How to Encourage In-store Impulse Buys

How to Encourage In-store Impulse Buys

Our previous blog deep-dived into the different shopping personas retailers often encounter. Among these, the most prevalent remains impulse shoppers, especially now, when impulse purchases are significant. According to a report by creditcards.com, 5 in 6 Americans say they have made impulse buys in the recent past.

Now that many stores across the globe are re-opening, this is the perfect time to see what more you can do to encourage impulse buys:

  • Encourage all in-store staff to actively give customers product suggestions

    One of the most persuasive approaches to encourage impulse buying is to have in-store staff engage customers with effective communication, which in this case would be discussions and suggestions related to products. Directing shoppers' attention to current discounts and point-of-purchase displays will often have them enticed by appealing offers and incentives. Once a store employee develops a rapport with a customer, understands their needs and suggests the right products, chances of impulse shopping increases, as it is more likely that shoppers will trust their suggestions. Recommending complementary products as part of add-on sales helps increase the chance of selling of the products. Just friendly gestures and the right triggers can do the trick when it comes to impulse buying.

  • Cater to shoppers’ needs

    Personalisation is key in aiding impulse buying behaviour, by anticipating customers' needs and personalising experiences for them. Retailers need to make sure that the products recommended to shoppers are also available online. Knowing this information will add to your shoppers' convenience and will encourage them to engage in impulse buying. To provide the best personalised experience, knowing your customers' history and preferences are imperative. Invest in a modular and smart POS for better customer analytics that helps you plan compelling offers. iRetail suite offers comprehensive customer data to recommend tailor-made solutions and an elevated retail experience for every type of customer.

  • Use intelligent merchandising strategies

    According to a report by Sellbrite, 93% of customers prefer free shipping of products over benefits. Retailers can leverage these behaviours to design strategic offers like free shipping for products people are more likely to buy impulsively. Offering discounts during festivals is also a good retail promotion hack to adopt, as it encourages shoppers to splurge in the name of an occassion.

  • Attract attention by choosing product displays smartly

    Creating an attractive selection of products that your customers will first see when they enter your store is crucial. Generally, average shoppers don't spend extra money on expensive things easily. So, displaying low-priced picks strategically at checkout counters will increase the chances of these products being bought. The right mix and match of products is essential in holding the attention of people. Understanding where shoppers’ eyes will linger for a while is necessary too, and hence, the colour, tone and lighting of products also play a part in encouraging impulse buys. Often, giving a little demo of a product or a small sample also helps. A sense of urgency also contributes to impulse buying. This can be integrated with seasonal picks or items which are available only for a limited amount of time.

The more popular, the better

With popularity comes the craze of buying a particular brand. When a new brand suddenly garners much attention in the market, word of mouth and personal recommendations to friends and families raise make curiosity and lead to the checking out of latest products. Therefore, increasing the overall visibility of your brand will automatically increase the foot traffic of your store, which in turn will help encourage impulse purchases.

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