How to attract buyers to a grocery store and increase sales? A few practical tips from abcbiznes.ru.
1. Product Location
One of the best ways to promote goods is to show it to the buyer from a profitable side. Let this method is old as the world, its relevance for today has not changed. Even before its opening, the store determines the most advantageous trading areas. There is even such a profession-merchandisers, which are engaged in the correct placement of goods in stores. The main principle is simple – the more buyers pass by the shelves and look at it – the higher the priority of this place in the trading hall. Hence the tactics of sales-you need to organize a store so that the buyer went around as much as possible trading area.
In other words, the most popular goods – meat, milk, bread, fruit, it is necessary to place away from each other to give the buyer the opportunity to make the maximum route on the trading hall and inspect all the goods.
At the top of the shelves are placed goods with higher prices, the lower-with the lowest prices. Statistics show that when you transfer products from the abdomen to the eye level, sales increase by 30%, and at the transfer from the level of the feet to the same level-as much as 70%. It is important to place the accompanying goods in close proximity to each other. For example, crunches and chips should be placed as close to the shelves with beer.
The place near the ticket office is a separate point of sale. Here it is advantageous to stir a different "trifle", that is the goods that the buyer is ready to buy for the change-batteries, chewing gum, toothbrushes, chocolate.
Another psychological trick that allows you to increase sales-empty shelves. It is noticed that if there is no package of juice in its place, the consumer has a feeling that the goods are quickly disassembled (in demand), and therefore good. On the reverse side, if the shelf space is clogged with goods, it is difficult for a person to "break" it.
2. Musical accompaniment
The correct distribution of the goods contributes to the fact that the buyer better notices the goods. However, this is not the only way to get a person to buy more than he has planned. No less important in any store is musical accompaniment. In this case, the less people in the store, the more important that it was not quiet. Silence forces the buyer to leave as quickly as possible. It is important that the right music is selected. Radio is not the best option, because part of the time is usual "chatter".
3. Smell-enticing aromas
Many years ago, experiments of German scientists showed that with the use of fragrances sales in stores increases to 15%, and the time of the customer in the flavored segment increases by 18%. In Russia first began to apply such a method supermarkets, when the mini-bakery was mixed directly in the store. The appetizing smell of baking forced the buyer of people more "edible" products. This method of increasing sales is applied to this day.
4. Nice little Things
In addition to the main ways of promoting goods-the placement of goods, music and odors, there are small tricks that also help increase sales. One of the most important criteria for supermarkets is the availability of trolleys. It has long been known that the cart makes the buyer buy 50-100% more products than he does with a regular basket. In addition, supermarkets place special children's trolleys, so that children do not distract parents from the purchase, and enjoyed the process of "moving" around the store. At the same time, children often themselves put into their machine the goods they liked, helping parents to make a number of unplanned purchases.
Some tricky manipulations graphically and with price tags. One of the most effective methods is to establish the lowest prices for basic necessities – bread, milk, eggs, baby food. Often, even below the cost of goods. The purpose of such action is to attract as many buyers as possible to the store and provoke them to buy additional goods. The strategy is explained simply: the buyer, delighted, that saves a considerable sum on purchase of basic goods, allows itself to buy additional products. It should be understood that lowering the prices of basic goods means setting high prices for less important goods. It turns out the usual psychological course, when the price of a supposedly "free product" is already included in the price of other goods.
Бизнесмен, инвестор, финансовый консультант