How to Increase Retail Sales: 11 Tips

• Purchasing native. 63% of shoppers all over the world suppose procuring native is essential, and 37% plan to buy native extra typically. That is excellent news for impartial retailers. 

• Free transport and supply. Free transport is a tried and true favourite, and tops the checklist for buy drivers. Whereas primarily thought of within the context of ecommerce, bodily retail can reap the benefits of it via free transport to the shop.

• Loyalty. Clients wish to store with manufacturers they know and love, they usually wish to be rewarded for it. Given present prospects are extra invaluable than new prospects, retailers can improve retail gross sales by doubling down on their loyalty applications. 

• Personalization. Clients wish to really feel like their favourite shops know them. If you happen to’re on the hunt for how you can improve retail gross sales, look to your gross sales associates and the expertise they’re utilizing for customized customer support. 

Inventive methods to extend retail gross sales 

1. Discover your retailer’s peak hours

The very first thing you’ll want to promote extra throughout peak enterprise hours is to really know when your peak hours are. 

Half of your whole gross sales come from across the 20 busiest hours of the week—that is the 50/20 rule. 2020 noticed gross sales throughout peak promoting hours improve barely as buyers turned extra centered of their outings, and the peaks themselves shifted from evenings and weekends to afternoons and weekdays. Now, a few of these peaks have shifted again to pre-2020 ranges, however there’s no laborious and quick rule that claims your buyers will probably be following both sample. 

If you happen to had a great grasp in your peak hours previous to 2020, you’ll nonetheless wish to discover out when buyers are procuring now. Even with employees returning to the workplace, the patterns of life have been shaken up sufficient that you simply’ll wish to double examine what your prospects are doing. 

Begin by evaluating the quantity of individuals in your retailer and after they’re most certainly to buy. Yow will discover that out utilizing your level of sale system’s gross sales and worker experiences; with Lightspeed, we advise that you simply filter the gross sales report by hour for a transparent view of the share of whole gross sales every hour of the day accounts for. 

However needless to say peak in-store site visitors won’t align along with your greatest promoting hours. If prospects are simply looking, your point of sale systems gross sales experiences can’t seize that data. 

If you happen to’re inquisitive about your non-transactional retailer site visitors, we’re a giant fan of RetailNext, a folks counter resolution that measures walk-in prospects, common go to durations and retailer circulate patterns, and pushes these numbers in real-time to your level of sale system. 

It’s additionally a good suggestion to check your on-line gross sales versus your in-store gross sales by day of the week. Are there days of the week the place on-line gross sales or web site site visitors spikes? Maybe you may run a promotion that’s unique for in-store prospects (or supply free in-store pickup), promote it in your web site and convert extra on-line site visitors into in-store gross sales. 

By understanding when your on-line retailer is most energetic, you may discover operating dayparting campaigns, timing your in-store promotions higher and changing that site visitors into gross sales.  

2. Schedule your high gross sales associates

Now that you recognize when your peak hours are, you may schedule your A-Crew of gross sales associates to make  essentially the most of that site visitors. Hopefully your gross sales crew is powerful throughout the board, besides, each retailer has high performers who actually stand out. 

Check out your worker experiences and pinpoint the gross sales associates with the very best whole gross sales and gadgets per transaction in relation to their hours labored. If attainable, we additionally recommend checking their buyer evaluations via a post-purchase NPS survey.

You wish to determine the gross sales associates who’re only at closing gross sales and put them on the schedule throughout peak hours as a result of they’re those who can generate essentially the most income.

Retail gross sales tip: Stories on worker efficiency can assist you discover this knowledge. Attempt operating experiences about upsells to seek out your superstars. This will let you know an awesome deal about which crew members you wish to name in throughout these busy durations.

In lots of instances, these gross sales associates have essentially the most expertise and have an excessive amount of data about your model, providers and merchandise. They’ll have the ability to assist the purchasers successfully and supply related suggestions with a smile. 

We advise scheduling at the least certainly one of your top-performers always whenever you’re anticipating excessive volumes of site visitors. 

Nonetheless, to be able to have high gross sales associates in any respect, you’ll want to have gross sales associates which can be able to work—workers that aren’t burned out and which can be motivated to supply the absolute best customer support. The pandemic has been laborious on retailer employees’ morale, with many quitting the business altogether.

The excellent news is that your gross sales objectives line up properly with two of the primary issues employees have to really feel much less burned out: predictable, set schedules and appreciation from managers. 

Your peak durations shouldn’t change a lot week to week, so your high performers ought to have a comparatively predictable time period they will anticipate to work. Ensure they know you’re scheduling them for peak durations since you respect their laborious work, and hold the road of communication open for all of your workers. 

3. Present efficient gross sales coaching

Ideally, all your gross sales associates can maintain their very own on the gross sales ground, particularly in terms of successfully cross-selling and upselling services and products. 

Cross-selling means that you can encourage add-on gadgets to buy, resembling getting customers who’re shopping for an engagement ring to purchase the matching marriage ceremony band with it. 

Upselling is the apply of getting customers to buy a product that’s a better worth than the one they had been initially taking a look at. As an alternative of that $1,000 engagement ring they’re contemplating, you additionally wish to present them the $1,500 counterpart and clarify why it’s superior, so long as you suppose it’s inside their finances. 

Each cross-selling and upselling can considerably improve common transaction worth (ATV) and maximize income. Ensure your gross sales associates have sufficient product data to have the ability to recommend different and extra purchases which can be related to the client’s needs and desires. 

You possibly can examine cross-selling and upselling in-depth here, however listed below are a couple of easy retail gross sales tricks to train your workers:

• Advocate complementary merchandise to the one which buyer is buying, framing it as a package deal, bundle deal or excellent set. In the event that they’re shopping for a telephone, recommend automotive chargers and telephone instances, too.
• Put the emphasis on the options. When upselling, seek for wants prospects could have that might be solved with the higher-value product. A more recent model of the telephone, for instance, could have superior digicam and call-recording options {that a} journalist or reporter may gain advantage extensively from.
• Ask about what else the client may have and recommend merchandise. “Is there anybody else you wished to buy?” is a good query to ask, actively placing the duty of developing with further purchases on the client’s thoughts. 

An intuitive level of sale system can go a good distance in coaching your crew to be higher salespeople. While you equip them with a system that’s straightforward to navigate and use, they will focus extra on buyer interplay, resulting in improved customer support and gross sales effectivity.

Guillaume de Laplante, Retail planner and purchaser on the Brande Group says that switching to Lightspeed has considerably diminished the coaching time required for workers.

“It took us 5 to 6 hours on Retail One to simply practice workers to do gross sales, returns, promotions and simply confirming transfers. Not even buy orders. And on Lightspeed, I feel coaching takes two hours max,” he explains.

4. Promote your native model

As a result of a majority of shoppers contemplate procuring regionally to be essential, it’s essential to lean into your id as an impartial retailer in order that they know they’re making a alternative that aligns with their values.

The place what you are promoting is situated will affect what prospects outline as procuring native. 

Lightspeed discovered that Canadian buyers valued shopping for from retailers based mostly of their nation greater than anybody else we surveyed, they usually rank being of their common geographic area as being of equal significance as being based mostly of their metropolis. This implies you can catch eyes to deliver Canadians into the shop and make them be ok with shopping for extra as soon as they’re there by prominently promoting that you simply’re Canadian-owned. As well as, getting energetic in your province and nearer to dwelling in your metropolis have the potential to generate equal quantities of goodwill.

As compared, we discovered that American buyers valued procuring with companies based mostly of their metropolis greater than companies based mostly of their wider geographical location. To seize their consideration and the store native momentum, capitalize on ultra-local taste. That might imply collaborating in and supporting occasions in your metropolis, partnering with native causes and/or focusing a bigger portion of your advertising finances on buyers near dwelling. 

5. Make loyalty a key a part of your retail gross sales technique

Our survey discovered that prospects reported preferring to buy the manufacturers they know and love over discovering new manufacturers. Hold that in thoughts whenever you’re planning how you can improve retail gross sales: loyal prospects are going to be much less work to persuade to spend greater than new prospects.

Capitalize on this buy driver with a three-pronged technique.

First: reward your present prospects. If they will earn extra factors or {dollars} off their subsequent buy by shopping for extra now, they’ll be tempted to spend extra. If you happen to don’t have already got a loyalty program in place, implement one now and ensure your gross sales associates are signing prospects up at checkout. Check here for some tips to make the most of your loyalty program.

Second: entice first-time prospects to return with the promise of rewards. Your present prospects already know why they love you, they usually’ll respect the additional incentive to buy. Your new prospects would possibly want that further push to maintain you top-of-mind and are available again. Attempt providing a sign-up bonus that may entice prospects again to the shop to purchase extra.

Third: make use of your loyalty program’s advertising instruments. An excellent loyalty program may have instruments you should utilize to ship prospects communications about promotions and customized buy incentives. Birthday rewards offer you an annual push to deliver prospects again to the shop, for instance. And you’ll catch dormant prospects with a promotion designed to get them again in retailer, supplying you with an opportunity for gross sales that you’d have in any other case misplaced. 

6. Supply free transport… to your retailer

Clients love free transport. Any retail gross sales technique aiming to extend spending ought to hold that in thoughts.

Nonetheless, free supply could be an undue monetary burden on retailers, particularly as prospects need quick and free. Funding these providers eats into your revenue margins.

There are methods to reduce the cost burden of free shipping to out-of-town prospects you may discover. However for purchasers nearer to you, you can supply free curbside pickup (or pickup in retailer) as a compromise. This manner, buyers get the comfort of ecommerce, however can skip the wait time and the associated fee for transport whereas getting their order instantly. 

Between saving on transport and coming to the shop, there are a number of alternatives for buyers to purchase greater than they might have in any other case. 

7. Supply complimentary and paid providers 

Complementary providers can’t solely encourage folks to go to your retailer, however they will additionally encourage further purchases. 

For vogue and attire retailers, tailoring is a good instance of a (paid or complimentary, relying in your finances) service that may drive extra gross sales. If a pair of pants doesn’t match precisely how a buyer needs, you may shut the sale by providing to tailor the garment precisely to their liking. Furthermore, you may invite the client to tailor different clothes at your retailer. This not solely helps you shut a sale, however will increase that buyer’s lifetime worth with repeat purchases. 

In-store providers can assist seal the deal throughout peak hours—they will flip browsers into consumers with the additional enticement. However they will additionally enable you improve gross sales throughout off-peak hours. 

Say you’ve performed the mathematics and also you’ve discovered that your peak hours have settled right into a late afternoon on weekdays sample. If you happen to wished extra site visitors within the retailer on Sundays and within the evenings, you can begin encouraging appointment shopping. A pet retailer may have a groomer go to the shop throughout off-peak hours, whereas an attire retailer may supply private procuring and styling then. The appointments and providers will deliver site visitors in throughout these slower hours whereas providing your buyers new worth past the merchandise you promote.

8. Launch attention-getting promotions

Right here’s a simple retail gross sales tip: a strong in-store promo can assist your workers shut extra gross sales. We advise focusing your in-store promotional efforts on level of sale advertising and time-sensitive promotions. 

Optimize in-store promotional supplies 

Do you know that your retailer format has an impact on gross sales? Putting low-cost add-ons close to your money register can incentivize last-minute impulse purchases. We name this point of sale marketing. 

You’ll additionally wish to have in-store promotional supplies that may assist your crew with a few of the promoting, too. 

Indicators that use FOMO-driven language leverage shortage and urgency to remind customers to reap the benefits of a limited-time supply, they usually can incentivize folks to buy extra or completely different merchandise. 

Create time-sensitive in-store promotions 

On-line procuring has elevated considerably lately, partially because of its comfort (particularly throughout occasions buyers couldn’t go to shops). Because of this, it’s not unusual to have folks come into your retailer to browse, however who could not have a ton of motivation to buy.

You possibly can drive extra high-intent site visitors into your retailer by selling time-sensitive in-store promotions on-line. 

Carry prospects into your bodily retailer with flash gross sales, nice offers on in-stock clearance gadgets, and even gives like free presents like a make-up palette with a purchase order over a sure worth. You possibly can then have your well-trained, high-performing workers leverage upselling and cross-selling, growing their purchases general.

Time-sensitive could be key right here since you wish to drive purchases now; if folks really feel like an awesome deal will run out quick, they’ll be more likely to buy instantly as an alternative of eager to suppose it over. 

9. Supply prospects customized service in-store

Clients like personalization. Making each buyer really feel like an everyday after they step into the shop, regardless of who you’ve received on the ground, will reinforce that what you are promoting has one thing further for them.

You should utilize expertise to provide your gross sales associates a leg up right here—particularly, your retail point of sale. 

iPad POS programs like Lightspeed put a database of buyer profiles in your gross sales associates’ fingers (actually!). When a buyer visits the shop, a gross sales affiliate can look their profile up and make suggestions based mostly on previous purchases, even when they’ve by no means met earlier than. Meaning you may supply customized service each time. 

10. Pace up the shopping for course of

Earlier than the pandemic, peak gross sales hours had been chaotic, with gross sales associates ready in line to take a look at their prospects, and prospects lined up midway via the shop. It wasn’t unusual to see prospects stroll in, resolve it was too busy and stroll again out, even when they might have seemingly bought in any other case. 

Now, whereas site visitors is steadily growing once more, buyers have gotten used to comfort with on-line procuring (which has no wait occasions, past transport). 

Organising a cellular POS system is one thing that every one retail shops must be doing to get to the center of in-store delays. Every of your gross sales workers can have their very own pill that they will use to shortly course of gross sales and full transactions. They’ll do that anyplace within the retailer, with out having to be on the money register. That streamlines and improves the expertise for each your crew and your prospects alike. It additionally means gross sales associates can serve and take a look at buyers via the shop, encouraging secure distancing and reducing down on prolonged traces.

An Irisys study discovered that the common American client will go away a retailer with out making a purchase order after ready eight minutes. Retailers merely can’t afford to make prospects wait, because it’s greater than prone to affect their gross sales. 

You need prospects to have the ability to buy the second they’re prepared to take action, because it eliminates the danger of somebody strolling attributable to an extended wait time. And don’t overlook that the quicker your crew is ready to full one transaction, the earlier they will serve one other buyer and make extra gross sales.

Curbside pickup helps right here as nicely. It marries the very best of each worlds for buyers in a rush: they will browse on-line at their leisure, then skip transport occasions and nonetheless indulge within the superior customer support you’ve skilled your associates to supply. With a cellular POS, dealing with pickup orders throughout peak promoting hours doesn’t gradual your workers down.

11. Leverage social media

Social media could be a exceptional gross sales and advertising channel. The secret’s to hone in in your goal market and constantly create content material that resonates with them. When you’ve an engaged viewers in place, driving gross sales turns into a extra pure course of. 

An viewers that feels related to your model is extra prone to belief what you are promoting, share your content material, and in the end make purchases based mostly in your suggestions. 

An excellent instance of this comes from jewellery fanatic Marianne Hovakimyan, who makes use of Ecwid by Lightspeed to showcase and promote her items. Marianne has a big presence on Instagram, the place she shares life-style content material together with product photographs.

Individuals who wish to “store” her Instagram feed can simply achieve this by clicking on the tagged merchandise, after which finishing the acquisition on her web site. 

The right way to improve gross sales in retail shops? Make a plan for peak hours  

Growing retail gross sales throughout peak hours sounds prefer it must be straightforward, however until you’re taking intentional steps to maximise gross sales, there’s a great likelihood that you simply’re lacking out on main income. 

These ten retail gross sales ideas will go a good distance in serving to you to extend your general gross sales.

1. Discover your retailer’s peak hours
2. Schedule your high gross sales associates
3. Present efficient gross sales coaching
4. Promote your native model
5. Make loyalty a key a part of your retail gross sales technique
6. Supply free supply… to your retailer
7. Supply complimentary and paid providers 
8. Launch attention-getting promotions
9. Supply prospects customized service in-store
10. Pace up the shopping for course of

Able to implement the following pointers into your retailer? You want a commerce platform that may sustain. Get in touch for a free consult to see if Lightspeed is the right system for you.

FAQs on growing retail gross sales

How can I improve gross sales in my retail retailer?

Deal with enhancing buyer expertise via customized service and a welcoming retailer surroundings. Implement efficient gross sales coaching for workers, optimize product placement, and supply promotions or loyalty applications. Make the most of knowledge analytics to grasp buyer preferences and alter your methods accordingly.

How can I make more cash in retail?

To extend profitability, diversify your product choices to enchantment to a broader buyer base, handle stock effectively, and leverage upselling and cross-selling methods. Additionally, streamline operations to scale back prices and discover e-commerce platforms to increase your market attain.

How do you drive gross sales in a retailer?

Driving gross sales includes a mixture of advertising methods like in-store promotions, occasions, and seasonal reductions. Enhancing in-store signage, creating an interesting retailer format, and providing distinctive customer support also can entice prospects to make extra purchases.

How do you appeal to prospects?

Appeal to prospects by constructing a robust on-line presence, participating in social media advertising, and optimizing native search engine marketing. Internet hosting occasions, partnering with native companies, and providing unique offers also can attract prospects. Guarantee your retailer is welcoming and accessible to make an awesome first impression.

How can a small enterprise improve gross sales?

Small companies can improve gross sales by understanding their goal market and tailoring their choices accordingly. Networking throughout the neighborhood, leveraging word-of-mouth, and offering excellent customer support are key. Using on-line gross sales channels and social media for advertising will also be extremely efficient.

How do you improve the variety of prospects in a store?

Improve foot site visitors by enhancing your retailer’s curb enchantment, providing distinctive in-store experiences, and internet hosting occasions or workshops. Collaborate with different native companies for cross-promotions and leverage social media to unfold the phrase about your retailer and its choices.

How can retail shops improve buyer circulate?

To extend buyer circulate, create an interesting window show, guarantee your retailer is simple to navigate, and recurrently replace your product choices to maintain them recent and thrilling. Implementing an efficient advertising technique, each on-line and offline, also can play a big function in attracting extra prospects.