Category Archives: Terrific Retail Insights

Motivate Your Customers with a Gift Ideas Competition

Here’s an idea that has proved popular with our retail clients.  I’m sure it can work in your stores too. Create some simple, fun competitions for your customers.  For example, get them to list 5 gifts from your store, one for themselves and 4 for other people they have to buy for. It can be…
Read more

This Christmas put your team in their customers shoes

Who do your staff have to buy for this Christmas? Have they even thought about it yet? Get them to share their lists now and send them out shopping. And make sure you do the same! Get this done well before the Christmas rush. Have them help one another out with ideas. Put a chart…
Read more

Christmas – The November Question

By now you should be asking the November question, “Have you started your Christmas shopping yet?” Yes, I know that the reaction may well be a groan or a comment like “I don’t even want to think about it”. Great! This allows you to respond with “Sounds like you’ve got some people that are difficult…
Read more

Putting the fun back into selling

While in a client’s furniture store I noticed on display a deluxe reclining outdoor chair, well suited to the local climate.  It was priced at $1,299 and written underneath was, ‘Reduced due to minor damage.’ Then there was a thick red line through the price with $699 in large red writing on the ticket which…
Read more

Why bother to state the features if people buy on benefits?

This is Part Three in our series on ‘Spelling out the Benefits’ for your customers. You can access the earlier posts by clicking on these links: Part One – Spelling out the benefits that matter to your customer Part Two – Creating a verbal bridge Why bother to state the features if people buy on…
Read more

Spelling out the Benefits Part Two: Creating a verbal bridge

In the recent Spelling out the Benefits Part One post, I explained that it is best to follow a feature with the statement “What this means to you is…” or “Which means…” This builds a verbal bridge between the feature and the benefit.  Other linking phrases that create this verbal bridge include: What will be…
Read more

Spelling out the benefits that matter to your customers – Part One

When you know your business and its products and services really well you can easily fall into the trap of assuming that your customers will be just as impressed about them as you are. Don’t assume they will see the value in what you are offering. Spell it out to them in ‘Benefits’ language. To…
Read more

If you don’t stand for something…

Be brave and take a gutsy and courageous stand to differentiate your business. In a recent post, Donald Cooper inspires and challenges you to do just that. Over to Donald: My father used to say, “If you don’t stand for something…you’ll fall for anything!”  What do you ‘stand for’ that could differentiate your business, make…
Read more

The psychology behind supermarket layouts

Research has found a link between the layout of grocery stores and casinos and the impact of their design on our behaviour. Click on this 1 minute 40 second video clip from a Channel 9 Australia report earlier this year. Visual courtesy of Shutterstock
Read more

What is the price of arrogance?

Wesfarmers can give you an exact figure. Rounded off it is apparently close to $2 billion Aussie dollars. That’s how much it has reportedly cost them to get out of the struggling Homebase home improvement business they bought in the UK just over two years ago. The Guardian newspaper reports that Homebase has been sold…
Read more