As a retailer, you likely invest substantial time and resources to bring customers through your doors. While foot traffic is essential, how do you ensure that those visitors turn into paying customers? Here are nine powerful ways to increase retail sales, attract new customers, and keep loyal ones coming back.
Customer loyalty programs can be a fantastic tool to retain existing customers and encourage repeat business. However, for your program to be effective, it needs to be easy to understand and rewarding enough to keep customers engaged. Here’s how:
Keep Rewards Achievable: If customers need to visit your store dozens of times before earning a reward, they may lose interest. However, if rewards are accessible, such as after three purchases, they’re more likely to stay motivated.
Simplify the Process: Ensure your loyalty program is straightforward. Clear communication about how customers can earn rewards and what they’ll receive is essential.
Track and Measure Success: To evaluate the impact of your loyalty program, set specific goals and track sales made to loyalty members. A simple system at the checkout or integration with your point-of-sale software can help with this.
Building rapport with customers is crucial for a pleasant shopping experience. By subtly mirroring their tone, language, or even body language, you can create a stronger connection. This technique is particularly helpful when resolving customer service issues. For example, if a customer says, “I’m frustrated,” consider responding, “I understand you’re frustrated, and I’m here to help resolve this.”
Studies from the California Institute of Technology suggest that customers are more likely to purchase items they can touch. In the study, participants were willing to pay, on average, 50% more for items they could physically handle versus those presented only in images or text. So, if possible, allow customers to interact with your merchandise. This simple strategy can lead to higher sales at the checkout.
Creating a positive sensory environment can influence customer behaviour and improve brand recognition. Scent marketing, for instance, has been shown to boost store sales by 11% and increase customer satisfaction by 20%.
Research from Rutgers University also found that ambient scents could improve brand recall and recognition. Adding music or curated playlists can also contribute to a welcoming environment, making your store more memorable and enjoyable for customers.
Customers are more likely to make additional purchases once they've decided to buy something. Take advantage of this by placing popular, low-cost items when you're ready to take payment near the checkout. For instance, small snacks, trinkets, or practical items tend to sell well as last-minute purchases.
With over 53 million active social media users in the UK, it’s no surprise that 91% of businesses use social media as a primary tool for digital marketing. Platforms like Instagram, Facebook, and Twitter are essential for building brand awareness, engaging with customers, and providing responsive customer service. Social media serves as a virtual storefront, letting new customers see what your business has to offer and showing existing customers you value their experience.
A visually appealing storefront can attract more foot traffic, even in a digital-first world. Simple updates like seasonal displays, clean windows, and fresh paint can go a long way. Check out Clear Business's guide to revamping your storefront for more practical, budget-friendly ideas.
Upselling and cross-selling are proven techniques that can significantly boost your average transaction value. Here's the difference:
Upselling: Encouraging customers to consider a higher-end product than they initially chose.
Cross-Selling: Suggesting additional, complementary items that pair well with their purchase.
When implementing these strategies, emphasise the added value rather than just the price. Customers are more likely to respond if they feel they’re receiving extra benefit. And remember, respect their budget—upselling should feel helpful, not pushy.
Customers increasingly prefer to shop with businesses that align with their values. This could mean supporting a charity, choosing sustainable practices, or engaging in local initiatives. Aligning your business with meaningful causes can enhance customer loyalty and attract ethically-minded shoppers. Here are some ways to show corporate social responsibility:
- Donate a percentage of profits to charity.
-Use ethical, sustainable sourcing or manufacturing practices.
-Support community projects or initiatives.
-Promote inclusivity and accessibility.
-Invest in employee development.
Now that you’ve got nine proven strategies to boost retail sales, it’s time to implement them. Try out different methods to see what resonates most with your customers. Keeping both technological trends and customer experience in mind will set you on the path to increased retail success.
For more advice on boosting business growth and sales, explore Clear Business’s blog, where we regularly share resources for UK businesses looking to thrive.
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