Have you ever visited the mall just for sightseeing the place and eating at the food court, but unpredictably you decide to buy something items which you see in the mall? Have you visited the website to see the information you need, but you surprisingly decide to buy merchandise on the website? I have experienced both.

The experts entitle the above events to impulse buying. My description to impulse buying is someone who initially did not intend to buy but finally he makes a decision to buy. For simplicity, you can say simply buying without a plan or purchase goods unexpectedly. Impulse buying from consumers is very Important, because this is one factor to increase sales.

One factor for the purchase occurred is to apply the science of psychology in your marketing strategy particularly sales strategy. I have explained the relationship between psychology and marketing, please read the article for more details on this.

From my experience doing unexpectedly purchase, there are several factors that determine a person perform impulse buying.

Factors that determine people perform impulse buying are:

 

Effect of display items or display that provoke people
I often buy things that I originally did not intend to buy, but I bought in the end. For example, when I buy goods for a monthly need. Often when I would pay at the cashier, my eyes was set on the small items, because they were exhibited perfectly and so good to see. While waiting for the cashier calculated the price of all my stuff, I also saw, hold this stuff, and I finally bought it. So suggestion for you, try to make a very nice display and place them in strategic places.

Curiosity and follower
Psychological factors play a huge role here. I've explained this in my article the relationship between psychology and marketing. Usually when someone sees a lot of people gathering in one place, then he is curious and want to know what happens, after knowing there are many people buy some goods then he'll follow to buy because more people are buying.

The descriptive product
Showing a single image without any descriptive information makes potential customers only see and commonly most of them do not buy it. To make a descriptive statement, do not make a long article in the brochure. It makes prospects getting bored. You can create a tag line, and a few descriptive sentences that offer your solutions in the brochure. And then let the your salesman explains as much detail as possible. Usually after a detail of information has disclosed, potential customers will think and decide to buy although previously there is no intention to buy.

Tips for writing simple short sentences but descriptive: think that you do not just show the excellence of your product, but also what consumers can have a benefit from your product. Write down or describe the terms of the expectations or desires of consumers can get of these products. Finally, explain the relationship between the quality of your product with basic needs and desires of consumers (want).

Simplify the buying process
Usually the things that make consumers not buy the goods is difficult purchasing procedures. For example, when they pay for the stuff, seller does not provide a debit or credit card for payment. Maybe you have an experience that you do not bring a lot of money in your wallets, so if you want to pay, you use a credit or debit card. As a result, you do not buy because the seller does not provide the ease of payment.

Write testimonials from customers
In the concept of psychology, to change the minds of people from have no intend to buy into buying your product, beside explaining with a product description briefly, you also have to write testimonials of people who have bought your product. Why? This makes people believe in your product and decide to buy even though they do not originally intend to buy your product. Typically, the thing that is in their minds is, "wow that person already purchased this product, I will try also to use this product".

Conclusion, impulse buying can increase your sales. In addition to this,  here are things that trigger impulse buying: beside making a product display as beautiful as possible, you must create descriptions and propose solution of your products clearly and concisely. Psychological factors have a crucial role in the success of your sales.