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7 Key Strategies to Improve Your Average Sales Per Ticket

iStock_000086761103_LargePeople shop, and they like to shop. That one fact is what keeps retailers and merchants in business. Having a business that thrives, however, is another matter. The most successful stores are the ones that take advantage of their “captive audience” — that is, the customers who have already walked into the store (or browsed to the website) and are ready to make a transaction.

The goal is to capture as many sales as possible with each store visit. This is easier said than done. Today, customers will cherry pick which vendors give them the best deals, shrinking your sales per ticket. Consumers will also delay purchases until they can do more research — possibly even buying online. Even restaurants and cafes, which should be one-stop shops, are finding it difficult to upsell cost-conscious customers.

Here are some ways savvy business owners can boost their average sales per ticket:

    1. Provide a better customer experience. Customers will return again and again to a store that provides a great shopping (or dining) experience. They will also linger longer and are more likely to end up purchasing more. So make sure your store gives the right “vibe” for your brand, and spend the effort ensuring the customer service is top notch.
    2. Tap into rewards and offers. Loyalty rewards and special orders can keep customers coming back to your store. Even better, once in your store, they will often “augment” their purchase. For example, customers might visit a home goods store for a steep discount on bedding and, feeling like they got a good deal, continue to shop for other home necessities. Loyal consumers buy 90% more frequently and spend 60% more per ticket on average. Many of our clients use Perka to easily manage loyalty rewards and push offers to customers’ mobile phones.
    3. Aim for surprise and delight. Not all offers and perks have to be announced ahead of time. Sometimes getting an unexpected “freebie” can do wonders for the customer experience. Thank you notes, birthday giveaways, or even just a shout out on social media are other ways of delighting customers and sticking out in a competitive marketplace.
    4. Display items together. Some items naturally go together, but your customers might need a gentle reminder that you sell complementary items. So display them together. For example, if you are a clothing retailer, coordinate a dress or sweater with a necklace and belt that match well.
    5. Offer combo deals. Don’t stop at the display, though. Offer combo deals where customers get a discount for buying items together.
    6. Make (tailored) recommendations. Customer constantly receive  recommendations both from websites and live salespeople. Those suggestions  mean so much more when they are personalized and relevant. For example, make recommendations based on what other customers have bought together (Amazon does a great job with this). Or have a ready list of recommendations based on consumer goals — for example, if it’s backyard barbecue season and you sell grills, be ready to recommend the best ones at each price point plus accessories such as charcoal, utensils and more.
    7. Step back and look at the data. To really succeed, you need to take a step back and try to see beyond the day-to-day transactions of your store. You should not only know which items are selling best, but also when they sell best, who is buying them, and what other items are bought with those best sellers. You can then use this sales information to uncover actionable insights, design promotions, and make business decisions. For example, our clients often use Insightics to track new and returning customers, revealing their buying habits and overall purchase trends. They can even use it to keep tabs of what people are saying on social media.

 

The right data and the right technology solutions enable these kinds of strategies, even if your business is small or single-location. Investing in the right software can make loyalty programs, offers, insights, and more much easier. Contact us if you want to see some real-life examples.

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