Back in 1994, when the trend of shopping from home emerged, people were skeptical. Still, they became aware that eCommerce will revolutionize shopping. More than two decades after, the online shopping accelerates with unimaginable speed. This year, approximately 96% American consumers shopped online. The reason behind this huge number is clear- eCommerce made the shopping cheaper, more convenient, and more customizable. However, it’s important to keep up with the trends, satisfy your clients’ needs, and stand out in the crowd. That’s why I offer you 9 ways which will increase your online store sales and improve your chances of success.
1. Upsell and Cross-sell
Upsell and cross-sell are some of the most important techniques for increasing sales. Upselling means encouraging customers to purchase a similar, but more expensive product, or purchase the original one but with additional features. It’s important to keep in mind your customers’ needs and range the upselling products thinking why the client wanted to purchase the original item in the first place.
On the other hand, cross-selling means inviting customers to purchase related or supplementary products. This technique is simple, yet very effective. You just need to find a list of items that go well with the original product. Bear in mind that Amazon adds 35% to its earnings thanks to their cross-selling sections ‘Frequently Bought Together’ and ‘Customers Who Bought This Item, Also Bought…’.
2. Hover Add
As much as you may hate pop-ups, they are still one of the most useful marketing tools. However, most users block them or the software blocks them automatically. That’s why I’m offering you a new, improved option. This impressive technique offers adds that are not pop-ups, but behave like ones. And best thing- they can’t be blocked. Hover adds usually contain important info and your targeted visitors can’t avoid seeing them. You can put special offers and promotions and a link to the promotional page.
3. Click-worthy Headline
A headline can sometimes make or break the sales. It’s the first thing that customer see on your site, so it must be appealing and grab their attention. The headline should be click-worthy and diverse, but never plain. The most successful headline version contains a highlight of a common problem your target audience has and an accent on how your product will solve it.
4. Fascinating Copy
After you grab the visitor’s attention, you need to guide them into buying your product. The copy should add a credibility to your brand. You can include qualifications, awards, recognition, and some genuine customers reviews. After you establish a sense of trust, you need to create a sense of urgency. Convince your visitor why they need to buy the product now. The sales tend to accelerate when there’s is a pressure of a limited-time offer, additional bonuses, or limited quantity of the product.
Never underestimate the power of a good product image. We all know the good, old ‘a good picture tells a thousand words’. Visualizing your product make it seem more real and concrete. Just to be clear, you will need more than one picture. People like to know how the product looks like from all angles. Don’t hesitate to include also details shots. It goes without saying that the pictures must be authentic and highlight the main features of the product. The best place for putting images in near the ‘urging-to-buy’ part of the copy or your ordering page.
6. Smart Pricing
Price is often a deciding factor in buying online. You always need to be aware of the prices offered by competitors in order to gain a competitive edge. This will result in setting pricing criteria that will beat competitors. We know that Amazon retailers change their prices daily and never maintain a static price. However, this is a bad option. The optimal solution is to change prices in reasonable intervals which will give you an opportunity to analyze the price effect on the demand and sales.
Let’s get one thing straight – shipping expenses are one of the reasons most customers abandon their cart. One study discovered that out of 19% customers who find the desired product, only 7% purchase it. Unacceptable shipping costs are the most cited reason. Most people reconsider due to the additional costs. So, free shipping is definitely the option you should go for in order to optimize the conversion rate. However, if you can’t offer a completely free shipping, make sure the additional costs are shown clearly because unexpected or hidden costs can also drive your customers away.
8. Focus on Existing Customers
The first step to keep your buyers coming back is to sell authentic services and provide value for money. That being said, you can further create a loyalty program which ends up with some reward. A well planned rewarding plan will motivate your customers to shop more. You can send a gift after an order exceeding a certain amount or offer a free shipping after a certain number of items is purchased.
9. Personalized Newsletters
E-mail marketing is responsible for a whopping 23% of online sales. This makes it also one of the most effective marketing tools. But, the mass promotional emails are passed. Now, many brands send personalized emails with a customized content. The content should be based on the previous browsing and purchasing behavior of the client. The point is to keep in touch with your customers in a unique, not-boring way, creating a newsletter that they will actually read.
Running a successful online store requires proper techniques and knowledge. Follow these nine points to you maximize customer satisfaction, the lifetime value of your clients, and optimize the conversion rate.