An offer is an integral element of marketing when opening a store, allowing you to arouse genuine interest in the buyer and offer him such benefits that are simply impossible to refuse.
The basis of the offer may be a favorable price, unique product properties, service. The main task is to emphasize that no other seller can offer the same advantages.
The necessary quality of a competent offer is its accessibility for perception and memorability. The ideal product offer is the first step towards a guaranteed deal.
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11 Clever Marketing Tricks of Retail Stores
Once in a store, a person advertising database does not always retain the ability to adequately assess the pros and cons of an offer and becomes susceptible to emotional actions. This is also facilitated by sellers who unobtrusively and carefully lead the client to the idea that he will not be able to do without the product.
The manipulations begin already at the entrance. Pleasant music plays in the hall, the air is filled with perfume aromas, and special lighting is created. These tools are often used in self-service points of sale, where the possibility of direct contact between the seller and the visitor is somewhat limited compared to traditional stores.
During a direct dialogue with a visitor, the consultant follows a certain algorithm, finds out the obvious and hidden needs of the client and addresses them first. The information is presented in such a way as to create a feeling in visitors and buyers that the seller is trying to do the best for them, and is not just trying to sell some product at any cost.
Sales manager
Words of connection play an important role in this conversation: “I understand you,” “I agree with you,” “I think the same,” etc.
Almost every buyer can recall similar examples from their own experience. For example, “I agree that this product is not cheap,” “I understand that you absolutely need this function,” etc.
The purpose of such remarks is to establish psychological contact with the visitor, to let him understand that the seller thinks and reasons in a similar way. In this case, the client agrees with the consultant's arguments much more easily, although these arguments may be questioned during critical analysis.
Let's look at a number of other techniques aimed at getting the visitor to make a deal.
Price range or price fork
A traditional tool that still retains its effectiveness.
Let's say a store has a product that needs to be sold first and foremost at a certain price. Several other products are placed on the display case next to this product, the cost of which is significantly different. The difference can be either higher or lower.
Subconsciously, this forms the impression in the visitor that a significantly cheaper product is of unacceptably low quality, and a significantly more expensive one is unaffordable for the customer's wallet. As a result, the buyer purchases the main product as the only acceptable option, although the prices of neighboring offers may not correspond to their actual cost.
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