In the fiercely competitive retail industry, product displays act like a silent yet highly influential sales expert—their importance far exceeds what most people imagine. In fact, excellent displays not only enhance the store’s aesthetics and create a pleasant shopping atmosphere but also subtly influence consumers’ purchasing decisions, making them unconsciously add more items to their carts.
So, how can clever display techniques achieve the goal of making customers “buy more and more”? Next, HONIK Biz will delve into six key strategies from both psychological and practical perspectives to help businesses increase average order value and embark on a new journey of sales growth.
1. Cross-Merchandising: The Art of “Silent Upselling” Between Products
Have you ever noticed this scenario: After picking up a bag of chips at the supermarket, you often unconsciously grab a bottle of soda as well? This is the magic of cross-merchandising.
When shopping, consumers rarely buy just a single item—they tend to purchase complementary products. This is because the human brain engages in contextual association during shopping. For example:
Seeing pasta naturally brings to mind the delicious pairing with tomato sauce.
Spotting razors makes shoppers think of the need for shaving cream.
Noticing phone cases reminds them to add a screen protector.
These associations prompt customers to think, “What else do I need?” while grabbing their main purchase, effectively increasing add-on sales.
Practical Tips:
Analyze shopping habits: Use sales data to identify frequently paired items (e.g., coffee buyers often purchase sugar or creamer).
Create visual connections: Use matching colors or lifestyle-themed setups (e.g., displaying breakfast combos like cereal, milk, and bowls together).
Offer bundle discounts: Promotions like “Buy A + B and Save $10” encourage customers to purchase complementary items they might not have initially planned to buy.
2. Tailoring Displays to Shopping Intentions: Meeting Different Needs
Shopping behaviors generally fall into two categories: impulse buys and planned purchases. Stores should adjust their displays accordingly.
● Impulse Buys: Encouraging Spontaneous Purchases
For snacks, accessories, and promotional items, try:
High-traffic placements (entrances, corners, checkout counters).
Open displays (letting customers touch and interact with products).
Eye-catching promotions (e.g., “Limited-Time Offer!” or “Only 3 Left!”).
● Planned Purchases: Helping Customers Decide Faster
For big-ticket or high-consideration items (e.g., appliances, baby products):
Group by category (avoid clutter, enhance professionalism).
Provide detailed info (price, features, usage scenarios).
Set up demo zones (let customers try before buying).
3. The Power of Words: Guiding Purchase Decisions
When customers hesitate, well-crafted copy can seal the deal. Try these techniques:
Highlight unique selling points (Why choose this product?).
Create urgency (“Limited Edition” or “Only a Few Left!”).
Offer selection guides (Help customers choose between variants).
4. Store Layout: Strategic Placement in High-Traffic Zones
Research shows shoppers follow predictable paths (e.g., moving clockwise). Use this to your advantage:
Entrances: Feature seasonal bestsellers or discounts.
Endcaps: Place clearance items for visual impact.
Corners: Display quirky finds to spark curiosity.
5. Scent Marketing: Triggering Impulse Buys Through Smell
Scents directly tap into emotions and memories, making store fragrances a stealthy sales tool.
Match scents to your brand (e.g., fresh & energetic for sportswear, elegant & subtle for luxury cosmetics).
Avoid overpowering or mismatched aromas.
6. Checkout “Impulse Zones”: The Final Nudge
While waiting in line, shoppers are prime targets for last-minute add-ons. Stock checkout areas with:
Low-cost, high-margin items (gum, snacks).
Practical gadgets (phone stands, keychains).
Seasonal exclusives (holiday decor, Valentine’s chocolates).
Pro Tip: Rotate products regularly to maintain novelty.
From cross-merchandising to scent design, every detail in retail displays influences buying behavior. Instead of pushy sales tactics, smart psychological strategies make customers willingly buy more.
