customers are very pleased with what I offer them. You make the prices to
a place where folks always want to come back for more. They return to me
each year I visit with Africa Import products. I am totally spoiled,
now. When I go to festivals or local cultural stores.. I just shrug my
shoulders and say "Ha.. I know where I can get this item."
from Atlanta, GA
are three big things you can do to make your kiosk sell more. To see what
makes these things work, think first about what happens at kiosks.
On an average weekend day in an average
mall, 550 people will walk by the kiosk each hour. 20% of these people
will notice the kiosk; and 15% of the people who notice will stop. Of the
people who stop at your kiosk, 25% will buy something. This means that 16
people per hour will stop at your kiosk; and 4 people will buy something
each hour ... if your kiosk is average.
You can get more people to make a purchase
by getting more people to notice you; more people who notice to then stop
at your kiosk; or by getting more people who stop to make a purchase.
|1. Usually the
easiest way to get more people to buy something, is to get more
people to notice you. People in a mall will start to notice a kiosk
from about 40 feet away, so having something big and noticeable
about your kiosk is the fastest way to do this.
If you can have a compelling sign,
you will get a lot of attention; but many malls have restrictions on
using signs. If you have one or two big products that sell good;
making these prominent in your kiosk will get more people to notice
you. Music gets attention too - if there are no restrictions. If you
have a D'Jembe
drum, and you or your customers play it, people are
almost guaranteed to notice you more. Another powerful idea is
making a blow up print of one of your most popular items. This is
especially helpful when you have only smaller items that you are
Once people notice you, your next goal is to get them to stop.
People stop when they see something that they want. So be sure to
have your best-selling items in the most prominent positions. You
also get people to stop by having your products on multiple levels,
so that people see more at different sight levels. Have some small
glass shelving (or something similar) to get more of your products
noticed; and to make more products more accessible.
Shea Butter M-183
3. The final way to get more
customers, is to find ways to get more people to buy from you once they
stop. When a customer is assisted by a friendly salesperson, a kiosks
conversion rate goes way up. On the average a kiosk gets 4 times the
number of sales as they would when no one pays attention.
The other side of this is that people do
not stop if a salesperson approaches the customer too soon. More people
stop if there is no direct eye contact from a sales person right away. If
people see the back of a sales person on approaching the kiosk, they are
much more likely to stop than if they see the front of the person.
This means that knowing when to greet the
customer is especially important.
Once a customer has touched something in
your kiosk, you should almost always greet them. If they are showing a
high level of interest; or looking at you as if they might want help, this
is another time to certainly greet them. You can almost never lose by
greeting someone before they leave (or at least mentally leave) your
booth. Personal contact with a friendly person is the key to getting the
most sales possible from the people who stop at your booth.
There are a few other things to remember
Your location in the mall matters a lot.
What are the other stores that are close to you? What kind of people go to
these other stores? Kiosks close to Nordstrom's will have different
products that sell better than a kiosk outside of Old Navy.
Having customers before you open your kiosk
is one of the biggest advantages you can have. Be sure to tell everyone
you know about your kiosk. Try to tell them more than once. When you have
slow times at your kiosk, be writing postcards or letters to people you
know about what you are doing; and about what you have. Maybe offer them a
special that they can tell a friend about. Try to think of things that you
would want to tell someone else about, and how you would react to getting
the same note that you are writing. Spend these slower times thinking of
people you know and have not seen for a long time. Then get these
relationships started up again.
A kiosk or other vending booth is a great
way to meet new customers.
Remember that most businesses are supported
by repeat customers. So don't stop once someone has made a purchase. You
can grow fastest if you keep track of and nurture the relationships that
you get started with people who visit your kiosk.
This article is free. You
can publish or circulate this article on other websites as long as you
give credit to Africa Imports; and include a link back to
www.africaimports.com at the end of the article.