Advice Worth Repeating
Consumer shopping expert Pamela Danziger of Unity Marketing sent out this list of tips in her most recent press release. A noted researcher for the luxury market, she has authored several books, the latest being Shopping: Why We Love It and Retailers Can Create the Ultimate Customer Experience fromKaplan Publishing.
"My business is advising retailers and marketers how to get shoppers to spend more money when they shop, but this year with shoppers feeling the economic squeeze, it is only right that I turn the research around to help the cash-strapped shopper," Danziger explains. She offers these tips for shoppers, but her advice about sale pricing vs. true value and quality is spot-on for jewelers to use as talking points. So, here it is, and worth reading. More information can be found on her Web site, www.unitymarketingonline.com.
1) Don’t buy it just because it is on sale: Finding things on sale is great and bargains give the shopper a thrill, but one of the best ways that shoppers can save money is not to get trapped into buying things they don’t really need or want just because it is on sale. You can easily spend too much money if you focus on what you are saving, rather than what you are spending in order to save.
My rule of thumb about approaching items on sale is it is only worth buying IF it is something that you would pay full price for. My advice: Be watchful and careful when responding to sales. Keep your wits about you and only buy if it is really something that you would want at full price. If you wouldn’t pay full price for it, than it probably isn’t worth buying it on sale.
2) Don’t be afraid to spend for quality: This is another trap for shoppers, especially those prone to shop only for sale items. It is often better to spend more, sometimes a lot more, for quality that will give you a lifetime of wear or use than to buy lots and lots of cheaper stuff. You definitely should spend more for an item that is a classic, that will always be in style and appropriate for all occasions. Sometimes you want to go for the cheap, but other times the smart shopper splurges for the best.
I have met shoppers in research who say they only buy something if it is on sale. That is simply a losing proposition because often times what is on sale is the stuff nobody wants anyway. Shoppers should never be afraid to pay full price or spend more if the quality and value is there. And this brings me to my next piece of advice…
3) Educate yourself about what quality is: Shoppers often limit their shopping trips to just the stores they usually shop in and never cross the threshold of a luxury boutique or department store because they feel priced out. Forget it! The only way to learn about quality is to experience it and that means taking time in upscale stores like Saks 5th Avenue, Neiman Marcus, Bergdorf Goodman or Nordstrom to see, feel, touch and try on the better brands.
To be a smart shopper, you have got to educate yourself about what quality is. Then you can take what you learn and apply it to shopping in the mass-market stores, as well as in the manufacturer’s outlets and discount shops.
4) Mass-market has never been better: This is the really big opportunity for shoppers today. The retail environment has never been better for shoppers with excellent quality products available at all price points. You can find outstanding quality goods that can rival the luxury brands in stores like H&M, Target, Gap, Banana Republic, J Crew, Ann Taylor, Macy’s, the list goes on and on, if the shopper knows what to look for. Armed with education and understanding about the quality features of the top-notch brands, you can shop much smarter and more effectively in any store. You don’t have to buy the well-known brand name anymore to get quality, but you do need to be smart when you shop.
5) Think strategically before you go to the store: One of the most profoundchanges my research has found among shoppers, especially younger shoppers, is how strategically and business-like they approach shopping. They plan in advance by researching over the Internet the products and brands they want and the stores that are their destination before they head out to shop. Impulse shopping takes a back seat, while shoppers become more careful, more strategic and let their left-brain lead when shopping.
Danziger concludes, "Today’s shopper needs to keep focused on value – getting the most value for the least amount of money. Often times that may mean turning away from poor-quality stuff marked down to fire sale prices and trading up to a more premium, higher quality brand that will offer years of use and enjoyment."
