Many customers say they are just looking. What are they looking for? They are desparately looking for a good salesman to sell them so they won’t have to waste any more time looking around!
When a customer says “Just looking,” I often say
I’m glad you came in. Look as long as you like. My name is Lou, and if you need anything I’d be glad to help you. (Pause…) Oh, and by the way, if we don’t have exactly what you want I could probably tell you where to find it. Fair enough?
Usually the customer responds to my last question, qualifying himself to our mutual benefit. This approach to the just looking customer pays off over and over again in friendly, consummated transactions.