It’s a busy retail world out there – every competitor wishes they had more customers. Actually, they wish they had YOUR customers. Keep competitors at bay and thrilling your customers with these easy-to-implement, customer-pleasing, traffic-building, sales-increasing ideas!
One the Sales Floor …
1. The customer’s first 10 seconds inside the store sets the tone for their entire shopping trip. What kind of first impression does your give? Check it daily.
2. Hang a bulletin board near your Decompression Zone (the first 5 – 15’ inside your front door). Post a store map, a list of this week’s sale items, Bag Stuffers, class calendar, special events, and other important information. In time, customers will stop at the bulletin board first to see what’s going on in the store.
3. Place Speed Bumps – small tabletop displays of product just beyond your Decompression Zone. Make these displays irresistible and easy to shop: customers are far more likely to buy if they are encouraged to pick up the product.
4. The Americans with Disabilities Act requires store aisles to be a minimum of 3.6’. Could a wheelchair bound customer easily maneuver your aisles? Can two customers comfortably shop in the same aisle?
5. Set your end features to sell! End features are meant to display promotional items; not to house everyday, basic merchandise. You need to plan what will go on your end features, so assign each one a number, and make a list of product each end feature will house each month. Take this calendar with you to trade shows and look for merchandise specials specifically for your end features.
6. Studies show that customers will spend 25% more in dollars, and up to 15 minutes longer in the store when they shop with a cart. Even if your store is tiny you can still offer customers a shopping cart. Visit BigBasketCo.com and check out their Basket Carts – they’re no wider that a typical shopping basket, but they sure help sell product.
7. Do not house shopping carts and/or baskets in the Decompression Zone because customers will walk right by them. Instead place them just past the DZ and in key locations throughout the store. Instruct associates to get a cart or basket for customers’ carrying product – once their hands are full they tend to stop shopping.
8. Implement a signing program. Signs serve a purpose – they act as silent sales people, helping customers until a real person is available to help. And unless handwritten signing is part of your store décor, don’t do it. Professional sign making software is available from a variety of suppliers, including Insignia Systems, Inc. http://www.insigniasystems.com/
Check Out the Checkouts
9. The wall directly behind your checkout counter is major selling space! Use it to display new items, hot buys, and impulse product.
10. Policy signing must be professionally done. Nuke the “No! No! No’s!” Write your policy signing in a positive voice: “We gladly accept returns and exchanges within _________ days. Your receipt guarantees it.”
11. Increase sales at the checkout with impulse item displays – your female customers can’t resist them!
12. Instruct associates not to hang out behind the checkout counter unless they are helping a customer. And when they are assigned the job of cashier, have them work on a project in-between customers.
13. Save the sale! Keep a stash of items that customers frequently forget at each checkout counter. Then when a shopper says, “I forgot to get __________. I’ll get it next time.”, the cashier can reach under the counter and hand the customer that item. Cashiers can be your best add-on sales associates!
Store Operations
14. Make sure that your store is open when your customers need to shop. This means before and after work, nights, and Sundays.
15. Decide how you want the telephone to be answered, and then let every associate know that’s the plan. The phone must be answered within three rings, customers are “connected” not “transferred”, customers are asked before being placed on-hold, and no one stays on-hold longer than 45 seconds.
16. Cross merchandise whenever and wherever possible. Visit SouthernImperial.com for J-hooks, clip strips, power panels, and other inexpensive fixtures designed to help you sell more product.
17. Assign Category Captains. Their job includes making sure the shelves are full, the shelf space is optimized to avoid out of stocks, and that top sellers have been given enough facings.
18. Control your back stock. Make sure the product you are about to order is not already in your back room.
19. Create a Never Out Item List. Category Captains can check this list daily, and re-order product necessary.
20. Every item on your sales floor must be assigned a “home” that is identified with a bin ticket. If you do not use bin tickets your stock will not be organized and product could end up in several different places.
21. Ditch the dogs! Add a “sell by” date to price tags and bin tickets and markdown as necessary. Move product with special sales, grab bags, store-created kits, and “Last Chance” clearance dump displays.
One the Sales Floor …
1. The customer’s first 10 seconds inside the store sets the tone for their entire shopping trip. What kind of first impression does your give? Check it daily.
2. Hang a bulletin board near your Decompression Zone (the first 5 – 15’ inside your front door). Post a store map, a list of this week’s sale items, Bag Stuffers, class calendar, special events, and other important information. In time, customers will stop at the bulletin board first to see what’s going on in the store.
3. Place Speed Bumps – small tabletop displays of product just beyond your Decompression Zone. Make these displays irresistible and easy to shop: customers are far more likely to buy if they are encouraged to pick up the product.
4. The Americans with Disabilities Act requires store aisles to be a minimum of 3.6’. Could a wheelchair bound customer easily maneuver your aisles? Can two customers comfortably shop in the same aisle?
5. Set your end features to sell! End features are meant to display promotional items; not to house everyday, basic merchandise. You need to plan what will go on your end features, so assign each one a number, and make a list of product each end feature will house each month. Take this calendar with you to trade shows and look for merchandise specials specifically for your end features.
6. Studies show that customers will spend 25% more in dollars, and up to 15 minutes longer in the store when they shop with a cart. Even if your store is tiny you can still offer customers a shopping cart. Visit BigBasketCo.com and check out their Basket Carts – they’re no wider that a typical shopping basket, but they sure help sell product.
7. Do not house shopping carts and/or baskets in the Decompression Zone because customers will walk right by them. Instead place them just past the DZ and in key locations throughout the store. Instruct associates to get a cart or basket for customers’ carrying product – once their hands are full they tend to stop shopping.
8. Implement a signing program. Signs serve a purpose – they act as silent sales people, helping customers until a real person is available to help. And unless handwritten signing is part of your store décor, don’t do it. Professional sign making software is available from a variety of suppliers, including Insignia Systems, Inc. http://www.insigniasystems.com/
Check Out the Checkouts
9. The wall directly behind your checkout counter is major selling space! Use it to display new items, hot buys, and impulse product.
10. Policy signing must be professionally done. Nuke the “No! No! No’s!” Write your policy signing in a positive voice: “We gladly accept returns and exchanges within _________ days. Your receipt guarantees it.”
11. Increase sales at the checkout with impulse item displays – your female customers can’t resist them!
12. Instruct associates not to hang out behind the checkout counter unless they are helping a customer. And when they are assigned the job of cashier, have them work on a project in-between customers.
13. Save the sale! Keep a stash of items that customers frequently forget at each checkout counter. Then when a shopper says, “I forgot to get __________. I’ll get it next time.”, the cashier can reach under the counter and hand the customer that item. Cashiers can be your best add-on sales associates!
Store Operations
14. Make sure that your store is open when your customers need to shop. This means before and after work, nights, and Sundays.
15. Decide how you want the telephone to be answered, and then let every associate know that’s the plan. The phone must be answered within three rings, customers are “connected” not “transferred”, customers are asked before being placed on-hold, and no one stays on-hold longer than 45 seconds.
16. Cross merchandise whenever and wherever possible. Visit SouthernImperial.com for J-hooks, clip strips, power panels, and other inexpensive fixtures designed to help you sell more product.
17. Assign Category Captains. Their job includes making sure the shelves are full, the shelf space is optimized to avoid out of stocks, and that top sellers have been given enough facings.
18. Control your back stock. Make sure the product you are about to order is not already in your back room.
19. Create a Never Out Item List. Category Captains can check this list daily, and re-order product necessary.
20. Every item on your sales floor must be assigned a “home” that is identified with a bin ticket. If you do not use bin tickets your stock will not be organized and product could end up in several different places.
21. Ditch the dogs! Add a “sell by” date to price tags and bin tickets and markdown as necessary. Move product with special sales, grab bags, store-created kits, and “Last Chance” clearance dump displays.
Come back tomorrow for "50 Ideas to increase sales – Part 2!"
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