Retailing can be a big challenge, especially in recent years when e-commerce giants like Amazon have emerged. You’ve probably heard the saying, “Retail is dead” and “Physical stores are no longer competitive.” But the fact is that the statistics show something else and emphasize that retail can still go its own way. That is why in this article we want to tell you the secret of success in shop keeping.
We know that retail remains strong. But just because shoppers like to buy from stores does not mean that they want to buy your product. Buyers can and should impress with the elements in the store.
So how do you best target these buyers? In the continuation of this article, we will introduce strategies that will help you to succeed in retail.
1. Know your customer
This sounds obvious, but you’ll be surprised if you know how many brands and retailers are marketing to the wrong audience. Many customers are willing to share their personal information with you and receive a special offer or good discount in return. You, too, can use this information to sell more. Design your retail environment according to the interests of your target audience.
2. Product layout
Research shows a direct relationship between shelf viability and purchase volume. According to a 2014 study by POPAL, placing products at the bottom and middle of the aisle allows shoppers to see them better. Invest in these places as you store your products. If your customers do not see the products, they will never buy them.
3. Packaging is effective
Research shows that packaging can have a huge impact on customer decisions. Factors such as size and shape, color, material and font all affect the customer’s perception. Given the large number of shoppers who buy from stores, packaging is a very important factor that you should not neglect in your sales strategy.
4. Display products appropriately
Showing products at the point of purchase is your last chance to influence the buyer’s decision. So do it smart. Product displays should be complementary and reinforce retrieval messages sent in other ways.
5. Complementary group products
Some time ago, I went to a store to buy biscuits. The end of one of the corridors was filled with three products: biscuits, marshmallows and chocolate. My mind immediately considered the combination of these three products. I went to the store to buy biscuits, but I also bought marshmallows and chocolate. This trick may be suitable for all types of products, for example: razor with shaving paste and lotion, lunch box with school supplies or even a low-calorie cookbook with sportswear.
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6. Personalize your shopping experience
This is a very important issue and should be fully considered. Buyers are not just looking for a buyer, they are looking for a personalized experience. Once you know your customer (Tip 1), you can translate that knowledge into customized special offers and sales.
7. Offer offers from different channels
Providing a cohesive and integrated experience for the customer in the online and store space is a very important factor in increasing sales. Enabling online shopping as well as bringing products to the store are two ways that together increase the well-being of shoppers.
8. Inform your customers
Why should a buyer choose your product among competitors? Consumers are always looking for answers to these questions. People are very interested in information and the more information you give them in the store, the better. But how can you do that? See Recommendations 7 and 9.
9. Use digital tools
Today, the word “digital” includes many things. Social networks, emails, smartphone apps, and even in-store digital apps are all “digital.” Use all of these. Learn as much as you can about these options, and then choose the ones that work best for you.
10. Be trustworthy
What do brands like Google, Coca-Cola and Disney usually do? They create a sense of trust and thus become the most valuable brands in the world. Of course, we do not mean to imitate these brands, but to focus on your own brand and store. Provide a unique and trustworthy experience for the customer to gain his loyalty. Whenever you reach such a position, the sale will be done automatically.
11. Have enough information about the products you sell
Large chain stores do not need to know everything about the products they offer. The low price they offer gives them a good competitive advantage. To compete with these big sellers, you need to have accurate information about all your sales items. You need to know the strengths and weaknesses of all your products. Consider new developments and keep up to date. Try to have most of the new models. As you train newcomers, teach them how different products work. Do everything you can to minimize the change in your employees, because replacing knowledgeable salespeople is costly and time consuming.
12. Show enthusiasm for your products
This is in line with the previous recommendation. If the customer feels that you are really interested in what you want to sell, they are more likely to buy it. If you are really a fan of your products, you can sell them more easily. If you hire people who are really interested in your products, then you are quite smart. When interviewing people for employment, look for people who are interested in your products.
13. Be friendly
You probably know very well how annoying it can be if a salesperson disrespects you. If such an experience is lost on your customers, they will never buy from you again. You need to be present and friendly with the customer when shopping, but you should not cling to him. Putting pressure on a customer will definitely make them run away from your store. It is very important to leave the customer comfortable, so do not follow them constantly. This strategy will bring good results in the long run.
14. Ask the customer
Asking the customer is much more effective than insisting that the customer choose the product. Even if you have a very large number of products, you should not constantly talk about its endless benefits. When you ask them what they want or need, you need to show your customers that you care about what they want. Keep the pressure on the customer as low as possible and show that you really want to help them choose the right option.
15. Never ask, “Can I help?”
How many times have you walked into a store and been asked if you needed help, and you said, “No, thank you.” “I just want to look?” This is probably too much for you, you can not even remember how many times it happened. The best way is to let customers come in and see the products. After wandering around the store for a few minutes, ask them this question depending on where they are looking.
16. Sell other products besides the main product, but understand this
Selling by-products alongside the main product is an old and convenient way to increase sales. If you do this at the box office, you will probably upset people; The customer has made his decision at the box office and wants to return to his normal life. Pushing her to buy more can ruin her whole shopping experience. Instead, offer them by-products while they are still shopping.
Using the right sales techniques and strategies will make a huge difference in your success. You can increase the effectiveness of these strategies by using knowledgeable, knowledgeable and really interested vendors. The ultimate goal here is for customers to come back to you many times to buy. When customers leave the store with a positive attitude about salespeople, they will be more likely to return to your store. Repeat shopping is essential for the growth of your business, so do your best to implement the above recommendations. Friendly and non-aggressive sales techniques lead people to buy what they need. Using these techniques can make customers happy.