Why do customers purchase from you when they can get the same product somewhere else? True, pricing is always a factor. But it’s not the only one, nor is it the most important.
The true key to increasing retail sales is improving the purchasing experience. You see, customers who are only looking for the lowest price will shop anywhere for a bargain. You shouldn’t expect any repeat business from them.
Conversely, loyal customers will pay a higher price for the same item simply because they enjoy shopping at your store. That’s the power of the purchasing experience.
And today, we’ll help you improve this aspect of your retail business so you can increase your sales. Read on to learn all about it.
Connect With Every Customer
Don’t wait until the customer gets to the cash register before you connect with them. If you do, a lot of them will leave before they get to that point. Customers should be greeted with a smile and offered help when they first walk through the entrance.
Also, never ask the customer yes-or-no questions like, “May I help you?” If you do, the answer is almost always, “No.” Instead, start a conversation by asking, “What can I help you find today?”
Help, Don’t Sell
Forget about metrics. A metrics-focused mindset is boring and meaningless and leads to apathy from both employees and customers.
Instead, focus on helping. This makes the customer feel cared about. And it makes employees feel good about the work they’re doing.
Never Be Out of Stock
The most notorious killer of the purchasing experience is stock shortages. Case in point, a large percentage of your customers come to the store looking for a single item. How frustrated will they be when they drive all the way to your store only to find that you’re out of the only item they need?
Make it a priority at your store to eliminate stock shortages. Whenever it happens, find out why and adjust your restocking strategy so it never happens again. Also, place signage in the empty shelf space that suggests alternative options (rainchecks, assisted online ordering, inventory alerts).
A Sensory Experience
According to ascenticretail.com, a marketing study once proved that the smell of chocolate increased a store’s book sales. And why wouldn’t it?
By making your store pleasing to all of your customers’ senses, you’re improving their shopping experience. A great way to do this is with a food court or coffee bar in your store.
90% of consumers in 2020 used the internet to search for a local business. So, when consumers search for stores in your city, you need to make sure you’re at the top of the list. Do this by improving the user experience and the SEO of your website.
Improve the Purchasing Experience at Your Retail Business
Increase your retail sales by focusing on the purchasing experience. Be sure to bookmark this guide so that you don’t forget about these tips.
Next, learn about the business benefits of call tracking software. Or, discover why your business needs its own app. Find these and other important tips on our Business blog.