Are you maximising unplanned sales

Impulse purchases are a key part of any stores sales, and in supermarkets it has been said that over 60% of total purchases were not on the customers'original shopping list. The majority of research surrounding impulse purchases focuses on supermarets as impulse purchases are a key part of their profit. Even in the current economic climate it has been said that over 50% of supermarket customers make their purchasing decisions in the aisle, and not before they enter the shop

Impulse purchases are equally important on the high street and here are some tops tips for increasing impulse purchases

 

• Significantly more people are right handed so lay your shop out so that customers' right hands are nearest the merchandise
• Offer customers a basket. Its easier to make multiple purchases with a basket than holding items in your hand
• Some research exists which says that you should place more expensive items at the front of the stores. Once the consumer has bought a higher priced item the lower priced products are added to their basket more easily
• The best place to maximise impulse purchases is on the counter. The majority of impulse purchases are made at the till so make sure that you have a selection of goods on offer. the best impulse purchase products are reasonably priced, colourful enough to attract attention, tactile so that customers want to touch it and, most of all, must not need an explanation of how to work it. If you need to ask for an explanation then the moment will be lost

Make sure that you change displays of impulse purchases at least once a month to ensure that customers continue to browse the area

But if you have an internet shop how do you encourage impulse purchases? If you are lucky enough to have money to invest then Amazon's 1-click purchasing is a proven way to increase spend. Its just so easy to add products to your basket and buy them without pausing for thought. An easier (and cheaper!) way is to place co-ordinating items together on the same page (again Amazon's people you bought this, also liked that is the best example of this.)

Finally the cheapest and easiest way to encourage impulse purchases on an internet site is to offer a free product on purchases over a certain value, which is typically your average basket value. Research has shown that consumers feel a certain loyalty to a store which has given them something for nothing

Have a look at our key chains and miniatures for some great give away ideas with high perceived value which are bound to increase impulse purchases from your shop