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Retailers encounter many different customers every day. However, every experienced retailer should know that there is no magic one-fits-all strategy that will convert each shopper into a buyer. In fact, a Gallup poll revealed that of the challenges small business owners face, 28% were economic and financial issues, but 14% were attracting shoppers and growing new business. Each shopper has his or her own personality and traits, which retailers must acknowledge and adjust to tailor their approaches to match and impress different types of shoppers.
Bargain shoppers
For these shoppers, the main thing is the price. They want the best value at the lowest price possible and are willing to spend time shopping around until they find it. Monetary value fuels their purchase decisions, not brand loyalty.
How to convert them:
Make them feel like they are getting a good deal from the store. They want the lowest price possible, so convince them with strategies such as offering discounts.
Remind them why they are shopping from you and that it will save them money in the long term.
Point out that your products are higher in quality or have a better guarantee.
Informed shoppers
Thanks to the digital age, most modern consumers do a ton of research prior to making purchasing decisions. They will compare prices, read product descriptions, and scan user reviews and ratings before contacting you for further information.
By the time a well-informed shopper comes to your store, he or she probably already knows much about your offer, the items you have in stock, and what to look for before making payments.
How to convert them:
Reach out to them while they are researching your store and products. Do not wait until they’re physically or virtually at your store to engage them, because they probably already made up their minds at that point.
Increase the visibility of your store both online and offline, and ensure they get information about it online or on their phones. Ensure that by the time they land on your website or in your store, they will be impressed and engaged, with great content and customer support for a memorable user experience
Get on social media, and ensure your accounts are active, with updated profiles on review sites. Remember to ensure that any negative reviews on your site, social media, or on review platforms are immediately addressed with thorough responses.
Acknowledge their expertise and listen to them.
Ask them questions and find information gaps you can fill that they did not cover while researching.
Offer more information to make them feel like they are getting insider access or knowledge.
Focus more on service value instead of pricing or product features because they already know that. For instance, if you have better warranty or refund terms or items other stores do not have, let them know that.
Wanderers
This group wanders into your store because they saw something interesting, or want to kill time; they don’t have real purchasing intentions. The wandering shopper is just looking around, but that does not mean you should ignore him or her.
How to convert them:
If the shopper is just looking around, let her feel welcome and mention some new arrivals or suggestions and leave it at that until he or she asks for your help.
Ensure your store looks presentable while highlighting your most profitable and best products. Encourage impulse buys with easy-to-grab items that will convert the wanderer.
Indecisive or confused shoppers
These shoppers are not sure of what they want or cannot decide what to buy. They probably do not have enough information, or they are over-informed so they are not sure about what to select.
How to convert them:
Figure out what they need and educate them on what they need to know.
Ask questions about what they are looking for, whether they understand your product or service, and discover any unfilled info gaps.
Let them know what they are considering without sounding aggressive, especially if they are comparing products
Provide the pros and cons, and tailor your responses to their needs to help them decide.
The goal here is to help and educate with honesty, not to pressure them to make wrong decisions. They will appreciate your help and trust can be built upon it, which is great in the long-term.
Technology can enable retailers to assist the right shopper at the right time, improving sales conversion and operation efficiency. Since shoppers come with a variety of behaviors and intentions, data-driven insights can arm a retailer with a personalized approach to each shopper’s behavior. It is important for retailers to find a way to incorporate technologies into their physical stores which quickly analyze consumers to ease convenience for shoppers to convert sales.
Cyclops is a retail analytics system that can help retailers generate insights into how their customers shop inside their stores. To understand more about how Cyclops can help retailers digitally transform their stores amid the COVID-19 pandemic, visit our website: https://dayta.ai
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