We’ve all heard of upselling and cross-selling strategies. But without a website overflowing with “buy me!” pop-ups, how can you make your customers spend more? It’s the big question. Our take? Look at every person who walks through your doors as a potential big spender. Nobody ever goes into Costco and sticks to their shopping list, so why should your store be any different?
THE CHECKOUT COUNTER.
It’s the only place in the store where every customer is ready to part with their money. Make it count. Think complementary products that just make sense. Think often-forgotten items, ready to sneak out of the shadows. And think about the items that aren’t quite selling as they should, made a whole lot more appealing with a hefty discount.
From eye-catching accessories to a tasty treat or two, the best checkout counter products are the ones that can be thrown into the cart without a second thought. Small – with a price tag that can’t be refused.
DISPLAY TABLES FOR RETAIL STORES.
We get it – you’ve only got so much space to work with. And while you’d love to bring in the big guns (*ahem* cardboard cut-outs, colourful displays, and fun, branded merchandise), every inch of your floor needs to be dedicated to storing products. Or does it?
It’s simple. You need to make your customers want what you’re selling. To do that, we need to show them how it’ll solve their problem. A manakin, showing how those leggings will suck them in in all the right places? A sports stand, making that energy drink a no-brainer for athletes? An Independence Day display, with all things red, white, and blue? When it comes to display shelving for retail stores, the more creative, the better.
ASK QUESTIONS.
Here, customer insights are like gold dust. By getting to know your customers, you’ll be given a clear-cut route for how to resolve their pain points. What problem have they come to your store to solve? What’s on their mind? What did they think they were coming to you for? By hitting their emotions, from that “nothing to wear” moment to sports tape that all the Olympians are using, your team can guide them towards a product that’ll solve their every concern. It’s the art of upselling in retail.
UNLEASH THE BUNDLES.
Now, it’s not just about topping up your revenue. By bringing complementary products together, we think of bundles as a triple threat. You can shift the products that have been gathering dust. You can enhance your customer experiences, ensuring they have everything they need. And you can enjoy the revenue boosts of your customers snapping up the products they wouldn’t usually get, but have, since it’s part of a product bundle. A win-win-win.
CUSTOMER INCENTIVES.
The more your customers spend, the more they can get in return. Sounds like a match made in Heaven. From free products if they spend over $100 to 20% discount once they make it over $50, encouraging your customers to meet a certain threshold will have them adding items they’d usually overlook to their cart. Cross-selling techniques, where your customers don’t even realize they’re being upsold.
