Here are the 5 ways that work best for attracting new customers and get more foot traffic to your shop. Retailers can use these tips to design more effective retail strategies.
2. 1 2
3 4
Focus on Understanding
Psychographics
(Activities, Interests & Opinions)
Analyse the Shopping
Pattern of Customers
Understand
Pricing Emotions
Improve the Overall
Visibility of Your Retail Store
6. Psychographic analysis views
each customer as an individual,
rather than treating them as
part of the larger group
What
Do They Buy?
Where
Do They Like To Buy?
How
Often Do they Buy?
What
Are Their Reasons For Buying?
Are
They Buying For Others?
Where
Do They Get Their Information?
7. To Buy or Not to Buy…That’s the Question
Nay…After all I
need to update my
summer wardrobe
Hmm…the price
seems reasonable
But…will the colour
look nice on me?
Yes…Palak was wearing something
similar in the last party!
Wait…Am I spending
a lot on shopping?
9. People tend to buy
emotionally and justify
intellectually.
Isn’t It?
We know you totally agree.
Remember the last 5me you went crazy
for Amazon sale!
10. What Customers
Experience During The
Purchase Cycle
Price Resistance
Payment Resistance
Price Anxiety
S"cker shock at the beginning of the
buying process
The unwillingness of customers to
pay in one go, or through a par"cular
medium
It’s the buyer’s response a=er
spending a large amount of money
11. How to Deal With Price
Resistance of Customers?
Nega%ve emo%ons that impact the buying decision of
customers
Shock: I was looking for this design for a long 2me,
but the price seems too high.
Frustra%on: Need to upgrade my wardrobe, but can’t
buy every thing at the same 2me
Helpless: With this price, I won’t be able to buy it ever
Hesitant: What if I make the wrong choice?
I will end up was2ng my money
Make this all go away
For each nega2ve emo2on, demonstrate how you can
reduce or eliminate this feeling
Don’t lower the price, maximize the value being
provided.
Adopt price bundling & focus on the totality of offerings
to make products worth their hard-earned money
12. How to Overcome
Payment Resistance By
Customers?
How a sales rep convinced the customer to buy
a dishwasher
Customer: I am liking this dishwasher, but don’t have
enough cash
Sales rep: No problem sir! You can pay online!
Customer: Yes, but I will end up pu=ng a dent in my
pocket
Sales rep: Again no problem sir! You can buy it on EMI.
Customer: Can I? That’s really nice. Plus the discount. It’s
surely a great deal!
What convinced the customer to shell money for
dishwasher?
MulDple payment opDons were provided
13. Price Anxiety
Scenario 1:
Customer: “Wow, your delivery charges are higher
than XYZ Company.”
Sales Pro: “Well, not all customers complain about
this.”
Scenario 2:
Customer: “Wow, your delivery charges are higher
than XYZ Company.”
Sales Pro: “Yes, quality control and on-Ame
delivery are our priority.”
No doubt, the second answer would have been more
comfor5ng for the customer!
What made the Second Answer Be;er?
Product quality (USP) was emphasized, that’s what
customers want.
On-Ame delivery of food maKers, because hunger pangs
really hurt
15. Focus on Visual Merchandise
Register on Google My Business
Hold In-Store Events
Leverage Social Media
Start a YouTube Channel
16. Window Display for Perfumes by The Cool Hunter
Pro Tip: Turning your product into an art is a great
way to grab instant a5en6on of passer-by.
Focus on Visual Merchandise
17. Pro Tip: Logs aren’t the only object with which you
can go rus5c, yet crea5ve. Just find something that
suits your business style. Maybe, unused lamps, CD
casseAes or wine boAles!
The Trina Turk Boutique in New
York ditched dime-a-dozen
display ideas for something
upcycled
18. Pro Tip: Naviga&on not only helps in guiding every
step of customers, but also impacts where they are
likely to look and what they are likely to buy.
See how beautifully Ikea guides
its customers through the store
19. Make the most of your presence on Google My
Business by:
Specifying your area of service
Ge2ng your Google My Business lis6ng verified
Op6mizing Photos in your Google My Business lis6ng
Op6mizing the Introduc6on
Solici6ng customer reviews
Register on Google My Business
20. Over the past few years, a number of trendy
independent shops have started incorpora7ng
coffee bars into their store space.
So, what’s making this trend so popular?
A place that invites people to hang out while they
are on a shopping spree or taking a break from
work is surely going to be a big hit!
Inspired enough to create in-store experiences
that drive traffic and sales? Great!
Organize In-Store Events
Coffee bar in store space
21. Sweat session Organize gaming sessions at your store
just the way Decathlon does
Art space Promote the work of local ar:sts at the
mini gallery of your store
Themed events Popular Musical bands performing at
your store will help you set up the right stage
DIY Sessions Home Depot, the famous home
improvement store organizes weekly workshops to
have more number of registered customers
Tie Up for a Real Cause Warby Parker and Toms
Shoes integrate charity into sales, and organize
frequent giving sessions in store.
Along with bites and browsing,
other interesting ideas to
increase the foot traffic are:
Sweat Session
DIY Sessions
Art Space
Tie Up for a Real Cause
22. Let’s take a sneak-peak into the social media campaigns of
popular retails:
A. Establish yourself as a thought leader on social media:
Casper won gold at the 8th annual Shorty Awards for its
campaign “Bringing Bed>me Back”. It established itself as a
thought leader by making sleep trendy again. Casper’s
TwiEer account was loaded with bed>me puns and I’d-
rather-be-sleeping one-liners.
B. ASOS created a culture around the brand on social
media:
ASOS works with affiliated stylists, who on their own
Instagram accounts showcase a lifestyle associated with the
ASOS brand. They act as personal style icons of ASOS on
social media, and inspire their followers to buy the overall
look.
Leverage Social Media
A - “Bringing Bed;me Back”
B - ASOS affiliated stylists
23. Popular YouTube videos involve make-up 5ps, celebrity
gossips and current news – They say like this!
But these retailers are breaking this myth by adop5ng
these crea5ve ideas:
Apple – Apple uses its YouTube channel to archive and
repurpose content found on any other pla8orm.
Coca-Cola – The company uses YouTube as part of its
promo;onal content, and promotes campaigns like “Unlock
the Secret Formula” through it.
Dell - Dell refers to its video channel as video blog, covering
topics like social media, healthcare technology, cloud
compu;ng, and more.
French Connec0on: French Connec;on calls its YouTube
channel ‘You;que’ to discuss fashion ;ps and improve
branding.
Start a YouTube Channel
24. “Price is what customers pay. Value is what they get.”
Warren Buffett
