A pet shop owner says, "When my interview of the family shows me a particular puppy would be a good match for them, but they're not sure, I say, 'Take the puppy home with you for a day or two. If it doesn't work out, just bring the puppy and all the supplies back for a full refund.' Over the years, I have never had a puppy returned. Once they hug that dog and think of it as their own, they are sold."
Getting the customer in touch works wonders with all sorts of items beyond dogs. Researchers from UCLA and the University of Wisconsin-Madison found that having the undecided customer hold a product makes the customer much more likely to end up buying it. Not only that, but the customer becomes more willing to pay a higher price for the product.
One warning, though: The researchers found that if a product is unpleasant to touch, a feel doesn't result in a feeling to buy. So check whether the merchandise you stock is actually nice to hold. If it isn't, be sure at least the packaging is. Then I'd ask, "Do your sales staff encourage customers to get their hands on the products they're shopping for?"
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