timberland and other brands. You do not need a warehouse or even an office to run this business. All you need is a phone with Internet access.

Orders of your customers, as in traditional online stores, are delivered after making an advance payment by the buyer. This allows you to minimize the cost of doing business.

During our work, we have developed relationships with suppliers and manufacturers of sneakers. This allows us to source fully factory-certified running shoes at uniquely low prices.

We offer our franchisees to open and maintain an online store in their city.

Falco sneaker store format

An Instagram store is a working Instagram account in which promotions are held, the assortment is updated, and communication with customers is carried out. The account, thanks to advertising efforts, generates applications from potential customers, you just have to consult the client and place an order for the supply of the goods chosen by the buyer.

Franchising offer of the instagram store of sneakers "Falco"

Investment Required to Start a Falco Franchise Business

Starting investment: 45 000 rubles
Payback period: from 1 - 2 months
Average turnover per month: 100 000 rubles
Royalty: none
Lump sum: 45 000 rubles
Other current payments: missing

Submit an application

Falco success story

2015– an online sneaker store was opened in Tomsk

2016– point profit increased by 10 times

2016– the first franchise store was opened in Astana (Kazakhstan)

For December 2017– network increased by 3 times, 22 franchise partners

January 2018– the first partner from the United Arab Emirates (Dubai)

March 2018– 34 franchise partners

For July 2018– 43 franchise partners

November 2018– 61 franchise partners

February 2019– 92 franchise partners

– Does your store exist exclusively online?

Yes. I do not have a single point of sale - I do not see any point in this. This is an unreasonable waste of money. Relevant only for those who had some old shop. For such people, the Internet is difficult. With me, the situation is exactly the opposite. The cost of renting premises, salaries of sellers, bills - I do not need this. In addition, I heard that there are "mafiosi" who can put spokes in the wheels. Yes, life can also be spoiled by the human factor among sellers - someone will steal something, there is a shortage, I am at a loss. I’d rather control everything myself: stay at home, take orders, make advertisements.

- No staff?

- Not. There are assistants who are looking for clients - I pay them 10-15% of the sold pair. There were couriers, but it didn’t work out with them - either they don’t know where to go, or something else. I deliver myself.

– Do you have any stock of sneakers, or do you bring a pair for a specific order?

- I buy in batches - for each model the entire dimensional grid. I don’t work with individual orders yet: I study the market and bring up the latest. It’s also not worth it to navigate this issue to your taste - my vision almost always diverges from the opinion of the majority. For example, I like combinations of purple with pink or blue, and someone will say: “Yes, I won’t wear it anywhere, it will be dumb to go out, everyone will call me names ...” - you need to proceed from demand, otherwise you will burn out.

- If you still have a supply, but no store - where do you store everything?

- When I started, I brought the first batch home. It was interesting how much space it would take and how long the patience of the parents would last. Then I had more than 27 boxes. Put everything in the room. I didn't see the white light. On the fifth day, my parents could not stand it, and I had to rent a warehouse - a small one, 12 square meters. Now I keep everything there. There are few models at home - the most hot commodity.

– And how many pairs do you usually have in stock?

- At the moment I have 18 pairs of women's and about 16 men's. There are several sizes for each model, respectively.

– You say that at home you have the most popular goods. How long can shoes stay in stock?

- Still, I made a mistake by buying models to my liking. Women's New Balance, for example. A very cool brand, but in our city, girls do not understand that this is cool and convenient. I have a lot of this stuff. Lies about 5 months. There are several customers - one from Voronezh, the other from Togliatti. It is important to understand here that there are eight pairs in the box - women's New Balance is still sold in 2-3 pairs. I'm not upset: it seems to me that in the fall around the brand will rise new wave hype, and my stock will come in handy.

- I.e. can you sometimes try to anticipate future demand and take risks?

- In the off-season, suppliers sell everything cheaply. Yes, my product will lie down for some time, but I know that it will shoot. It's optimistic, but that's my nature.

- We talked about what is still a dead weight. What is in trend now?

- Summer models are best bought - those in which you can walk without socks. This is a must have. The guys have Nike Air Presto. They are on me now.
It's harder to say about girls. The main thing for them is that it should be bright and colorful.

- What is your turnover? Are you really making money? Are there losses?

- If you invest a lot in advertising, then the profit per month can be close to zero. Posts in Kursk publics are very expensive. The largest in our city is the “Overheard” branch: the audience is 70 thousand people, the price per post is 500 rubles. Let's take some all-Russian "Hype gear": the audience is about half a million, the price per post is 1000 rubles. I choose the second option.

- Well, look, in Kursk publics, in fact, you pay for being tied to a place - there are more potential customers among the audience ...

- But the likelihood that one of the subscribers of a large public will be interested in my offer is no less. Yes, there are just more people! Eventually, they will write to me. I'll tell you how honest I am. I'll show you the diploma, signed by the governor - last year I was a partner of the bike ride. Reviews ladies to read, which are about a thousand. A person will like everything - here I am a new client.
And yet ... Advertising is good, but it’s difficult to drive on such clients. Profit is not when I go to the people with an offer, but when the people come to me. If I understand that one person asked me for some model, the second, third, fourth ... I bring the necessary crosses and earn. Advertising is more of a waste than a real profit. Although it is still needed, people should know about me.

– You constantly talk about VKontakte posts. Do you have a website?

– I wanted to start it, but there were difficulties with payment bank cards. In order for everything to work, you need a lot of documents - including those confirming that I am operating as an individual entrepreneur. VKontakte provides a ready-made payment mechanism, so I exist on this platform.

- when it appears new model: 5k at the beginning of the week and 5k at the end. When I work in normal mode, I spend half as much, but I try to have a post in some kind of public every day.

How much do you end up earning per month?

- It's always a lottery: a model will come in, she won't. The most positive outcome is 70 thousand net profit. The most negative - 27 thousand. For Moscow, the indicators are nil, and taking into account Kursk salaries ...

- Where do the supplies come from?

– From China via Moscow.

– Main question: what makes people buy sneakers from you? Why do they turn to a small-town online store, and do not resort to the services of eminent services?

- My approach is everything for people. There are several tricks hidden in this. Firstly, I do not break the price: 1500-1700 rubles in the first week of sales is an extremely loyal option, even on the market it is not always cheaper. Secondly, I have free delivery around the city, I can bring several pairs at once, so that a person decides on the model and size, trying everything on. Thirdly, I do not take an advance payment for the shoes that are in stock - the entire calculation takes place on the spot. Fourthly, we do the delivery ourselves, and most importantly, we bring it at the time and place that the client named. This is the advantage of a local online store. Large chains due to remoteness, they cannot afford this, they work according to a dry algorithm.
In addition, I live in the same city as the customers - it's easy to make a claim. I always say that I order shoes of the quality that I would wear myself, and this is true. By the way, I do not take photos from the Internet - I hire photographers. "What's in the window, then in the store," so to speak.

– Did you write this business model yourself or did you spot it somewhere?

- I used to have online stores. From the age of 15 to 17 I worked for hours. These were also copies. I didn't make much money because I had no experience. My parents insisted that I find a normal job - I went to a construction site, then to Svyaznoy ... With the latter, a completely ugly story came out. At one point, I had to quit because it was time to take my diploma. They refused to give me my salary right away - they said that only at the end of the month. Then they call me and say: “They stole an iPhone from us here, their salary will be delayed.” I say that this should not concern me, since I have not had any relation to the store for a long time - it's all to no avail. There were trials, the police, viewing the recordings of the cameras - the time of the theft was never found out. As a result, they kept 16 thousand rubles from everyone.

This was not the first difficulty with wages at Svyaznoy. The first month you work there for free - only for an internship you get 5 thousand, the long-awaited salary is given out only at the end of the second month ... In general, I vowed to work in such structures and decided to work for myself. So I started selling online again.

What helped you avoid old mistakes?

- I went to courses on the promotion of VKontakte. They were held as part of the Business Youth project in Moscow.

- Oleg Tinkov, director of the bank of the same name, spoke very unflatteringly about Business Youth. Did their courses really help you?

- Yes. Uncles come to them, who complain that they earn little. A month later, these people begin to earn not 60 thousand, but 150.
There was also a course - "Breakthrough". The price of the word is indicated - in my case it was 10 thousand rubles. I had to earn 35 thousand in 14 days. If I didn't, I would have to say goodbye to the ten. Immediately gave a few extreme simple instructions: call old customers, meet new ones, go with a wholesale offer. It worked!

Alexander's VKontakte group has existed for a little over a year and a half. Today she has 3,896 subscribers. In our opinion, this is an indicator that starting a business from scratch is realistic. The price of the issue is the time spent and the effort put in. Unfortunately, not everyone can pay that much.

– Does your store exist exclusively online?

- No staff?

– Do you have any stock of sneakers, or do you bring a pair for a specific order?

- If you still have a supply, but no store - where do you store everything?

- When I started, I brought the first batch home. It was interesting how much space it would take and how long the patience of the parents would last. Then I had more than 27 boxes. Put everything in the room. I didn't see the white light. On the fifth day, my parents could not stand it, and I had to rent a warehouse - a small one, 12 square meters. Now I keep everything there. At home there are few models - the most popular product.

– And how many pairs do you usually have in stock?

- At the moment I have 18 pairs of women's and about 16 men's. There are several sizes for each model, respectively.

– You say that at home you have the most popular goods. How long can shoes stay in stock?

- Still, I made a mistake by buying models to my liking. Women's New Balance, for example. A very cool brand, but in our city, girls do not understand that this is cool and convenient. I have a lot of this stuff. Lies about 5 months. There are several customers - one from Voronezh, the other from Togliatti. It is important to understand here that there are eight pairs in the box - women's New Balance is still sold in 2-3 pairs. I'm not upset: it seems to me that a new wave of hype will rise around the brand in the fall, and my stock will come in handy.

- I.e. can you sometimes try to anticipate future demand and take risks?

- In the off-season, suppliers sell everything cheaply. Yes, my product will lie down for some time, but I know that it will shoot. It's optimistic, but that's my nature.

- We talked about what is still a dead weight. What is in trend now?

- What is your turnover? Are you really making money? Are there losses?

- Well, look, in Kursk publics, in fact, you pay for being tied to a place - there are more potential customers among the audience ...

– You constantly talk about VKontakte posts. Do you have a website?

- I wanted to start it, but there were difficulties with paying with bank cards. In order for everything to work, you need a lot of documents - including those confirming that I am operating as an individual entrepreneur. VKontakte provides a ready-made payment mechanism, so I exist on this platform.

– When a new model appears: 5 thousand at the beginning of the week and 5 thousand at the end. When I work as usual, I spend half as much, but I try to have a post in some kind of public every day.

How much do you end up earning per month?

- Where do the supplies come from?

– From China via Moscow.

- The main question is: what makes people buy sneakers from you? Why do they turn to a small-town online store, and do not resort to the services of eminent services?

- My approach is everything for people. There are several tricks hidden in this. Firstly, I do not break the price: 1500-1700 rubles in the first week of sales is an extremely loyal option, even on the market it is not always cheaper. Secondly, I have free delivery around the city, I can bring several pairs at once, so that a person decides on the model and size, trying everything on. Thirdly, I do not take an advance payment for the shoes that are in stock - the entire calculation takes place on the spot. Fourthly, we do the delivery ourselves, and most importantly, we bring it at the time and place that the client named. This is the advantage of a local online store. Large networks, due to their remoteness, cannot afford this, they work according to a dry algorithm.
In addition, I live in the same city as the customers - it's easy to make a claim. I always say that I order shoes of the quality that I would wear myself, and this is true. By the way, I do not take photos from the Internet - I hire photographers. "What's in the window, then in the store," so to speak.

– Did you write this business model yourself or did you spot it somewhere?

What helped you avoid old mistakes?

- I went to courses on the promotion of VKontakte. They were held as part of the Business Youth project in Moscow.

- Oleg Tinkov, director of the bank of the same name, spoke very unflatteringly about Business Youth. Did their courses really help you?

- Yes. Uncles come to them, who complain that they earn little. A month later, these people begin to earn not 60 thousand, but 150.
There was also a course - "Breakthrough". The price of the word is indicated - in my case it was 10 thousand rubles. I had to earn 35 thousand in 14 days. If I didn't, I would have to say goodbye to the ten. They immediately gave a few extremely simple instructions: call old customers, meet new ones, walk around with a wholesale offer. It worked!

Everyone needs shoes, and most of us buy even more than we need. But how do you sell shoes to people who already have them? In store or online? (we will consider both options). The answer is with knowledge of the matter and a smile. With the help of our advice, you will be able to attract new customers who will become regular ones, thereby ensuring the success of your business.

Steps

Part 1

Sale of shoes in the store

Know your product better than your customer. Your client comes to you for knowledge, experience and the best shoes. In this situation, you need to be an expert. Don't just show the shoes, but help them learn something new about the product. What materials is it made from? What season is it for? What prompted its creation?
- Maybe you should offer them "something different," if the first pair you like doesn't fit. With your encyclopedic knowledge, you have to offer and be sure to find something they will like.
Find out who your customer is and what they are looking for. Over time, you will gradually learn to recognize the type of client. You will learn to recognize customers who intend to make a purchase, those who are just walking around, those who know exactly what they are looking for, and those who have not yet decided on a choice. Ask them questions. Get to know them. If you have information about the client, it ultimately saves him time and money!
- Your goal is to meet and satisfy every customer who enters your store. Smile and unobtrusive communication. Give them time to evaluate the store and then ask how you can help.
Have the customer sit down to try on shoes. Offer to try on the left and right pair to make sure it's their size. It may differ depending on the brand. While the customer is seated, ask what the shoes will be used for to determine the customer's needs and enhance the experience for you and your store.
- Bring the pair you need, as well as a larger or smaller pair, just in case (especially if the customer says two sizes at once).
Offer a choice. Let's say a customer comes to you looking for a pair with a matte, flesh-colored heel. He shows you a shoe and asks you to bring the second size. While you are looking for the right pair, grab a few similar ones that he might like. He may not even notice the others in search of the perfect match.
- If you have shoes that are not on display, it's best to know your range like the back of your hand.
Inform your customers about products. Tell them about quality, fashion, comfort and price. Give them the opportunity to choose and discount system. If you know any reviews about this pair of shoes, please share them with your new client. Let him know what other customers think, that it's super comfortable or that this pair is better than the other, for example.
- Any information is available today. There is mobile applications answering all our questions. Provide them with all the information, perhaps this will prevent returns, and customers will receive full satisfaction from the purchase.
Part 2
Sale of shoes in the online store
1. Take inventory of goods. In order to sell shoes, you must have them in stock. You can buy it directly from the distributor or you can make the shoes yourself. Make sure you can buy it at a bargain price!
  - Do you need a wide range of a large number of sizes. This is a big investment, especially if you can't sell the item quickly. If you don't have a few thousand dollars, team up with a big shoe retailer who might need your services.
2. Open an online store. These days, almost anyone can do it. Whether you have three pairs of shoes or 30,000, you can offer your product online. You will need a virtual store; Here are the biggest ones:
  - Your own website
  - selling through eBay
  - Etsy online store
  - Craigslist
  - online sales campaign
3. Include all relevant information in the product description. No one will buy shoes if they don't know anything about them. If there is not enough information in the description, this is a deterrent to making a purchase, and the site is perceived as suspicious. When creating your website or ad, think about why the seller would intentionally give false information? Here's what to consider:
  - Specify the manufacturer's original dimensions and its international counterparts. If the original size is not known, indicate the length and width of the product inside and out.
  - Describe the color, type (evening, casual, sports, etc.) and style as accurately as possible.
  - Specify the materials from which the shoes are made and describe the design, if possible.
  - If the shoes are not new, please state the condition, noting any imperfections.
4. Add a few photos to each pair of shoes. Photos must be clear, well-lit, from all angles. The size is not so important here. Shoe buyers tend to be more interested in style, so the photos themselves are important at this stage.
  - Hire a photographer to get "good" photos. They must be realistic and present the product in the best light. Each pair should be placed on a white background so that every detail can be viewed from different angles.
5. Include information about the specific features of the brand. Sometimes brands deviate from the norm in the size line (length and width of the last). In this case, it is necessary to indicate such features as the useful length of the sole - the length of the insole from heel to toe. Sizes A 9 or 39 of the same brand can differ significantly from each other.
  - Even small differences matter, especially when buying online. If you specify information about the length of the insole, you can avoid unnecessary questions from buyers.
6. For used shoes, if possible, provide an accurate description and documentation. No need to write “neatly worn” or “worn”, explain to the buyer how they were used: “worn twice; there is some wear on the tread, some scratches on the heel, but the leather upper is in perfect condition.” This will make the customer treat you like a responsible and honest seller.
  - Add photos of defects or wear. And then buyers will not feel that they were not well informed or deceived.
  - The more detailed your information, the more attractive it will be to others.
7. Offer transportation services. If your shoes are reasonably priced but shipping costs are high, your customers will find other entertainment at more reasonable prices. Offer them several options, ranging from super-fast delivery to a cheaper, but not as fast option. Make sure that the shoes will reach the buyer without any damage.
  - Sometimes, to reduce costs, shoes can be transported without a box. It is good if the buyer has more than one delivery option. Let him choose whether he wants the product in the original box or, on the contrary, wants to save money.
Part 3
Making a purchase
1. Link to celebrities. Many people are persuasive. We all want to be fashionable and look good. If you imply that Kobe Bryant or Kim Kardashian is wearing the exact same brand of shoes, chances are it will generate interest. We often look at celebrities, use this factor.
  - For some buyers, mentioning celebrities can do the exact opposite. Try to get to know your client. If they dress and act in a way that emphasizes their individuality, you should ditch the big names. Some potential customers, upon hearing the name "Kim Kardashian", will refuse to visit your store.
2. Become their friend. We've all come across unfriendly salespeople who don't seem to want to sell anything. What do you, as a consumer, do in this situation? Say goodbye to the store. To trade successfully, you need to be friendly and welcoming. Feel like a person who knows a lot about shoes, has enough experience and, by a lucky chance, also sells them. If you are friendly and open, customers will trust you more and come back in the future.
  - Appreciate regular customers. A customer who spends $1,000 at a time is less valuable than someone who spends $50 on shoes every month for several years. Keep this in mind.
3. Compliment their style. When a customer is debating which shoes to buy (and whether to buy them at all), start giving compliments (believable ones, of course). If he's wearing fancy shoes, he's wearing them to impress. If the buyer is wearing Nike sneakers, he probably prefers a casual or sporty style. No matter what he wears, praise him. He must trust you.
  - Compliment how the shoes themselves look. If the customer is trying on multiple pairs, let them know which one looks best and why.
  - If you have a customer who has clearly just got out of bed, do not compliment her hair and makeup. Talk to her about shoes.
4. Create a sense of urgency. If the buyer hesitates, explain to him the reason to buy "now". It could be a special discounted price coming soon, or that the pair will soon disappear from the shelves.
  - Try the "in stock" trick. If you see a customer looking at specific shoes, tell them you'll check to see if they're still in stock. Get away for a few minutes and come back ecstatic! Let the customer know that you have the last pair in stock and they are in luck!
5. When a purchase is made, don't forget to thank your customer. give him business card, talk about upcoming promotions and warn that if there are any problems, he can return, and you will be happy to solve them. The next time he needs a pair of shoes (or a recommendation to his friends), you will be the first person he remembers.
  - If possible, give an incentive to come back. Make an offer, if the customer buys the item now, next month he can buy another pair at a big discount. Your goal is to turn new customers into regular ones.