One small town retail issue is dealing with customers who compare your prices to the prices with other far-away locations. A smart way to head that off is to create comparisons between different products within your store.
Sometimes customers compare your price on a single item with that item in a different store or online. “I can get this for $5 less in Denver!” That can be a hard comparison to win, so it’s up to you to reframe the customers’ thinking.
Bruce D. Sanders writes the RIMtailing blog about shopper psychology. In “Tilt Toward In-Store Price Comparisons,” he suggested you set up comparisons of prices of different items inside your store. That way, you have a better chance of making the sale no matter what price point the customer settles on.
In my liquor store, I could post a little sign next to the Pendleton whiskey that says, “$2 less than Crown Royal!” In your gift shop, you might try telling customers who object to a price “These candles are also handmade, but cost $1 less than those.” Try to get customers comparing two items in front of them, rather than some other items somewhere else.
Bottom line: lead your customers to compare prices within your store.
What do you think? Would this work in your store?
- Boost your maker economy with a “Made in” day - September 17, 2021
- How a ghost town made something from nothing with a folk festival - September 3, 2021
- Rural business idea: sell foraged fruits and more - August 3, 2021
- Best practices for rural housing - July 19, 2021
- How to be more open to new ideas #IdeaFriendly - July 3, 2021
- Market your small town as a movie filming location, attract movie and game fan tourists - June 28, 2021
- Survey of Rural Challenges 2021 results, analysis of themes from 2015 through today - June 7, 2021
- What makes a small town a micropolitan or nanopolitan? - May 22, 2021
- Improving Rural Housing: turning blighted dilapidated houses into new homes - May 7, 2021
- Are marijuana shops good or bad for small towns? - April 22, 2021