Sometimes the things we don’t do can make as much of a difference than the things we do.
Three counter-intuitive things to stop doing:
- Stop selling features. Customers don’t care about the biggest or fastest. They care about how bigger of faster might benefit them.
- Stop selling on price – people buy value. Do you drive the cheapest car you could find? Are all your clothes the cheapest you could find? 99% of people find the product that meets their needs and THEN don’t want to pay more than it’s worth.
- Stop configuring your store to prevent theft. Make it easy to shop. Most customers are not thieves and we should not punish (inconvenience) the good ones because of a few bad apples. MOST of your shrinkage can be attributed to your staff and admin errors. And the loss of sales far outweighs the benefit of not losing a few items when your focus on shrinkage instead of service.