The excellent news for Small Retailers Is That Shoppers Love You

consumer goodwill

Small retailers have numerous concerns this holiday season: A shorter than normal holiday shopping period, fallout from the federal government shutdown affecting consumers’ confidence and spending, and competition from big-box and online retailers with more sophisticated digital marketing tactics.

But there’s some excellent news that may potentially offset those difficulties: The 2013 Deluxe Annual Holiday Shopping Survey  reports that buyers have plenty of goodwill toward small, local businesses and a good willingness to buy there.

More than one-third (35 percent) of customers say they’re going to shop at local, small businesses this year, a rise from the 27 percent who planned to last year. Of these, 57 percent are specifically doing so because they feel it’s “important to support local businesses.” As well as people who already plan to buy at small businesses, the overwhelming majority (95 percent) of respondents say it’s important to support local independent businesses.

Offer Something They Can’t Get Anywhere Else

Clearly, prices are a priority for holiday shoppers, especially in these tough times. But only 25 percent say “good prices” are the rationale they shop at small, local retailers. Instead, 49 percent say “unique merchandise” attracts them to small stores.

Rather than attempting to beat Walmart at its own game, give attention to finding and displaying unique, hard-to-find items. Play this up in your marketing. Consumers love being able to give unique gifts that suit the recipients’ personalities.

Serve It Up

Of course, service matters, with four in 10 shoppers who plan to buy from small retailers citing “personalized service” as a motivating factor. Start now getting your employees prepared. If you need additional help, tap into your networks of colleagues, friends and existing employees to seek out qualified workers.

Focus on hiring for attitude, not necessarily aptitude. You can teach someone how to work your cash register, but you can’t teach them to be warm and friendly. Make sure employees are educated on what you sell so they can help customers make choices (and keep them from whipping out their smartphones to look up information and buy online instead).

Tap Into Technology

Consumers increasingly use technology to plan and fulfill their holiday shopping needs, the survey notes. As a result, you need to leverage technology to attract customers and drive sales.

More than three-fourths (78 percent) of survey respondents plan to shop for holiday gifts online in 2013. But the good news is that one in four (28 percent) prefer a small business website. Since many consumers find gift ideas online, make sure your website is optimized for search engines so that it pops up in the first page of search results. (More than half of respondents say they never go past the first two pages of search results when looking for gift ideas online.)

Since many consumers use smartphones to find products or stores when they’re out and about, it’s also crucial to make sure your business is listed on local search directories and that your listing is current and optimized.

Last, but not least, review what people are saying about you on ratings and review sites like Yelp and try to fix any negative viewpoints .

Reward Your Customers

Now is the time to reward your regulars with appreciation gifts. Sure, you could send a card, but most consumers (47 percent) would rather get a discount on a future purchase. Sending an email or direct mail postcard with a discount is a great way to get shoppers headed in early.

Start Now

Just 15 percent of respondents say they’ll actually do most of their shopping on Black Friday or Cyber Monday. Instead, more than 40 percent plan to do most of their shopping earlier in November. In case your business targets 18 to 34-year-olds, know that they’re the group most likely to do most of their shopping over Thanksgiving weekend (22 percent will do so).

Aiming at parents?

The 35 to 44-year-old group is most likely to wait until the last minute to finish their shopping (19 percent will do so).

Be a Part of Small Business Saturday

Small Business Saturday  (November 30, 2013) taps into consumers’ desire to support small businesses in their communities by helping encourage people to buy at independent stores at the Saturday after Thanksgiving. Become involved, join an area circle and promote and prepare your marketing materials and website for the development.

Shopping Photo via Shutterstock

Leave a Reply

Your email address will not be published. Required fields are marked *