How does proper merchandising affect perceived value and sales conversions?

Proper merchandising dramatically increases perceived value and removes friction from the buying process. When you only show a flat two-dimensional image with a price, customers have unanswered questions that create doubt. When you show the full three-dimensional product—how it looks, feels, hangs, and comes ready to display—customers immediately understand it’s a complete, turnkey purchase. This transforms their perception from ‘a flat image’ to ‘a finished, ready-to-hang art piece,’ which significantly increases both perceived value and likelihood of purchase. Merchandising eliminates the friction points that cause people to leave without buying.

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Asked by general teaching · Answered by Patrick Shanahan and Nick Friend · art-marketing-podcast · 2020-07-08