How to Increase Sales in Retail

If you’re searching for how to increase sales in retail stores, many independent retailers are feeling the pinch... footfall is down, customer loyalty is harder to win, and competition from both high street chains and online stores is fiercer than ever!

The good news? You don’t have to compete on price or gimmicks.

By focusing on the right retail sales strategies, you can attract more customers, get them buying more often, and keep them coming back, without discounting your profits away.

As a UK retail business coach who’s helped 100+ independent retailers boost sales and confidence, I’m going to share a proven framework for increasing store sales.

And if you want my help implementing it in your business, you can book a free discovery call here to see exactly how we can turn your store from overlooked to unmissable.

Step 1: Attract the Right Customers to Your Store

Before you can increase sales, you need more of the right customers walking through your door. That means driving targeted foot traffic, not just bargain hunters who browse and leave empty-handed.

How to do it:

• Optimise your Google Business Profile with photos, posts, and accurate opening hours, if you keep this updated weekly it will boost local search visibility.

• Use window displays that tell a clear story and includes movement. A cluttered window confuses customers; a focused theme invites them in.

• Partner with other local businesses who target similar customers for cross-promotions and events to attract each other’s audiences.

• Use location-based targeting on social media ads to reach people near your store.

Remember: Your goal isn’t to get everyone in, it’s to get ideal customers who value what you sell.

Step 2: Increase Your Average Transaction Value

Once customers are in your store, increasing the average order value (AOV) is one of the fastest ways to grow sales without increasing traffic.

Proven retail sales techniques for AOV:

• Cross-sell by placing complementary products together (“If you love X, most customers also love Y”).

• Offer product bundles at a slightly lower combined price to encourage multi-item purchases.

• Highlight premium options, many customers will choose higher-value products if you showcase the benefits clearly.

• Use in-store signage to suggest add-ons at the point of decision-making.

According to retail studies, effective product pairing can boost sales by up to 30%.

Step 3: Improve Your Store Layout and Customer Flow

If customers feel overwhelmed or can’t find what they want quickly, they leave... even if they like your products.

Retail store improvement ideas:

• Create clear zones based on product categories.

• Use signage that guides and informs, not just labels (Try using “Staff Favourites” or reviews including short reasons why they are loved).

• Keep high-margin products at eye level and near natural stopping points in the store.

• Ensure there’s a logical journey from entrance to checkout.

Step 4: Train Your Team to Sell Confidently

Your staff are your biggest sales asset or your biggest missed opportunity. A well-trained team can turn browsers into buyers and customers into loyal fans.

How to boost retail staff performance:

• Teach them value-based selling by focusing on understanding and solving the customer’s problem, not just pushing products.

• Train them to make personalised recommendations based on customer needs.

• Encourage relationship-building by remembering names, past purchases, and preferences.

• Hold weekly meetings that include Role-play handling common objections so they’re never caught off guard.

 You can learn more in my guide to improving retail team performance.

Step 5: Build Customer Loyalty for Repeat Sales

It’s cheaper and easier to get a past customer to buy again than to win a new one. Loyalty programs and consistent follow-up are essential to do this. 

Retail marketing strategies for loyalty:

• Collect customer contact details at checkout or have a dedicated station in your store and keep in touch with customers post visit. Not just for sales but to stay front of mind and show them why you are the shop they need to buy from. 

• Run VIP preview events for new stock.

• Offer exclusive perks to repeat buyers like early access, bonus gifts, or personal shopping appointments.

• Follow up after purchases with thank-you emails, top tips on how to make the most of their purchase and invitations to return.

   

Want to Improve Your Store’s Retail Sales Without Discounting?

If your store isn’t hitting the sales targets you want, it’s usually not because you’re not working hard enough, it’s because you’re working on the wrong things.

In a free 30-minute discovery call, I’ll:

• Pinpoint your biggest sales opportunities.

• Show you where your current strategy is losing customers.

• Share how we can work together to attract more customers, increase your sales, and build a store you love running.

🎯 Book a free discovery call with me here

Let’s get your retail business performing like it should. 

FAQ's You Might Still Be Wondering

Why Choose Samuel Chapman Retail Coach?

With over a decade of hands-on experience growing small businesses, I’ve helped shop owners go from overlooked and underpaid to profitable, confident, and in control.

Whether you run a boutique, lifestyle store, gift shop or something in between, I know what it’s like to feel stuck despite working hard.

My methods are built around strategy, not guesswork and I’ve worked with over 100 retail business owners to:

✔️ Attract more footfall without relying on discounts
✔️ Increase return customers and average order value
✔️ Clarify their store’s message and improve customer experience
✔️ Feel proud of the business they’ve built again

If you’re ready to transform the way your store performs, it starts with a conversation.

How Samuel Can Help You