- The shopper considers the item a justified indulgence. Facilitate this by telling the customer post-purchase why the item selection was wise and by delivering general praise to build a sense of deservedness.
- The shopper returns the item. Maintain liberal return and exchange policies.
- The shopper buries memories of the purchase. In general, it’s wise to ask regular customers what they thought about specific prior purchases we recall them having made. But if the shopper indicates in words, posture, or gestures that they don’t want to remember, stop asking.
Changes over briefer time spans apply to how shoppers make impulse purchases. People on a tight budget who make an unplanned purchase immediately become less likely to make another unplanned purchase. That finding in studies at University of Notre Dame, University of Pittsburgh, and Market Rise Consulting isn’t at all surprising. But the researchers hung in there and did find something retailers might not expect: After a while, the resistance fades. The tight-budget shopper who made an impulse purchase earlier becomes more likely to make another one than does the tight-budget shopper who hadn’t already made an impulse purchase.
In the spirit of those researchers, you should hang in there, too. Encourage shoppers to make an unplanned purchase early in their store visit, create a store experience which tempts shoppers to stay for a while, and then, later, encourage another unplanned purchase.
To encourage impulse sales, stimulate quick thinking. Bright colors. Animation. Uniform sizes and prices. Easy access to the items. Short waits.
Successfully influence the most prosperous & most loyal consumer age group. For the specific strategies & tactics you need, click here.
Click for more…
Have Post-Sale Product LiteratureReturn to Reconsider Your Return Policy
Ask for Item Opinions Post-Purchase
Hang In There for Impulse Buying on Budget
Stimulate Quick Thinking for Impulse Sales
No comments:
Post a Comment