They come in, they look, they leave. 5 techniques to make them buy

Here are 5 techniques to turn these visitors into buyers:

🎁 1. Give them a reason to stay (a reason, not a discount)

• No need to slash your margins. Offer an unexpected gift: a sample, a practical guide, a 5-minute consultation.
• "20% off" doesn't engage. "A free coffee with your purchase" creates an experience.
• A florist in Thika offers a small seasonal bouquet to any customer who asks 3 questions about their flowers. Result: 45% of visitors buy.

👂 2. Ask a question that forces them to stop

• "Are you looking for something specific or just browsing?" turns a glance into a conversation.
• "What attracts you to this product?" makes them verbalise their desire.
• An open question breaks the ice. And gives you the keys to convince them.

📸 3. Show them that others like them have bought (or regretted not buying)

• "Last month, 200 people bought this product." Social proof works.
• "In 2025, 73% of Kenyan SMEs increased sales after adopting this software." A local, concrete, verifiable number.
• Urgency also works: "Only 5 left", "Offer valid until Friday".

🛒 4. Make the purchase easy (really)

• No queues, no endless forms. Pay with M-Pesa in 10 seconds.
• Accept cards, M-Pesa, even a simple notebook if necessary. The purchase barrier is often the payment method.
• A kiosk in Nakuru increased sales by 50% simply by displaying the Paybill number prominently on the window.

💬 5. Turn your "goodbye" into a promise to return

• "Thank you. Come back anytime" doesn't work. "I have a new product arriving next week. Can I send you a photo on WhatsApp?" works.
• Get a number. Permission to recontact. A link. A reason to come back.
• A salon in Nairobi tripled customer returns by sending a simple "New cut? Try this style" message to past clients.

Tip: Use the 3-second rule: what the customer sees in the first 3 seconds decides their purchase. Put your best products at eye level.

Do it now: Ask a friend to visit your shop. Observe them without interfering. Note what they look at, what they touch, what they ignore. One hour of observation is worth 10 hours of theory.

Sources: Retail Trade Association of Kenya – Consumer Behaviour Study 2026; McKinsey – SME Sales Techniques Report 2025.

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