Fuzzles anyone?

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Welcome to the scret shopping blog, our diary of the mystery shopping and secret shopping world.

Let’s pretend that you walk into a shopping center looking to buy a fuzzle. There are three vendors that sell fuzzles. You walk up to the first and he says, “We have the mini fuzzle for $40, the medium fuzzle for $60, and the super fuzzle for $80.” You thank him and walk to the next vendor. He tells you that they are sold out of every fuzzle except the super fuzzle, which costs $90. So you leave and go to the last vendor. Here you walk into the store and are greeted by an associate. He asks you a few questions and then says, “Well, each of our fuzzles are hand crafted. They have a lifetime guarantee by the manufacturer. One of the great things about your fuzzle is that it will dance and sing, clean your house, and walk your dog. And with our super fuzzle special offer, they are only $85”

Even though the third vendor’s fuzzle may be slightly more expensive, you are excited to own such a valuable fuzzle and buy it.

The reason that customers are willing to pay extra can often be that they feel they are getting addional value. If you have two car mechanics next to each other and the cheaper mechanic just tapes your bumper back on, you may be persuaded to pay a little extra to permanently attach your bumper.

My point here is that if you tell your customers a little bit about your store or product you can build a sense of value in that product. The customer will feel a peace of mind purchasing your service and be confident that you will back up what you sell.

“Selling” your service before you give the price can also help absorb any sticker shock a customer may feel.

In the secret shopping world, we see a lot of people who are too quick to give the price. They shoot themselves in the foot by not highlighting some of the wonderful things about their business. So don’t sell yourself short by forgetting to tell your customers what great features your store or product has.

Ta Ta for now…

Sarah

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Disclamer: This entry is intended to promote our partner StorageMart and some or all participants received compensation.