Purchase Amount

Persuading your customers to make unplanned purchases is both an art and a science. Impulse buying is a significant revenue source that frequently goes unaccounted for. Some impulse selling tactics rely on store employees to influence customer behavior, while others use on-site marketing collateral to alter shopping patterns.

All of these tactics should work together to achieve one common purpose – to motivate customers to increase their “shopping baskets”. Many companies we’ve worked with needed help communicating the right message to their shoppers or implementing the right communication tactics. Once the shopping environment is equipped, impulse buying becomes a measurable possibility.

Just one “moment of influence” during the customer experience could result in a 10%-20% increase to the final purchase amount. If this happens just once during every 20 transactions, it could deliver millions in new revenue each year.

Here are two common examples of how retailers and brands influence customers to increase their purchase amount:

Example #1:
A clothing store employee sees a customer trying on a pair of jeans and recommends a matching graphic tee for $7.99.

Example #2:
A customer buying potato chips sees a display promoting a $2.99 package of chip dip.

BehaviorWorx will determine which tactics have the most influence on customer behavior. The key to this process is identifying strong correlations between your customer data, employee data and sales data.

More About Purchase Amount

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