What do you say when they say they’re just looking?

I spoke recently to a group of Portland business owners and entrepreneurs at the Katie Kelley Networks Fall Soiree. In the audience was a jewelry retailer who asked the “just looking” question. Here’s how I answered it (video link here if you’re getting this by email).

In 2014/2015, there is less true “just looking” behavior than in the past. Many customers who used to walk into stores to get ideas are now doing research online. They’re much more likely to have a purpose when they come in. A single well-placed question — proceeded by a softener to indicate that you’ll respect their space — can start a dialog that can lead to a sale.