Tag Archives: book study

It’s Worse to Bend the Rules than to Break Them

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Wrapping up Chapter 3 of Paco Underhill’s “Why We Buy”! And I quote: “…Being first isn’t necessarily best…” in relation to store entrances.

There may be 7 types of shampoo on a shelf, and by the time the customer has looked at the seventh one, the first is easily forgotten. Simple principle of shopping. The best locations are not near the front. Especially for more personal or private items. People do not want to be seen purchasing toiletries or hair coloring kits, so choosing a spot at the end of the aisle, or better yet, nearest the end of that product’s section where another, less embarassing or personal item section begins. Never place a feminine item nearby to a masculine item, it is uncomfortable. 

Also, being visible as a customer is approaching gives an advantage. however, posting such an item directly in their face will shy them away. Instead, give a time for “visual anticipation” to build as the customer approaches the item. The first shall be last and the last shall be first!

Buy buy for now!

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