What Makes People Buy A Product In Stores?
If you want to make sure that your products are going to be flying off shelves, then you should have a good idea of what drives them to make the purchasing decisions that they make. The truth is that the reasons that people choose and buy the products that they do are almost always a more complicated matter than you might fathom at first guess.
Here, we’re going to look at why customers in retail settings make the purchasing decisions that they do, the logic behind the reasons and what you can do to make sure that your products are the ones that are getting selected.
They need it
The first thing you should do, or perhaps you have already done, is to make sure that you’re well aware of your product’s primary selling point is. The unique selling proposition is going to be vital in everything from how you market your product to where it gets positioned alongside other products, so make sure that you keep falling back to it.
It stands out
The retail environment is a visual selling space. People are going to be doing most of their browsing with their eyes and, as such, products that have real visual appeal tend to do better than those that don’t catch too much attention. Working with a packaging design agency could help you ensure that your products have the eye-catching quality that they need. They can’t just be attractive, of course, you also have to make sure that your packaging is able to easily and quickly convey to the buyer the product that they are actually buying, so clarity is vital, as well.
They already know about it
People are going to be a lot more trusting of a product that they already know about, that’s a simple fact. However, how do you get new customers on your side when that’s the case? With a thorough digital marketing plan, of course. Advertising your product online, using search engine optimization and press relations to get your brand more attention, and getting your name out there through social media are going to help your brand become a known figure. TV and radio are still important arms of your marketing strategy as well, but they can often cost more, so you need to work out where your budget is going to be best put into use.
Attention is brought to them (retail displays)
The retailer has to play a role in helping your products get sold. Aside from making sure that they are well-placed on shelves, you can also ask them to agree to give your products a little extra pride of space. With the use of retail display spaces, you can give your product a promotional period where it gets a little more attention and room than usual. This should be a mutually beneficial thing for the retailing to agree to, since they benefit from the extra sales it can drive, as well.
The price is right
Now, more than ever, with purse strings tightening, you have to ensure that you don’t mess up your pricing strategy. There are various different ways to figure out the best price for your product, but it largely depends on the market that you’re targeting. For the everyday consumer, going with a price that’s too high, even temporarily, can make your product feel out of reach and not relevant to them. If you’re selling to more premium customers, then you might be able to bump the price up but you have to make sure that you offer the quality to match, as well.
They’ve tried it before
Simply put, if you have someone try your product and like it, then they are a lot more likely to pick it up again. As such, you should ensure that you’re working to get your product into the hands of more people initially, be it through pop-up promotions, offering tasters at stores, or otherwise. Spreading the good word of mouth from those who enjoy the product can help a lot as well, as it can create a FOMO (fear of missing out) that can drive other people to do the same.
Some of the factors that cause customers to choose products are at the discretion of the store owner and, unless that’s you, you might not be able to do too much about it. However, if you’re producing and selling the products, then several of the steps above can make sure that your products are ticking the boxes that they need to.