Advertise to Reach New Customers
Your market changes constantly. New families in the area mean new customers to reach. People earn more money, which means changes in lifestyles and buying habits. The shopper who wouldn’t consider your business a few years ago may be a prime customer now. Remember 20% of families will move this year, 5 million people will be married and 4 million babies will be born.
Advertise Because Your Competition is Advertising
There are only so many consumers in the market who are ready to buy at any one time. You’ll need to advertise to keep regular customers and to counterbalance the advertising of your competition. You must advertise to keep your share of customers or you will lose them to the more aggressive competitors.
Advertise Because it Pays Off Over a Long Period
Advertising gives you a long-term advantage over competitors who cut back or cancel advertising. A five year survey of more than 3,000 companies found Advertisers who maintain or expand advertising over a five year period see their sales increase an average of 100%. Companies, which cut advertising, averaged sales decreases of 45%.
Advertise to Make More Sales
Advertising works! Businesses that succeed are usually
strong, steady advertisers. Look around. You’ll find the
most aggressive and consistent advertisers are almost
invariably the most successful.
Advertise to Keep a Healthy Positive Image
In a competitive market, rumors and bad news travel
fast. Advertising corrects misleading gossip, punctures
“overstated” bad news. Advertising that is vigorous and
positive can bring shoppers into the marketplace,
regardless of the economy.
Shoppers don’t have the store loyalty they once did. You must advertise to keep pace with your competition. The National Retail Merchants Association states: “Mobility and non-loyalty are rampant. Stores must promote to get former customers to return and to seek new ones.
Advertise to Remain With Shoppers Through the Buying Process
Many people postpone buying decisions. They often go from store to store comparing prices, quality and service. Advertising must reach them steadily through the entire decision-making process. Your name must be fresh in their minds when they ultimately decide to buy.
Advertise to Generate Store Traffic
Continuous store traffic is the first step toward sales
increases and expanding your base of shoppers. The more
people who come into the store, the more possibilities
you have to make sales and sell additional merchandise.
For every 100 items that shoppers plan to buy, they make
30 unanticipated “in the store” purchases, an NRMA
Advertise Because There is Always Business to Generate
Your doors are open. Salespeople are on the payroll.
Even the slowest days produce sales. As long as you’re
in business, you’ve got overhead to meet and new people
to reach. Advertising can generate customers now and in
Advertise to Maintain Employee Morale
When advertising and promotion are suddenly cut or
canceled, salespeople may become alarmed and
demoralized. They may start false rumors in an honest
belief that your business is in trouble. Positive
advertising boosts morale. It gives your staff strong
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