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Put popular but inexpensive items by the entrance

Once people have made a purchase, no matter how small, they are more likely to buy more items, psychology says.

A smart way to use this effect is to place low-price, popular products – like candy or newspapers – by the cash register. This kind of items, which most customers buy without having to think about it for long, is particularly suitable for small, last-minute impulse buys.

Use items’ popularity to make them even more popular

People tend to copy other people’s behavior, also when it comes to buying decisions. This is a typical shortcut the brain uses to make good choices with minimum effort.

This is the reason why online reviews are so important for sales. A recent study showed that how many reviews a product has is actually more important than the actual rating, meaning that people prefer something that a lot of people have tried over something with perhaps better rating, but which is less popular.

Don’t offer too many options

People think they like choice – but too many options can be paralyzing. This is what scientists call the paradox of choice. In a popular study, they set up two tables in a grocery store. At table A, customers could have a taste from a selection of six jams; at table B, they could choose among 24 different jams. More people stopped by table B, where the selection was larger, but only 3% of them actually bought a jar. On the other hand, almost one third (31%) of the people who stopped at table A bought a jar of jam.

Have a loyalty program

Loyalty programs are a great tool for retailers: they provide important insights into customer preferences, increase loyalty – and, according to studies, they can also make customers feel happier in your store.

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