This is likely because brick-and-mortar stores have more control over customers’ shopping experiences compared with e-tailers. You are able to make better layout and staffing decisions, not to mention more opportunities to engage people’s senses and to influence customers’ purchasing decisions.
But first, let’s break things down and chew on this not-so-secret weapon that is impulse buying. Impulse buying is having a customer purchase an item in your store that is not originally predetermined in their shopping list. They might come in to get a bag and leaves the store with a bag, a pair of earrings and a flashy belt – the latter two is not part of their shopping intent.
As a physical store, there is a high chance of getting your customer to impulse buy if you use your powers and resources correctly. Here is how we think we can up your impulse buy game:
1. Transaction Building Strategy
This tactic is bringing them to the item they want to buy and also showing them the item that they didn’t know they need, but they’ll need them anyway. For example, when buying frozen chicken nuggets, at the top shelf, you introduce the customer to a myriad of sauces such as barbeque, mustard, ketchup and others. Ideally, the items are placed in such a way that it will make your customer’s purchasing decision easier.
2. Eye-catching Signage
What catches a customer more than colourful signs with large fonts telling them about a brand new product that is on sale? Or a discount signage? Even if a customer rushes in the store to probably get a bottle of milk, a sign indicating a special discount or promotion on instant noodles will probably have the customer take a second look. Some might walk over, meddle with the item and drop it in the basket – just because it is on sale and they might need it in the future. Also, be sure to pick your colour palette wisely. Reds and yellows tend to draw attention.
3. Knick Knacks at the Checkout Zone
Think small items that are affordable make it easier for customers to grab and throw into their shopping basket. Items like travel sized toiletries, chewing gum, stationaries and snacks make great last-minute purchases because these products do not need a lot of explaining, it sells itself. Customers who are lining up to pay at the point-of-sale are already in the mood to buy and therefore, adding a few items into their shopping cart proves to be easier, making the chances of impulse purchases much higher.
4. Power of the Screen
Level up from the usual posters and marketing standards. Attach a secondary screen to do additional marketing of your promotions and products. Let your customers feel the desire to avoid missing on something good. Is it a purchase with purchase offer or a brand new item that is on sale? Be sure to communicate it to your customer because most would pick up items that are in a limited amount or one that spells urgency. Secondary displays are all about creating attention towards something a customer wouldn’t consider or visit the space where the item is located. Another idea is to give the customer the perception that they are getting more for the same amount of money.
Are you running a store and looking for more amazing ways to sell your items successfully? Xilnex Cloud POS can help you do just that. Talk to us!