Why People Walk Into Your Shop (And Why They Don't)

Why Do People Walk Past Your Shop?

You’ve seen it happen. You’re standing behind the counter of your shop in Paddington or Bulimba, and you watch someone walk slowly past your window. They glance in, pause for a split second, and then keep walking. Five minutes later, they disappear into the shop three doors down.

It stings. It’s frustrating. And if it happens fifty times a day, it’s costing you thousands of dollars every single week.

Most shop owners think the reason people don't come in is because of their prices, or because 'everyone buys online these days.' I’m here to tell you that’s rubbish. We’ve worked with dozens of Brisbane retailers who were struggling, and in almost every case, the problem wasn't the price—it was the 'vibe' and the friction of the front door.

In this guide, I’m going to show you exactly what makes a local customer choose to walk into your shop instead of your competitor's. No jargon, no 'brand identity' fluff—just practical ways to get more people through the door and spending money.

1. The 'Five-Second' Window

When a person walks down a street, they are making a hundred tiny decisions a minute. Their brain is scanning for two things: 'Is this for me?' and 'Is this going to be difficult?'

If your shopfront looks cluttered, dark, or—worst of all—closed, their brain says 'No' before they even realise it. You have about five seconds to convince them to stop.

The Lighting Trap

Action: Go outside right now. Look at your shop from across the street. Is it the brightest thing in the line of sight? If not, get some high-quality LED track lighting. It’s a one-time cost that pays for itself in a week of extra sales.

The 'Open' Signal

2. Give Them a Reason to Stop

Your window display isn't an art project; it’s a billboard. Its only job is to make someone stop walking.

Most shops try to put everything they sell in the window. It looks like a jumbled mess. Instead, pick one 'hero' item or one clear theme. If you’re a florist, don’t just put out random pots. Create a massive, colourful display of one specific seasonal flower.

If there’s an event happening in your suburb, use it. We’ve seen businesses have huge success when they turn local events into sales by tailoring their windows to what’s happening in the community that weekend.

3. The 'Safety' of the Sidewalk

People are naturally shy. They don’t want to walk into a small shop and feel pressured by a salesperson immediately. This is why 'sidewalk real estate' is so valuable.

If you have a chalkboard or a rack of items outside on the path (check your council permits first!), you give the customer a 'safe' way to interact with your business without the commitment of walking inside.

Once they’ve stopped to look at your chalkboard or touch a shirt on an outside rack, the 'barrier to entry' has dropped by 50%. They are now much more likely to take that final step inside.

4. Why They Choose You Over the Big Guys

You might think you can’t compete with Kmart or Amazon. You’re wrong. You have something they will never have: you are a real person in their neighborhood.

People in Brisbane love supporting local, but they won't do it out of charity. They do it because they want a better experience. To win, you need to beat the big online brands by offering the expertise and 'touch and feel' that a website can't provide.

If someone walks in, greet them—but don't pounce. A simple "G'day, let me know if you're looking for something specific, I'm just here if you need me" is enough. It acknowledges them without making them feel hunted.

5. The Smell and the Sound

This sounds like 'marketing' talk, but it’s actually just basic human nature. - Smell: If your shop smells like stale air or cleaning chemicals, people leave. If it smells like coffee, fresh linen, or even just 'clean,' they stay longer. - Sound: Silence is awkward in a shop. It makes the customer feel like you’re listening to their footsteps. Put on some upbeat, mid-tempo music. Not too loud that they can't think, but loud enough to cover the sound of their browsing.

6. Stop the 'Just Looking' Exit

We’ve all had those days where twenty people walk in, look around for two minutes, and walk out. It’s soul-destroying.

Usually, this happens because the shop is hard to navigate. If a customer has to ask 'How much is this?' they probably won't. They’ll just leave because they don't want to be embarrassed.

Action: Price everything. Clearly. Use big, easy-to-read tags. If you make people work to find the price, you are losing money.

Also, consider how you handle your checkout. If someone does buy, how do you make sure they come back? You don’t need to slash your margins to keep people loyal. You can actually get repeat customers without cutting prices simply by providing a memorable experience and a reason to return, like a heads-up on new stock arriving next week.

7. The Power of the 'First 3 Feet'

In the retail world, we talk about the 'Decompression Zone.' This is the first metre or two inside your door. When someone walks in, their eyes are adjusting to the light and they are getting their bearings.

Don't put your most important stock right at the door. They will walk right past it. Put your 'wow' items about three metres into the shop, slightly to the left or right of the main path. Give them a second to land before you show them the good stuff.

8. What's a Waste of Your Money?

I’ll be blunt: most small shop owners spend money on the wrong things. - Expensive Glossy Flyers: Most end up in the bin at the Woolloongabba bus station. Unless there’s a massive 'Bring this in for a free gift' offer, don't bother. - Over-designed Logos: Your customers don't care if your logo is 'minimalist' or 'modern.' They care if you have the boots they want in their size. - Complex Loyalty Apps: No one wants to download another app. Use a simple digital system tied to their phone number or just give them incredible service.

9. How Long Until You See Results?

The beauty of physical retail is that changes happen fast. If you fix your lighting and put a better sign out today, you will see more people walk in this afternoon.

Unlike digital marketing which can take months to 'warm up,' your shopfront is a live experiment. If you change your window display and nobody stops for three days, you know it’s a dud. Change it again. Keep tweaking until the foot traffic starts turning into floor traffic.

10. What Should You Do First?

If you’re feeling overwhelmed, here is your Saturday morning checklist:

1. The Clean Test: Get a bucket of soapy water and clean your front windows and the pavement outside your door. You’d be amazed how much gunk builds up and how much it puts people off. 2. The Light Test: Replace every single blown bulb. Add two more lights than you think you need. 3. The Sign Test: Put out an A-frame sign with a clear, bold message. Not 'Sale' (that's boring). Try something like 'The Best [Product] in Brisbane - Come in and see why.' 4. The Path Test: Walk into your own shop as if you've never been there. Is there a clear path? Or is there a box of stock in the way? Clear the clutter.

Summary: It’s About Removing Friction

People want to buy from you. They really do. They’d much rather walk into a friendly local shop than navigate a giant shopping centre car park.

The only reason they don't is because something—the lighting, the closed door, the lack of prices, or the 'vibe'—is making it feel like hard work.

Remove the work, and you’ll get the customers.

Running a shop is hard enough without your own storefront working against you. If you want to stop guessing and start growing your sales with a clear strategy, we can help. At Local Marketing Group, we specialise in helping Brisbane small businesses get more customers through the door without wasting money on stuff that doesn't work.

Ready to get more people through your door? Contact Local Marketing Group today and let’s chat about how we can grow your business.