Category Key: Impulse sales make a big difference |
Written by Bobbi Baugh | |
Monday, 22 November 2010 03:58 PM America/New_York | |
It's OK to admit it. Each of us has been in a checkout line in the grocery store, glanced at the array of mints, candies and nail clippers next to us and bought something we had no intention of purchasing when we came into the store. Those impulse sales are important enough to grocery stores that they allocate space for them right in high-traffic areas, easily within reach of customers, and positioned to allow a touch-and-take impulse purchase. Impulse sales should be that important to your store as well. There are two kinds of impulse purchases. First is the "out-of-the-blue" purchase. Your customer had no intention of buying anything at all in that category. But—when she saw it, she liked it. The second kind of impulse sale is the "something-but-I-don't-know-what" purchase. The customer comes into the store for a primary purchase such as a book, CD or significant gift purchase. But, in the back of her mind, she is also thinking that if just the right "little something" appealed to her, she would pick it up for the women in her Sunday school class or for a neighbor or co-worker. |
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