Starting today, the guys are hitting the stores. We are last-second shoppers by nature. Ladies shop fifty two weeks a year. The men? Ten days tops. Although I won’t speak for all guys, here are three things you should do to maximize their transactions.
- Limit their choices. Guys don’t want to make too many decisions. Bog them down with lots of options and choices from the get-go and you might not get them to go to the checkout. Show them the best in the category. If they balk at that option, find out why and show them one other option. Show them one option at a time until they buy. But always start with the best.
- Make them feel smart. Don’t question their judgment. Don’t use big words or insider terminology. Explain things in a simple, but not condescending way. Ask only the necessary questions. Let them do as much of the talking as possible. Reinforce their statements and beliefs. You will win their trust and their wallets.
- Offer them time-saving services. Do you giftwrap? Assemble? Deliver? Guys are willing to pay extra for time-saving services and conveniences. Tell them all that you can do for them. They won’t ask, but they will say yes when you offer. Guys are the reason the “convenience store” concept even exists. Anything to save a few steps, a few minutes, a few hassles.
Guys want their shopping trips to be smart, fast, and hassle-free. The best way to maximize these final days of the season is to be ready for the guys. They should start arriving this afternoon.
PS One more thing you can do to help the guys – refresh your signage. According to Paco Underhill’s book Why We Buy, guys are the number one reader of signs. According to Rick Segal, signs increase sales by 43%. According to Phil Wrzesinski, Introverts (50% of the population) are the #2 reader of signs.