Offer “The Internet Price” in the Store
At the time of this writing, it’s a tough retail environment out there. I recently bought a chandelier, but I didn’t pay the sticker price. I wanted the salesman to offer me something extra to seal the deal.
There was a moment of silence between us. I then remembered the price on the store’s website was $50 cheaper. I said, “How about selling me the chandelier for your “Internet price?” He quickly agreed.
I felt good about the purchase; I just hate paying retail. The precedent for the retailer to sell that chandelier for $50 less was already established, so he could easily say yes to it.
If you notice someone balking before buying in a store, or abandoning their shopping cart online, try a little extra value-add in order to win back the sale. It doesn’t have to be a price discount, either. It could just be a little thoughtful bonus that charms the buyer. That last-minute value-add might just help seal the deal and cut down on buyer’s remorse and subsequent returns.
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