As an independent gift shop owner, increasing the size of a sale at checkout can significantly impact your bottom line. While offering unique and thoughtful products is essential, the key to maximizing each transaction lies in a few simple yet effective strategies. Here are three easy tips you can implement today to boost sales at the checkout counter:
- IMPULSE: Maximize the Power of Impulse Buys
You probably already carry a range of small, enticing items in your store that make perfect impulse buys—why not give them a prime spot at the checkout area? Products like greeting cards, enclosure cards, small personal care items, and even jewelry can be tempting add-ons for customers making a purchase—experiment with moving items scattered throughout your store to the cash wrap area. You’ll increase the likelihood of additional sales by positioning these lower-priced, last-minute finds in front of your customers as they check out. You already have the products in-store; all it takes is rearranging to see results.
- EXPERIENCE: Turn Shopping Into a Memorable Experience
Creating a welcoming and engaging environment encourages customers to stay longer and shop more. Think of ways to make your store an interactive experience rather than just a place to buy products. For example, offer hand massages with fragranced lotions or allow customers to use testers of hand soaps, perfumes, etc.If you sell gourmet food products, provide small samples for customers. If you carry apparel, ensure customers can quickly try items on. If you are in a hot climate, offer a glass of ice-cold water to thirsty customers. These simple yet memorable experiences increase the likelihood of a sale and encourage customers to explore more of your offerings. When shoppers engage with products through their senses—touch, smell, and taste—they are more likely to purchase and even add extra items to their cart.
- TRAINING: Equip Your Team to Suggestively Sell
Perhaps the most crucial element in increasing the size of a sale is ensuring that your staff is trained in suggestive selling techniques. A well-trained team can make a big difference in helping customers find additional products that complement their primary purchase.
Encourage your staff to recommend add-ons in a friendly, non-pushy way. Whether suggesting a matching greeting card, a gift wrap option, or a related product, your staff can help customers leave with a more complete package. Without the proper training, your team may miss opportunities to suggest these extras, resulting in lower overall sales.
By implementing these three easy strategies—moving impulse items to the checkout area, creating an interactive shopping experience, and training your staff to sell suggestively—you’ll be well on your way to increasing the size of each transaction. Small changes can lead to significant results, helping you boost your sales and enhance your customers’ overall shopping experience. Seeking more tips? Check out our Learning Hub here.