How to Get Customers to Spend More in Your Shop (Build-A-Bear Strategy Explained)
- Samuel Chapman
- 19 hours ago
- 2 min read
If you’re wondering how to get customers to spend more in your shop… you’re not alone.
A lot of independent retailers have people walking through the door every day…
But the spend just isn’t where it should be.
Customers browse. They pick things up. Then they leave… or buy the minimum.
So the question becomes:
👉 How do you increase average order value without being pushy?
Let’s break down what Build-A-Bear does differently.
How to Get Customers to Spend More in Your Shop
Build-A-Bear doesn’t rely on selling harder.
They design the experience to increase spending naturally.
Customers walk in for one thing…A £30 teddy bear.
But they leave spending £60+.
Not because they were convinced.
Because the store made it feel natural to spend more.
Why Customers Don’t Spend Enough in Retail Stores
Most shops make one big mistake:
They don’t give customers a clear place to start.
When someone walks into your shop, their brain is asking:“Where do I begin?”
If that isn’t obvious:
They hesitate
They browse randomly
They disengage
And when that happens:
👉 spending drops
Build-A-Bear solves this instantly.
The bear is the starting point. It’s obvious. It’s clear.
👉 That removes friction straight away.
How to Increase Average Order Value Without Being Pushy
Most retailers try to upsell by:
Suggesting more products
Asking questions
Pushing extras
And it often feels awkward.
Build-A-Bear does something different.
Instead of asking:
👉 “Do you want anything else?”
They frame it as:
👉 “What does this need?”
That one shift changes everything.
Now the customer thinks:
It needs clothes
It needs accessories
It needs finishing
👉 And they build their own basket.
How to Guide Customers Around Your Shop to Increase Sales
Build-A-Bear controls the journey.
You don’t just wander.
You:
Choose the bear
Build it
Customise it
Add outfits
Add accessories
Each step leads to the next.
👉 This removes overwhelm
👉 And increases spending
Most shops feel like:
“Here’s everything… figure it out”
High-performing shops say:
👉 “Start here… now come this way”
How to Structure Your Shop Layout to Increase Spending
Your layout should guide behaviour.
Ask yourself:
What do customers see first?
Where do they go next?
What are they encouraged to look at after that?
If that journey isn’t clear:
👉 you’re losing sales
Because customers don’t want to think too much.
👉 They want to be guided.
The Big Takeaway
You don’t need more customers.
👉 You need your current customers to spend more.
Build-A-Bear proves:
Clear starting points increase engagement
Emotional buying increases spending
Guided journeys increase basket size
And none of it feels pushy.
Want Help Applying This in Your Shop?
If you want to increase your average order value and turn browsers into buyers…
Check out Boost Your Retail Sales in 30 Days
I’ll show you exactly how to:
Structure your shop
Guide customers
Increase spending without pressure
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