American spending is going up. Last year, retailers reported $3.53 trillion in sales, which is up 4 percent from the year before. In April of this year, retail sales continue to grow 4.7 percent from last year.
The minute you step into a retail store, your mind is being manipulated to get you to buy stuff. In this article, we’ll discuss the psychology of selling and the tricks stores use to sell more products.
1. Psychology of Selling? Make You Nostalgic
Have you noticed the number of ads that use families, animals, and childhood memories? These pull at your heartstrings and make you more willing to pay for purchases. Emotions sometimes make you forget about the price tag especially when you feel extra happy.
2. Small Packaging to Make You Buy More
Have you seen those new mini-cans? Seems like a good way to drink less soda, right? Not so fast – it can be a trick.
We all know how important packaging is, especially when there is a lot of competition. About a third of consumer decision-making is based on packaging.
Research shows that buying smaller packaging may actually make you consume more. You’re thinking you are drinking less, but you keep drinking it the same and run out quicker.
3. You Go Down All The Aisles
The layout of stores is not created by accident. At the grocery store, you may see that different parts of a meal are at the start of different aisles. If you lose focus, you will spend more on impulse buys.
You get lost in the store and actually find stuff that is not on your list. There is no standardized set up at any store, so they are all different. Part of retail execution, you go down all the aisles to find what you need and then some.
You will then form a habit of walking down all the aisles and buying more than what is on your list. Even when your shopping list is done, you may still walk down one more aisle to be sure you have everything you need.
4. The Most Profitable Items Are at Eye Level
You don’t spend the time looking up and down on every aisle. No one has that time or patience. Maybe you should.
This is why stores will put the most profitable items at your eye level so you see them quickly and easily. Because these items are easy to spot, it’s easier for the store to sell these profitable items.
Another reason these are eye level is that kids can also see them easily. The kids can then talk you into buying additional products.
5. Huge Sales Events on All Holidays
People are happy during holidays because they are off work, having fun, or maybe just got a bonus. This is music to a store. They make each holiday a huge sales event to capitalize on your happiness.
Like mentioned above, happier people spend more money. Stores lure you in with all these sales to get you to buy discounted items (and non-discounted items).
6. The Illusion of Bulk Bargains
The shopping carts are large for a reason. If you have space, you will load up.
Have you seen the deals “10 for $10?” Does that mean each item is $1? If so, do you really need 10 to get the deal?
Stores also add another sentence to make you feel like something is a hot item. Do you ever see a maximum number per customer like only 4 packages of strawberries per customers? Makes you feel like it’s a good deal, doesn’t it?
7. Free Treats and Samples
Eating even just one chocolate can increase your desire to spend more. Have you ever noticed all the free food and drinks in luxury stores like jewelry, clothing, electronics? This is why – food makes you feel more comfortable.
Another trick in grocery stores are the sample stations exposing you to new products to buy. The store not only tries to get you to buy these products; they are also using this trick to slow you down.
When you get a sample, you stop and look around. You stop rushing to buy those few items on your list. This pause increases the chances that you will spot something else to buy.
8. Gigantic Sales Signs
Along with the holiday sales events, large sales signs are there to attract your attention and lure you in. Stores want you to be curious about the sales and come in to check it out.
It’s all about getting you in the store. People want to save money with good deals but may find more items they need that aren’t on sale. Either way, you came into the store and may come back to spend money.
9. High-Profit Items at the Front
Along with putting high-profit items at eye level, a lot of the high-profit departments are at the front of the store. This is why you see bakery, floral, and gift items at the front of the grocery store. Bread and flowers are high-profit items for a grocery store.
Most stores want to put their biggest money maker up front. Have you noticed that sale items in clothing stores are never in the front? They want their big-ticket items up front to get your attention.
10. Essentials Are at the Back of the Store
As you can see, a lot of the psychology of selling is about the layout of the store. Stores will put the essentials, like milk, cheese, and meat, at the back of the store to make you walk through the whole store to get there.
When it takes you longer to get back there, you may find more items to purchase. You see the store’s inventory on your way to get what you need. Seeing means buying, so a store wants you to see as much as possible.
Curious About Other Things?
Now you have seen some of the psychology of selling, explore some other interesting articles like why people wear name brand clothes. You can also check out the best coffee brands in the world to feed your caffeine craving.
There are plenty of other articles to choose from to help satisfy your curiosity at Curiosity Human. Don’t hesitate to come visit!