Everyone has, at one point or another, given in to impulsive buying behavior. Admit it. You didn’t really need that outfit or jewelry, but you found yourself buying it anyway.
Was it because you fell in love with it at first sight? Was it because of its attractiveness or unique design? Highly unlikely! So what made you buy it in the first place?
If you want to know more about impulsive buying behavior, consider these points.
1) The Magic Word
When it comes to selling, there is one word that can make even the most disciplined shopper fall to his knees. Can you guess what it is? If you answered, “sale,” then you’ve guessed correctly.
Discounts, slashed prices, buy one take one – these words also count. Why? Well, people have this idea that buying things at a discount makes them good shoppers. It makes them feel that they got the better end of the deal.
Sometimes it’s true, sometimes it’s not. Bottom line is, the store managed to sell. So if you want to get your products moving, plaster sale signs on your shelves and you’ll definitely attract the impulsive buyers right off the bat!
2) Shopping Therapy
Another factor that contributes to impulsive buying behavior is emotion. People who are sad and depressed buy things to make them feel happy, important and wanted.
Shopping is, indeed, therapeutic. Whoever first came up with this idea should be applauded for this has urged many buyers to make impulsive purchases.
A woman who has just gotten into a fight with her husband will probably invite her best girls out to go shopping. A man who has had a hard day at work will probably be more tempted to buy that new mp3 player he’s been eyeing for than on any other day. See what I mean?
3) Customer Service
People with money to burn don’t usually like to buy at stores with atrocious customer service. Sure, there might be some who make huge purchases just to show a snooty salesperson up; but most of the time, they’ll buy goods from other stores and then walk by the store with the snooty salesperson just to feel like they’ve won.
However, stores with very good customer service usually end up bringing out a person’s impulsive buying behavior with more accuracy. Since the salesperson was so nice, patient and excited about his product, chances are, you’ll find yourself buying it just to try or because you want to reward excellent customer service.
There are probably a lot of other reasons for impulsive buying behavior, but these three are among the most powerful triggers that make it happen. Learn from these factors and see how you can ethically apply them in your marketing or business.