If you own a retail store, you know that getting people in the door is only half the battle. The other half is converting those people into paying customers. After all, what good is all that foot traffic if it doesn’t result in sales?
Fortunately, you can do several things to increase the likelihood of converting browsers into buyers. In this blog post, we’ll share some of our top strategies for increasing retail store conversions.
Train Your Salespeople To Be Consultants
Your salespeople are the first line of defense regarding increasing retail store conversions. That’s why it’s important to train them to be consultative salespeople rather than pushy salespeople.
What’s the difference? Pushy salespeople focus on making the sale at all costs. They might use high-pressure tactics or try to sell products that the customer doesn’t need or want. On the other hand, consultative salespeople take a needs-based approach. They work with customers to understand what they require, then recommend products that fit them.
Consultative selling is far more effective than traditional selling, so ensure your sales team’s training covers it.
Implement an Upselling Strategy
Upselling is a great way to increase both the average order value and the conversion rate in your retail store. Upselling is when you encourage customers to buy a more expensive version of the product they’re interested in or add on additional items that complement their purchase.
For example, let’s say a customer is interested in buying a pair of jeans from your store. An upsell would encourage them to buy a pair of jeans with a higher price tag or add a belt or scarf to complete the look.
Use In-Store Promotions Wisely
In-store promotions can be great for increasing conversions, but you need to use them wisely. That means putting out promotions that speak to your target audience and language that encourages customers to take action. For example, rather than saying, “20 percent off all jeans this weekend!” try something like, “Get 20 percent off when you buy any pair of jeans this weekend!” See the difference? The latter promotion is much more likely to result in actual sales.
Use Email Marketing To Stay on Top of Mind
Email marketing is a great way to stay at the forefront of customers’ minds and increase the likelihood that they’ll buy from you in the future. Ensure you collect email addresses at the point of sale, then send out regular emails with promotions, product recommendations, and other relevant information.
Just make sure you’re not overdoing it with the emails. Nobody likes hundreds of marketing messages, so ensure you’re striking the right balance. Understanding email marketing KPIs can help ensure you’re on the right track.
Increasing retail store conversions doesn’t have to be difficult—if you have the right strategies, you can easily boost your bottom line without breaking a sweat! By training your sales team, implementing an upselling strategy, finding targeted promotions, and using email marketing, you’ll be well on your way to increasing conversions in no time!
These tips will help you increase conversions and boost your bottom line, whether you’re a brick-and-mortar store or an online retailer.
