One of the keys to staying competitive in today’s retail landscape is enabling your customers to buy from you in the most convenient and cost-effective way possible.
And part of doing that involves helping them budget for their purchases, so they can enjoy your products guilt-free.
For the uninitiated, Afterpay is a “buy now pay later” solution that allows you to receive payment for purchased items upfront while letting your customers pay in four fortnightly installments. Your customers pay nothing extra when they pay on time. (*)
Afterpay puts everyone in a win-win situation. Your customers can get their hands on their purchases ASAP while budgeting the cost over four payments. As a merchant, you receive payment for the items upfront, helping you to better manage your cash flow and not have to worry about chasing after payments.
Afterpay estimates that some merchants have increased transaction values by 25%. It’s also great for supporting customer retention and repeat purchases. Afterpay has more than 5.2 million active customers globally, and customers who started with Afterpay 3+years ago are now purchasing more than 20x per year. (**)
That’s why if you’re not implementing Afterpay in-store yet, it’s high time to do so. Get in touch and one of our retail experts will help you connect Vend and Afterpay.
Interested in implementing Afterplay in your retail store? Add Afterpay as a payment option in your Vend account and you’re ready to go! Learn how to link your Vend store to your Afterpay account. If you’re not using Vend or Afterpay yet, get in touch and we’ll gladly assist you!
How to promote Afterpay in-store
Already approved to offer Afterpay? To get the most out of the solution, make sure you’re actively promoting it in-store.
Afterpay is undoubtedly an amazing service, but your customers won’t use it if they don’t know you offer it.
To help you get the word out, we’ve put together 5 tips on how you can encourage your customers to use Afterpay when shopping at your store.
1. Use Afterpay countertop signage and decals
Signage and decals offer a subtle but effective way of informing your customers about Afterpay. And the good news is that it’s super easy to get your hands on the assets and materials you need.
Afterpay has a retailer resource section on its website that lets you download in-store asset packs. You can print out the materials instantly, then display them in-store.
What types of in-store assets can you use? Consider downloading the following:
- Window decals outside your store
- Fitting room stickers
- Checkout counter cards
- Shelf wobblers
- Postcards to include in your customers’ shopping bags
Alternatively, you can order window decals and countertop strut cards you need here.
For best results, leverage a mix of promotional and educational Afterpay materials in your store. For example, you can use a simple decal on your front door, which simply says “Afterpay Available”.
But you should also use cards and decals that contain more information. For instance, in your fitting room, you can use decals that talks about how Afterpay works.
Or if you’re including postcards in people’s shopping bags, you can add even more details about the benefits of Afterpay and how to use it.
2. Train your team to tell customers about Afterpay
POS assets are the first step. Your team members should also do their part in informing shoppers about Afterpay.
For starters, educate your staff on how it works. Make sure they understand the solution, as well as the advantages of offering it to customers.
Then, come up with rough scripts to help them bring up Afterpay in conversations. Encourage everyone to practice using role-playing, and be open to receiving questions and concerns. If you’re unsure of what to say, we recommend attending one of Afterpay’s webinars to help you get started.
Here are additional tips that sales associates can use when telling shoppers about Afterpay:
Mention it early in the conversation
As you’re getting to know the shopper and their needs, you want to give them a bit of info about your store and products. As you’re doing this, you could subtly mention that you offer Afterpay.
Consider saying something along the lines of…
Many of our customers love shopping here because we’re really flexible. We offer Afterpay, a “buy now, pay later” option, which lets you pay for your purchases in installments, interest-free and no fees if you pay on time. Best of all, you get to take home your products today!
Let shoppers know they have the option to buy now and pay later
Another opportunity to mention Afterpay is if the customer says that an item is out of their price range. Consider mentioning Afterpay (but don’t be pushy about it).
Here’s a suggestion:
Totally understand where you’re coming from. Just so you know, we do offer Afterpay, where you can purchase the items today, pay 25% of the cost up-front and the remaining balance over 3 fortnightly installments, interest-free and no fees if you pay on time.
Offer Afterpay at checkout
The topic of payments always comes up when you’re ringing up sales, so grab the opportunity to bring up Afterpay at checkout.
Consider saying something like:
Just so you know we also accept Afterpay. You’ll only need to pay a fraction of the cost today, and then just pay the balance in 3 fortnightly installments. Best of all, it’s interest-free with no fees when you pay on time.
3. Use Afterpay in your upselling and cross-selling efforts
If you upsell and cross-sell in your store (and you totally should), mentioning Afterpay is a great way to seal the deal.
Many consumers hesitate when it comes to purchasing additional items because of the cost. However, knowing that they can budget for these items by paying in installments could alleviate their concerns.
Use a variation of the scripts above to bring up Afterpay in your conversations. For instance, if a customer is looking at a pair of shoes, and you know that you have a matching purse in stock, you could mention the purse and let the shopper know about Afterpay while you’re at it.
4. List your store on Afterpay’s directory
More and more consumers are becoming familiar with Afterpay, and some shoppers are even actively seeking out retailers who offer the payment solution in-store.
As such, accepting Afterpay can put you in front of the company’s user base, which could help drive awareness and traffic to your shop.
One of the ways that you can raise your Afterpay profile is to list your store on the company’s shop directory. Doing that is as simple as filling out this form with your business information and contact details.
Be sure to have the following information handy:
- Retailer name
- Contact info for marketing opportunities
- Contact info for account management
- Merchant ID
- Logo files
5. Leverage Afterpay in your promotions
Incorporate Afterpay into your seasonal promotional strategy. For instance, if you’re running a holiday promotion, make it a point to mention Afterpay in your collateral.
Promoting a sale on social media? Use hashtags like #Afterpay and #Afterpayit to increase the visibility of your posts.
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It’s also worth noting that Afterpay has its own shopping “holidays”. Known as “AfterYAY,” these shopping events happen twice a year — in March and August. During these days, retailers offering Afterpay come together to offer great deals to shoppers. They also support major sale periods including Black Friday, Cyber Monday and Boxing Day.
These days have the potential to draw in massive traffic, so you should consider participating!
Afterpay has proven benefits for retailers and consumers alike, and it’s rapidly gaining steam. If you’re not offering it in-store yet, it’s high time to do so.
And if you’re already part of the Afterpay family, make it a point to promote the service to your customers — trust us, they’ll thank you for it!
Want to learn more about Vend and Afterpay? Get in touch today! One of our retail experts will help you connect Vend and Afterpay.
* Late fees and additional eligibility criteria apply. Afterpay approval and transaction limits may apply. For complete terms visit https://www.afterpay.com/terms.
** Active customers as at 23 August 2019.
About Francesca Nicasio
Francesca Nicasio is Vend's Retail Expert and Content Strategist. She writes about trends, tips, and other cool things that enable retailers to increase sales, serve customers better, and be more awesome overall. She's also the author of Retail Survival of the Fittest, a free eBook to help retailers future-proof their stores. Connect with her on LinkedIn, Twitter, or Google+.