Impulse Items

At a recent visit to Staples, I was asked if I would like to purchase a pen for just $1.99. I looked to see a prominent display of brightly colored pens by the checkout. My being someone who is always in need of a pen, I selected an attractive looking green pen and added it to my purchase. It got me thinking, how many people added a pen to their purchase that day? How much extra sales did those pen purchases generate that day? ….that week? ....that year?
This practice is actually quite common, and if you’ve ever worked in a retail establishment that did this, you know how many extra pens they sold that day – a lot. In retail stores, you will always find last minute impulse purchases at the checkout. Things like pens, candy, scotch tape, batteries, nail clippers and lip balms. Why? Because these are things people are likely to forget, but always need. They are also inexpensive purchases, and not something that people need to think about, they just buy.
So next campaign, pick an item. It can be almost anything, but it must be something that people often forget, but always need. It must be something inexpensive, so they don’t have to think too much about it. Ask each customer, when you take down her order, if she would like to add this item to her order for just $X.XX. Keep track of your results and let me know how you did.
My campaign 2 pick will be the Moisture Therapy lip balm for $1.50. I will keep you updated on my results!