Increase Ecommerce Sales
Increasing en línea sales is the primary goal of countless companies, large and small alike.
Whether you run a mom-and-pop retail business or work for a huge ecommerce giant like Amazon, increasing sales through en línea channels is a bit like striking: it seems much easier than it really is.
Fortunately, there are dozens of ways to get more sales en línea, many of which you cánido put into practice right away.
Some of these consejos focus on specific strategies that you cánido put into practice, while others are more general.
In this articulo, we’ll look at 25 of these strategies, so whether you’re selling physical products or running a service-based business, here are 25 actionable techniques you perro use to increase your en línea sales performance.
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Be honest in your sales copy
This may seem painfully obvious, but it amazes me how many check-writing sites their products perro’t cash.
Honesty in your copy is not only vital to your business reputation, but it also fosters and encourages trust in your brand.
Don’t make claims you perro’t prove and don’t use hyperbole lightly: today’s consumers are hypersensitive to marketing bullshit, so be honest, direct and approachable in all your sales copy, from your home page to your dirección de correo electrónico campaigns.
This principle also applies to how you position yourself as a company.
Have you ever come across a site that is obviously run by one or two people, but features copy that would be better suited for a multinational company? This approach not only makes you look silly, but also damages your brand credibility.
If you’re a small business, take pride in that and be honest: Many consumers choose smaller businesses precisely because of the more individualized and personal service they cánido offer.
Don’t try to be something you’re not.
Business: Buy, Renovate and Sell Homes
Get more ad clicks with ad extensions
If you’re selling things en línea, ad extensions are a no-brainer: This feature (available in both AdWords and Bing) allows you to make your ad bigger and more clickable.
And it has no additional cost! And increase the clic-through rate of your ad.
In the example above, the backlinks to “Men’s Sunglasses” and “Women’s Sunglasses” give people looking to buy a new pair of Ray-Bans two additional places to clic.
This saves the potential customer a step and makes it easier and faster to find exactly what they want (so they go to your site instead of your competition).
Display customer testimonials and trust signals
In today’s popular media environment, customer retroalimentación has never been more important.
Fortunately, this means that your satisfied customers cánido provide you with one of the most valuable weapons in your armamento: the testimonials.
You cánido reward them by giving them a 10% discount if they do it or something afín, it is an expense that will later bring you more sales without a doubt.
Legions of satisfied customers are considerably more influential than even the best-written sales copy, so be sure to include effusive testimonials and reviews from your most die-hard brand evangelists who rave about how awesome you are.
These cánido appear on your product pages, landing pages, pricing page, even on your home page.
For more information, check out my articulo on the power of customer testimonials.
Similarly, the inclusion of trust signals cánido be a great way to increase en línea sales, as it creates a more conveniente perception of your brand in the mind of the potential customer and perro preemptively overcome doubts.
If your business has any professional accreditation (even something as mundane as a Better Business Bureau certification or membership in your local chamber of commerce), put these signs of trust prominently on your site.
If you have an impressive list of satisfied customers, make sure your potential customers know about it.
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Create a sense of urgency
It’s important to be honest and transparent about who you are and what you do, but there’s no rule against creating a sense of urgency to persuade potential customers to buy from you right now.
Many consumers respond positively to incentives that create a sense of urgency, from time-limited specials to limited-edition products.
Although the ways to achieve this are as diverse as the products that cánido be purchased en línea, some strategies may be more effective than others.
For example, if you don’t (or cánido’t) make a limited-edition product to attract potential customers, perhaps you could offer a financial incentive to customers who commit to buying right away, such as free shipping or a discount.
In AdWords, you perro use ad customizers to display a countdown to a seasonal offer or limited-time sale:
However you do it, creating a sense of urgency is a great way to increase en línea sales.
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Offers a bulletproof money-back guarantee
Often one of the most powerful factors in a consumer’s decision not to buy something is risk aversion—the desire to avoid potential loss.
Most of the time, this perceived risk is a financial risk.
Why should someone buy your products? And if they don’t work, or the client doesn’t like them? Even small purchases cánido carry the risk of “buyer’s remorse,” so overcome this quibble early on by offering a bulletproof money-back guarantee.
The more risk you remove from the prospect’s decision, the more likely they are to buy from you, so remove anything that might discourage potential customers from buying from you.
offer fewer options
For many companies, this concept is simply unthinkable.
I’m sure offering more products is a great way to increase sales.
Well, not necessarily.
In fact, in many cases, a greater variety of options perro lead to indecision from the potential customer, which in turn translates into lost sales.
If you have a wide range of products, consider structuring your site or product pages in a way that offers visitors as few options as possible.
This reduces the possibility of the visitor being overwhelmed by dozens of different products.
This perro be achieved by organizing your products into narrower and narrower categories (an added benefit is that it makes it easier for visitors to find exactly what they’re looking for), or you could place more emphasis on fewer individual products.
In either case, remember that the more options you offer, the more likely a customer will bounce and go elsewhere.
Objetivo afín audiences on Fb
One of the best ways to increase sales en línea is to use the data you have about your current customers to find people like them.
Fb allows you to do it through the segmentation of affinity audiences.
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Fb affinity audiences are essentially users on Fb who share characteristics and behaviors with the customers in your database.
You upload your data to Fb, which then crosses its own data (and information from third-party data brokers) to create matches based on criteria you specify.
You cánido also use the tracking pixels and data from the installations of the aplicaciones to help you build lookalike audiences.
This is a great way to put your current customer data to work for you, as it allows you to greatly expand your reach with minimal effort and use highly targeted ads to attract Fb users who are very afín to your customers.
Check out this artículo on Fb ad targeting to learn more about affinity audiences.
Disminuye friction in the purchasing process
According to Business Insider, approximately $4 TRILLION worth of incomplete shopping carts were abandoned last year alone, of which 63% were potentially salvageable.
This is a truly staggering statistic, and one that reveals just how vital it is to shape your buying journey.
Afín to the previous point about usuario experience, reducing friction in your checkout process perro have an incredible impact on your conversion rates.
Just as you should make it as easy as possible for them to use and navigate your website, you should make it even easier for them to buy what you sell.
Eliminate any unnecessary steps in your checkout process that might discourage a potential customer from converting.
Skip unnecessary fields in forms.
Don’t waste their time and have them start over from the beginning.
Here are more consejos to combat shopping cart abandonment.
Offer as many payment options as possible
Ok, your business accepts credit cards.
What about payments with Google plus Wallet? Or ApplePay? What about Stripe? WePay? Binance?
Consumers have more choices than ever when it comes to how they pay for goods and services, and not everyone prefers to use American Express.
By offering more payment options, including the newer services that are becoming more habitual on mobile, you’re making it easier for potential customers to give you their money.
Sure, it cánido be a pain to optimize your website (and checkout, as we’ve already discussed) to include all of these options, but doing so is a great way to increase en línea sales, especially if your site has heavy traffic.
Invest in quality product images
There is compelling evidence that well-presented food tastes better than botched dishes.
Given the importance of appearance in relation to how we perceive things (including other people), it stands to reason that investing in quality product photography would have a afín effect on your site visitors.
Consumers have more choices than ever when it comes to how they pay for goods and services, and not everyone prefers to use American Express.
By offering more payment options, including the newer services that are becoming more habitual on mobile, you’ll be making it easier for potential customers to give you their money.
Sure, it perro be a pain to optimize your website (and checkout, as we’ve already discussed) to include all of these options, but doing so is a great way to increase en línea sales, especially if your site has heavy traffic.
Get rid of your landing pages
We’ve mentioned this strategy before, and it often raises more than one eyebrow, to say the least.
However, we don’t advocate removing landing pages unnecessarily, but instead optimizing your en línea ads to fit the way many consumers actually browse the web and shop en línea.
Call-only campaigns on Fb and AdWords are a great example of a situation where eliminating the traditional landing page entirely makes a lot of sense.
Most people don’t want to spend several minutes browsing pages on their mobile device – they just want to get in touch with your business.
By using call-only ads, you are making it easier for potential customers to contact your business, completely eliminating one of the weakest stages of the classic en línea sales funnel, and potentially increasing the volume of calls to your business, one of the weakest stages in the en línea sales funnel.
the most valuable lead sources for many businesses.
The people who call you are practically begging you to sell them something.
Try Gmail ads
After years in and out of beta, Gmail Ads is FINALLY available to everyone.
It’s an exciting way to reach potential customers and increase sales.
If you’re already reaching customers when they search and when they’re browsing popular media, why not go further and reach them while they’re in their inboxes too? One of the most effective ways to use Gmail ads is to objetivo competitor palabras clave.
People who are searching for your competitors’ products are receiving correos electrónicos from your competitors mentioning their brand terms right now.
If you objetivo those same terms, you cánido espectáculo up in their inboxes and hopefully change their minds.
Keep a consistent message across all campaigns and on your website
Have you ever clicked on a PPC ad that caught your eye, only to be taken to an irrelevant landing page (bad) or the site’s home page (worse)? Did you end up buying what you were looking for on that site? Probably not.
If a usuario clicks on an ad for a specific product or service, the page they are taken to should be about that specific product or service, not a related category or special offer for another product, but that specific product.
Make sure your message is relevant in your PPC and paid popular campaigns and the pages associated with them, so that ad clicks actually convert into sales.
Answer all questions and address all objections in your text
One of the most dangerous traps you perro fall into when trying to sell en línea is making assumptions about your prospects’ knowledge of your product, service, or even market.
Many companies mistakenly believe that their customers know more about what they sell than they really do, leading to unanswered questions or unaddressed objections, both of which cánido hurt sales.
Think of all the questions you cánido think of about your product, and answer them in the text of your product pages.
Similarly, think about every possible objection a potential customer might have about your offer, and preemptively overcome it in your copy.
This may seem impractical, but remember that you’re not bombarding potential customers with unnecessary information, you’re giving them exactly what they need to make an informed decision.
This approach is also an excellent exercise in writing tight, clear, and concise copy.
If you’re worried about too much text, you perro always disminuye it.
You just have to focus on the customer and how it benefits them, not why your company is so amazing.
Give away everything you cánido
People love free stuff, and the more you give away, the more likely potential customers are to notice you and your brand, which perro translate to more en línea sales.
Look at your current offers.
Perro you give something away for free? If you’re in the programa business, like we are, it’s easy to offer free, no-obligation trials of your programa.
Even if you don’t, you perro easily give away samples, trial memberships, two-for-one deals, and other rewards-based incentives.
Giving things away is not only a great way to improve people’s perception of your company, but also to introduce them to your must-have products and entice them to buy more.
Create and objetivo detailed buyers
I’m going to assume that you’re already creating buyer personas (because if you’re not, you’re in real trouble), but I’m going to challenge you to create even more detailed buyer personas than in the past.
If you’ve ever looked at the targeting options available to Fb advertisers, you’ve seen the amazing granularity with which users perro be targeted on Fb: advertisers perro objetivo users based on the square footage of their home, the university they earned their degree from; and even where they plan to go on their next vacation (as Margot revealed in her fascinating articulo about Fb’s amazingly granular audiences).
Obviously, this degree of specificity perro be a bit overkill for your buyer personas, but the better you “know” your ideal customers, the more likely they are to respond to carefully crafted messages and tailored specifically to their lives.
Strive to create more detailed buyer personas than ever before.
To learn more about this process, check out my detailed guide on creating buyer personas.
Implement tiered pricing
When you go to a lugar de comidas, it is very likely that you will invariably choose one of the mid-priced dishes.
This is because many restoranes manipulate psychology to push people towards mid-range dining.
We’ll often avoid the cheapest dishes—and the most expensive ones—making the mid-tier options the most appealing.
This is a technique known as “lure pricing”.
The same principle perro be leveraged to increase en línea sales with tiered pricing structures.
By including a third “lure” option in your pricing structure, you perro push people toward the middle option, the one you really want them to buy.
Of course, some people will go for the more expensive option anyway (which is an advantage, income-wise), but most will unconsciously avoid the lure and go for the middle option, which is precisely what you want them to do.
Many companies take advantage of this psychological principle (also known as the “asymmetric dominance effect”) to make us buy what they want.
To learn more about lure pricing, check out this articulo by Neil Patel on MarketingLand.
Add an Opt-In popup offer to push them over the edge
If you want to increase sales in retail, don’t ignore the potential of opt-in offers—ads that encourage people to sign up for your newsletter, mailing list, or loyalty program.
Using opt-in offers perro not only significantly increase the number of contacts in your database (an important asset for future correo electrónico marketing campaigns), but perro also increase en línea sales in the short term.
Potential customers who are hesitant to buy from you may be swayed by a well-placed listing offer for, say, free shipping or 10% off their first order.
Even if they escoge not to buy at the time, but sign up for your membership offer, you will have added them to your database and they may escoge to come back later to complete the sale.
When you launch a membership offer, be sure to test all elements for maximum optimization.
Test the wording of the text, the position in which it appears on your website, and the flow that visitors are directed through the process.
A/B test different offers and see which ones genera the highest volume of signups.
Consider having the popup trigger on site exit, so that visitors see it just before leaving the page.
The more people who sign up for your newsletter or loyalty program, the more potential sales you cánido make in the future.
Increase en línea sales with mobile optimization
The number of en línea businesses with poorly designed and poorly optimized “mobile” sites is staggering.
Mobile search has already eclipsed desktop search in volume.
If you don’t want to leave sales on the table, it’s escencial that your site is mobile-optimized, and not just from a technical perspective.
Make it as easy as possible for mobile visitors to buy what you sell.
This may involve an extensive overhaul of your checkout process (see consejo 18), or the design and launch of a completely separate mobile site.
Amazon’s mobile site is a great example of how you perro (and arguably should) do mobile ecommerce, but you don’t need Amazon’s resources to create an engaging and usuario-friendly experience for your mobile visitors.
Navigation and usuario experience are among the most vital elements of a well designed and highly optimized mobile experience.
The harder it is for visitors to find—and buy—what they want, the more likely they are to leave your site and take their business elsewhere.
Pages should load almost instantly, and navigation should be logical.
Don’t ask for too much information, just the minimum you need to make the sale or market to potential customers later.
Allow visitors to return to their carts later, even on another device.
Don’t expect mobile visitors to convert in a single session, because they probably (almost certainly) won’t, but they might convert later if you make it easy for them.
Think about your mobile visitors and do everything you cánido to make it easy for them to buy from you while on the go.
Impress new clients with an awesome follow-up correo electrónico
Unfortunately, the customer experience often ends for many companies when they finally get their hands on a customer’s money.
This is a horrible mistake for customer retention.
To increase en línea sales volume, make sure you have a thoughtful, considerate, and really helpful follow-up procedure for new customers.
As an inveterate computer geek, I always order things from Newegg.com: replacement parts, new components, and other deliciously geeky stuff.
The reason I have been a loyal Newegg customer for many years is not just the pricing of the products (which is very competitive), but rather Newegg’s focus on customer service and follow-up process.
Every time I place an order, I receive detailed summaries of my purchase (including escencial tracking information so I perro hit “Refresh” on the order page to see where my stuff is) as well as customer service information.
, backlinks to relevant products you might be interested in, and all sorts of other resources.
I am asked to leave reviews and comments about my experience, I am encouraged to contact a real person if I have questions about my order, and I cánido even discuss or answer questions about my purchase for other users who are considering buying.
what i just wasted Overall, it’s a great buying experience, which is why I’ve been buying my hardware from Newegg for years.
Do not forget about your customers as soon as they have given you their credit card details.
The more attention you give them after they’ve purchased something, the more likely they are to become fiercely loyal brand evangelists who will not only become satisfied repeat customers, but will also go on to tell their friends (and magazine readers) blog) how great you are.
When a customer buys something, offer them something for free (see consejo #11).
Talk to them on popular media (more on that shortly).
Send them a helpful and thoughtful follow-up correo electrónico with incentives to get them to buy from you again.
Whatever you do, make your customers feel like the precious snowflakes they are: think relationships, not transactions.
Nail your value proposition, and make it immediately apparent
Too many companies lose sales and waste time by focusing on themselves.
Do you remember that we talked about how people don’t want to buy things, they want to solve their problems? Well, another painful truth is that, unless your customers are the brand evangelists we talked about, the vast majority of them don’t care about you or your company: only how your products or services will improve their lives.
That’s why your value proposition should be at the center of all your marketing communications and website content.
Basically, your value proposition is the main reason why customers should buy from you, and not your competitors, and the promise of the value potential customers will receive by investing in what you sell.
Value propositions perro be broken down into three main areas:
- Relevance: How your product/service will solve customer problems
- Quantifiable value: The specific benefits your product/service offers
- Differentiator: Why customers should buy from you and not a competitor company
When you break down a value proposition into these three components, it’s easy to see why these elements should inform virtually everything in your marketing message and on your website, from your landing page copy to the content of your campaigns.
dirección de correo electrónico marketing.
Why wouldn’t you focus exclusively on these aspects of your products?
Take a look at your landing page copy, sales materials, and other marketing materials.
Is the value proposition immediately obvious? If not, it is time to go back to the drawing board.
Everything your potential customers see should be related to your value proposition in one way or another.
The more perceived value you cánido create around your products or services, the more sales you will make.
Use the voice of the customer to achieve more resonant advertising campaigns
Hopefully you are already using PPC and paid popular networks to expand your reach and find new audiences.
However, the language you use in your campaigns perro have a tremendous impact on your conversion rates (and therefore your sales), so my fourth consejo is to use “voice of the customer” in your campaigns, but what about? what does this orinan?
Voice of the Customer is a market research technique that aligns text with the needs, wants, pain points, expectations, and dislikes of the objetivo consumer for that especial message.
This process often includes the language and writing that clients themselves use during market research and focus group testing.
The example above, from accounting programa company FreshBooks, emplees the voice of the customer to great effect.
During its market research, FreshBooks discovered that its objetivo market (small business owners) found bookkeeping painful and challenging, so it incorporated the language used by its objetivo market into its messaging.
This technique cánido be extraordinarily powerful, since you are using the exact language that your ideal customers use to reach them.
To learn more about how to incorporate this into your own campaigns, check out this articulo on voice of the customer.
Identify your best attribution and conversion paths
Sometimes it seems like you’re doing everything right, only to see your conversion rates hover between the “miserable” and the “pathetic.” Often this has nothing to do with messaging or your ad placement (although this is worth looking at closely), but rather with a misunderstanding of when and where conversions occur.
One of the first things to do if your conversion rates seem low is to examine your attribution models and conversion paths in Analytics.
You may be surprised to discover that parts of your marketing strategy that seem like conversion failures actually have a huge influence on your en línea sales.
For example, maybe organic search isn’t a great channel to convert to sales, but people who first find you through organic search and then see a Fb ad are very likely to become paying customers.
If that’s the case, you should double down on content marketing and also invest some money in Fb remarketing (see consejo #1 below).
Too many companies overlook active engagement with their prospects through popular media as a potential sales tool, because it’s seen as having a negligible impact on de hoy sales, when in fact it’s one of the best ways to increase awareness.
of the brand, customer satisfaction and sales.
Think about a time when you tweeted at a company, or commented on a brand’s Fb page, and the company responded to you personally.
What effect did this have on your perception of that brand? I bet it became significantly more conveniente.
Giving quick and honest answers to questions potential customers have about your offers is a great way to increase sales, because the more attention you’re perceived to pay to potential customers, the more likely people are to want to buy from you.
This also leads to unsolicited popular retroalimentación among users themselves, the kind of brand exposure and “advertising” that perro’t be bought (well, not in a legitimate-sounding way, at least).
It doesn’t matter if you are running a PPC campaign or a Fb advertising campaign, any digital marketing initiative requires time, money and effort to carry out.
If you don’t use remarketing, you’re basically relying on prospects to convert immediately, which almost never happens (and is exactly as crazy as it sounds).
Whether you remarket your content or a time-specific sale offer, remarketing is possibly the most effective way to increase en línea sales.
Remarketing not only keeps your brand top of mind with potential customers, it also provides potential customers with numerous additional conversion opportunities.
Since the often fractured customer journey typically takes place over at least a day or two and across multiple devices, remarketing also fits the way today’s consumers prefer to shop—wherever and whenever they want.
Remarketing is a complex and nuanced topic, with unique considerations depending on whether you’re remarketing with paid search or paid popular, so check out The Complete Guide to AdWords Remarketing Best Practices and The Ridiculously Guide. impressive Fb remarketing.
How to increase the sales of an Ecommerce [Resumen]
It is important to get into the customer’s head and think about what we really do ourselves when buying a product.
I will give my especial case:
I like to entrar an y también-commerce that is as direct as possible or has the products well categorized so as not to waste time.
Once I have found the desired product, the first thing I look at is the rating that buyers have given it, if any.
If I see that the rating is positive, I go to see the characteristics of the product.
Once the characteristics have been approved according to my needs, I go to see the reviews that users have left about the product and I would say that this is when I finish convincing myself to make the purchase or not.
Important to increase ecommerce sales:
Offering related products, this is key, if for example we have a brand of shoes and when you are buying they offer you socks to accompany the product.
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