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Jak zwiększyć konwersję w sklepie stacjonarnym?

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Na sukces sklepu stacjonarnego wpływa w głównej mierze poziom konwersji. Określa on stosunek liczby osób, które zdecydowały się na zakup w danej placówce do ogólnej liczby odwiedzających. Nawet najciekawsza oferta produktowa, niskie ceny towarów czy dobra lokalizacja sklepu nie wystarczą, jeśli nie zadbamy kompleksowo o organizację procesów sprzedażowych wewnątrz firmy. Jakie aspekty wpływają na współczynnik konwersji w handlu tradycyjnym? Jak zwiększyć sprzedaż w sklepie stacjonarnym i utrzymać ją w dłuższym okresie, by prowadzenie działalności było opłacalne?

Doświadczenia zakupowe

O ile większy ruch w sklepie zbudować można dzięki odpowiedniej działalności marketingowej firmy, tak wzrost poziomu konwersji oraz średniej wartości zakupów zależą od bardziej złożonych czynników i wymagają odpowiednio wysokiej zdolności punktu sprzedażowego do zamiany odwiedzających w kupujących. Na doświadczenia zakupowe klientów, które decydują o chęci zakupów lub jej braku, wpływa między innymi dostępność towaru. Osoby, które nie mogą znaleźć w sklepie potrzebnych im produktów, są mniej skłonne do finalizacji transakcji. Zbyt niskie stany magazynowe to jedna z bardziej oczywistych przyczyn słabej konwersji.

Aby zapobiegać tej sytuacji, należy umiejętnie identyfikować towary, na które jest największe zapotrzebowanie oraz opracować odpowiednie procedury związane z ich zamawianiem od dostawców. Poziom konwersji w sklepie tradycyjnym zależy też od liczebności i dostępności obsługi. Klient, który potrzebuje pomocy, ale nie może otrzymać jej od obsługi, prawdopodobnie opuści sklep bez zakupów. Ważne jest też wyposażenie sprzedawców w wiedzę o produktach – niekompetentna obsługa często znajduje odzwierciedlenie w niskim współczynniku konwersji. Nie bez znaczenia jest również atmosfera w sklepie, którą budują między innymi dobór muzyki, zapachy, rozłożenie towaru, ogólny porządek oraz natężenie ruchu przy kasie czy w strefie przymierzalni.

Optymalizacja konwersji

Optymalizacja poziomu konwersji sprowadza się do rozpoznania, które z czynników oraz w którym momencie mają negatywny wpływ na doświadczenia zakupowe klientów. Znajomość słabych punktów w sklepie pozwala firmom na podjęcie niezbędnych kroków, których zadaniem jest podniesienie konwersji, a w rezultacie – zwiększenie sprzedaży w sklepie i utrzymanie jej bez konieczności ponoszenia dodatkowych kosztów na reklamę. Odpowiedzią na to, jak zwiększyć sprzedaż w sklepie, jest przede wszystkim dogłębna analiza potrzeb i zachowań klientów, które można mierzyć na przykład za pomocą beaconów lub Wi-Fi. Dzięki nim sklepy mają szansę zbierać aktualne i prawdziwe dane w trakcie wizyt klientów w sklepie, które poddane analizie dostarczają im wiedzy o mniej efektywnych, wymagających poprawy punktach sprzedażowych. Rozpoznanie potrzeb i zachowań klientów pozwala na optymalizację ekspozycji, tworzenie spersonalizowanych ofert, doszkolenie personelu i innych elementów strategii zorientowanej na wysoką konwersję. Należy pamiętać, że po wdrożeniu usprawnień konieczne jest zbadanie, czy faktycznie są one skuteczne, czyli przekładają się na większą liczbę klientów obsługiwanych przy kasie.

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