E-commerce marketing tips
Selling online is an art and a science, and the smallest changes can therefore have profound effects on your success. In this article, you will discover five strategies that will drastically boost your sales – all in less than 7 days, so you still have 30 days of statistics to analyze and adjust for the biggest impact.
Selling online is an art and a science, and the smallest changes can therefore have profound effects on your success. In this article, you will discover five strategies that will drastically boost your sales – all in less than 7 days, so you still have 30 days of statistics to analyze and adjust for the biggest impact.
1. Redesign Your Site With Psychology in Mind
1. Redesign Your Site With Psychology in Mind
If you were the manager of a physical store, then one of the biggest aspects of your job would be to make sure that you organized the stock and the layout of the store in general in a way that was highly conducive to sales and that would encourage people to discover your products and offers and to buy, buy, buy. And it would be your job meanwhile to ensure that the products they bought were the right ones – the ones that you had large quantities of, or the ones that you got the most profit for. You would be constantly moving things around, trying different combinations and layouts, and seeing what worked best for your profits.
If you were the manager of a physical store, then one of the biggest aspects of your job would be to make sure that you organized the stock and the layout of the store in general in a way that was highly conducive to sales and that would encourage people to discover your products and offers and to buy, buy, buy. And it would be your job meanwhile to ensure that the products they bought were the right ones – the ones that you had large quantities of, or the ones that you got the most profit for. You would be constantly moving things around, trying different combinations and layouts, and seeing what worked best for your profits.
Well if you run a website that has a webstore, then things are no different. It's still your job to make sure that your products are going to sell as best as possible and to apply a little thought to even the smallest details of your store.
Well if you run a website that has a webstore, then things are no different. It's still your job to make sure that your products are going to sell as best as possible and to apply a little thought to even the smallest details of your store.
Avoid Distractions
Avoid Distractions
If you've ever visited a landing page selling something like an e-book then you will be familiar with the long narrow strips of text that they feature.
If you've ever visited a landing page selling something like an e-book then you will be familiar with the long narrow strips of text that they feature.
The reason for this?
The reason for this?
It is devoid of distractions meaning people will stay on your site and be more likely to click 'buy' rather than to be distracted by an article.
It is devoid of distractions meaning people will stay on your site and be more likely to click 'buy' rather than to be distracted by an article.
Use Contrast
Use Contrast
Contrast works in two ways.
Contrast works in two ways.
Physical visual contrast will make your colors and images stand out.
Physical visual contrast will make your colors and images stand out.
Use contrasting colors to draw attention to the items you want people to look at, and this is a very simple way to direct people's gaze.
Use contrasting colors to draw attention to the items you want people to look at, and this is a very simple way to direct people's gaze.
Place items of differing prices next to one another to accentuate them in different ways. By putting a very expensive item next to a very cheap one for instance you make the cheap one seem really cheap and you let people click buy without feeling guilty (because they can say 'I'll just go for the cheaper one then'), whereas the expensive one becomes the luxury item that people who want to go for the most elite option can go for.
Place items of differing prices next to one another to accentuate them in different ways. By putting a very expensive item next to a very cheap one for instance you make the cheap one seem really cheap and you let people click buy without feeling guilty (because they can say 'I'll just go for the cheaper one then'), whereas the expensive one becomes the luxury item that people who want to go for the most elite option can go for.
Think Color
Think Color
Color psychology can also play a big role in your sales success. Light, “cool” colors like blues are fantastic for getting people to spend longer on a page (because they’re calming), whereas colors like red raise the heart rate and encourage impulsive behavior.
Color psychology can also play a big role in your sales success. Light, “cool” colors like blues are fantastic for getting people to spend longer on a page (because they’re calming), whereas colors like red raise the heart rate and encourage impulsive behavior.
Think about how you can take advantage of these facts!
Think about how you can take advantage of these facts!
2. Make Them Work For It
2. Make Them Work For It
You might think that making someone work to get to your buy button would be a bad move as it would put them off, but actually, those landing pages work so well for instance because they force the viewer to scroll down for ages, at which point they feel like they've committed to buy.
You might think that making someone work to get to your buy button would be a bad move as it would put them off, but actually, those landing pages work so well for instance because they force the viewer to scroll down for ages, at which point they feel like they've committed to buy.
Meanwhile, if you have something that everyone is looking for and you know people want, then hiding it somewhere on the site can be a great way to make them look at the other offers you have.
Meanwhile, if you have something that everyone is looking for and you know people want, then hiding it somewhere on the site can be a great way to make them look at the other offers you have.
Consider your best deals as 'bait' and you can then tempt them to buy more.
Consider your best deals as 'bait' and you can then tempt them to buy more.
You can even make your product seem more “exclusive” by creating certain conditions that exclude members or make them take more action. For example, you may sell an item only to members of your exclusive Facebook group or e-mail list!
You can even make your product seem more “exclusive” by creating certain conditions that exclude members or make them take more action. For example, you may sell an item only to members of your exclusive Facebook group or e-mail list!
3. Upsell
3. Upsell
On your website, wherever they enter their credit card to buy is the perfect opportunity to offer them something else to add to their order. That way you can offer them the option to increase their purchase incrementally (which never seems like much) and you can do it when you have already gotten past the 'barrier to sale' which is the effort involved in committing to buy. They already have their card in their hand... so why not add a gift wrap?
On your website, wherever they enter their credit card to buy is the perfect opportunity to offer them something else to add to their order. That way you can offer them the option to increase their purchase incrementally (which never seems like much) and you can do it when you have already gotten past the 'barrier to sale' which is the effort involved in committing to buy. They already have their card in their hand... so why not add a gift wrap?
Or a small token if it means they can combine postage?
Or a small token if it means they can combine postage?
Or increase their purchase to get free shipping?
Or increase their purchase to get free shipping?
This is highly effective because it lets you slightly increase the amount the person is spending with you once they have already committed to buying. Getting out the wallet and deciding to buy is a huge “barrier to sale.”
This is highly effective because it lets you slightly increase the amount the person is spending with you once they have already committed to buying. Getting out the wallet and deciding to buy is a huge “barrier to sale.”
Once your customers are at the checkout then, you’ve done the “hard part.” There is no reason not to try and increase the value of their purchase.
Once your customers are at the checkout then, you’ve done the “hard part.” There is no reason not to try and increase the value of their purchase.
4. Collect Serious Data
4. Collect Serious Data
If you run an online business, then collecting data is one of the most important aspects of it and is something you need to prioritize as a crucial element. Failure to recognize the importance of collecting data about your customers, your products, the market, and more can lead to your missing out on some seriously big opportunities and even cause you to barrel headlong into some serious mistakes.
If you run an online business, then collecting data is one of the most important aspects of it and is something you need to prioritize as a crucial element. Failure to recognize the importance of collecting data about your customers, your products, the market, and more can lead to your missing out on some seriously big opportunities and even cause you to barrel headlong into some serious mistakes.
However, do not make the mistake of forgetting local and international regulations about data usage and storage. Never forget to ask for consent from your customers.
However, do not make the mistake of forgetting local and international regulations about data usage and storage. Never forget to ask for consent from your customers.
Who's Buying?
Who's Buying?
The first thing to look at is who is buying your products, or perhaps clicking on your ads. In other words –
The first thing to look at is who is buying your products, or perhaps clicking on your ads. In other words –
- who are your customers?
- Where do they live?
- What's their budget?
- And what are their hobbies and interests?
This is very important because it shows you who your target audience should be. You may find that you're actually targeting entirely the wrong kind of audience – that you thought your products would sell to middle-aged men, but actually, it's teenagers who are more interested which will allow you to correct course. Likewise, you might find that you are simply missing out on some potential opportunities.
This is very important because it shows you who your target audience should be. You may find that you're actually targeting entirely the wrong kind of audience – that you thought your products would sell to middle-aged men, but actually, it's teenagers who are more interested which will allow you to correct course. Likewise, you might find that you are simply missing out on some potential opportunities.
Who's Looking?
Who's Looking?
There's a fine line between someone who buys your products and someone who just looks at them. Your job is to find that line and then to make sure that as many people cross it as possible.
There's a fine line between someone who buys your products and someone who just looks at them. Your job is to find that line and then to make sure that as many people cross it as possible.
Normally, the people looking at your products but not buying will be people who have seen your marketing and have become interested but decide against making a purchase because they think your offering is not the right price, or because they think the competition offers a more compelling purchase.
Normally, the people looking at your products but not buying will be people who have seen your marketing and have become interested but decide against making a purchase because they think your offering is not the right price, or because they think the competition offers a more compelling purchase.
In such a case then you might decide to use some more direct marketing showing how your product is a market leader, or you might decide to change the price.
In such a case then you might decide to use some more direct marketing showing how your product is a market leader, or you might decide to change the price.
It's only by testing different price points and different deals though that you'll stand a chance of making them sell. Keep in mind your product can be so valuable that people do not belive they get it so cheap so a lower price doesn't mean more sales.
It's only by testing different price points and different deals though that you'll stand a chance of making them sell. Keep in mind your product can be so valuable that people do not belive they get it so cheap so a lower price doesn't mean more sales.
Testing
Testing
And when you start testing, that's when collecting data becomes even more important. If you cut the price of your products and you then find that they start selling like wildfire, you will need to know precisely when the increase in sales began so that you can be certain that it was the change in price that caused the increase.
And when you start testing, that's when collecting data becomes even more important. If you cut the price of your products and you then find that they start selling like wildfire, you will need to know precisely when the increase in sales began so that you can be certain that it was the change in price that caused the increase.
Likewise, you'll want to get detailed information about who was most affected by the price cut. It might be that a select number of your potential customers were driven away by the price cut assuming it meant that the quality was lower. Perhaps then you need to sell two slightly different versions?
Likewise, you'll want to get detailed information about who was most affected by the price cut. It might be that a select number of your potential customers were driven away by the price cut assuming it meant that the quality was lower. Perhaps then you need to sell two slightly different versions?
What is Selling?
What is Selling?
This brings us nicely to another point – identifying which of your products are selling the best so that you can focus more effort on them and use that feedback to direct future products to develop. You don't want to invest too much time or money into something that has been shown not to sell.
This brings us nicely to another point – identifying which of your products are selling the best so that you can focus more effort on them and use that feedback to direct future products to develop. You don't want to invest too much time or money into something that has been shown not to sell.
Feedback
Feedback
Getting data is also important when it comes to promoting your business. If you ever want to get an investment from a big corporation, or if you ever want to work with a big partner, or simply sale your business, then you will need to get feedback regarding your business so that you can present the raw data for promotional reasons.
Getting data is also important when it comes to promoting your business. If you ever want to get an investment from a big corporation, or if you ever want to work with a big partner, or simply sale your business, then you will need to get feedback regarding your business so that you can present the raw data for promotional reasons.
5. Talk in your customer's language
5. Talk in your customer's language
When you get a professional website design as a company this is an important investment for your business. The idea is that you are creating basically a virtual advert that anyone can find in order to get more information about your company and to learn about your service.
When you get a professional website design as a company this is an important investment for your business. The idea is that you are creating basically a virtual advert that anyone can find in order to get more information about your company and to learn about your service.
At the same time your web page design will be created in such a way that they can order your services or products online and in this sense it then becomes a virtual shop too – or at the very least a portal to your services and more information.
At the same time your web page design will be created in such a way that they can order your services or products online and in this sense it then becomes a virtual shop too – or at the very least a portal to your services and more information.
This requires a good and professional website design that is easy and intuitive to navigate, that is pleasant on the eyes and reflective of your business and that will grab the attention of viewers and not let go. Fortunately, there are many budget-friendly code free templates out there to choose from, without breaking bank for a web designer to handle your website design in terms of programming and graphic design.
This requires a good and professional website design that is easy and intuitive to navigate, that is pleasant on the eyes and reflective of your business and that will grab the attention of viewers and not let go. Fortunately, there are many budget-friendly code free templates out there to choose from, without breaking bank for a web designer to handle your website design in terms of programming and graphic design.
That's not all this is dependent on though. It's also of course dependent on your business being good – of your offering good services and at a good price and of your clever strategies to pique people's interest. And then it's reliant on the content and your marketing spiel...
That's not all this is dependent on though. It's also of course dependent on your business being good – of your offering good services and at a good price and of your clever strategies to pique people's interest. And then it's reliant on the content and your marketing spiel...
However, for the most part, the actual copy and content will be the writing that greets your customers when they find your page and the writing that sells your products or describes your company. Even if you hire the best professional copywriter you won't sell anything if the customers speak a different language.
However, for the most part, the actual copy and content will be the writing that greets your customers when they find your page and the writing that sells your products or describes your company. Even if you hire the best professional copywriter you won't sell anything if the customers speak a different language.
In Europe there are more than 200 languages spoken, but most companies just use the 24 official languages of the EU.
In Europe there are more than 200 languages spoken, but most companies just use the 24 official languages of the EU.
This is up to you and you need to make sure that where you sell your products it is as effective as possible.
This is up to you and you need to make sure that where you sell your products it is as effective as possible.
In other words, unless you localize it's up to you to still sell the product and through the medium of the internet where people have little patience and little time for anything that can be quite tricky.
In other words, unless you localize it's up to you to still sell the product and through the medium of the internet where people have little patience and little time for anything that can be quite tricky.
So how do you go about writing content that will grab people and draw them in?
So how do you go about writing content that will grab people and draw them in?
Rule number one is to grab their attention right away. This is always important, but in the case of the internet where we are used to short snippets of information, it's paramount.
Rule number one is to grab their attention right away. This is always important, but in the case of the internet where we are used to short snippets of information, it's paramount.
State simply and boldly at the head of each sentence what it is that your company provides and if you're marketing a product likewise state right away what it is that it does.
State simply and boldly at the head of each sentence what it is that your company provides and if you're marketing a product likewise state right away what it is that it does.
Don't open up with a fun quip or rhyme – state simply 'This device will wake you up on time every morning' or 'We design the very best logos and brands for companies'.
Don't open up with a fun quip or rhyme – state simply 'This device will wake you up on time every morning' or 'We design the very best logos and brands for companies'.
Even if you do not invest in localization and your customers do not speak the language they will get a fairly good translation of a simple sentence.
Even if you do not invest in localization and your customers do not speak the language they will get a fairly good translation of a simple sentence.
Once you've hit them with the facts, it's then important to start to let them know in detail why yours is the best. Don't be afraid of a little hyperbole, but also be sure to create a narrative that involves the reader and draws them in.
Once you've hit them with the facts, it's then important to start to let them know in detail why yours is the best. Don't be afraid of a little hyperbole, but also be sure to create a narrative that involves the reader and draws them in.
People like stories and they will be appreciative of a localized story that describes what life is like with the product in their culture.
People like stories and they will be appreciative of a localized story that describes what life is like with the product in their culture.
At the same time, people like to be engaged directly to use the word 'you' a lot and ask rhetorical questions. 'Do you like paying too much for your car insurance?'.
At the same time, people like to be engaged directly to use the word 'you' a lot and ask rhetorical questions. 'Do you like paying too much for your car insurance?'.
Localization combined with good web design will convert the visitors to your site into paying customers with the best possible efficiency.
Localization combined with good web design will convert the visitors to your site into paying customers with the best possible efficiency.
With these five changes, you’ll have highly optimized your sales process and can expect to see a huge uptick in sales.
With these five changes, you’ll have highly optimized your sales process and can expect to see a huge uptick in sales.
Enjoy!
Enjoy!
If you like to know more about localization or need localization services feel free to Pm me or visit my website www.multilingualvirtualmiracles.de
If you like to know more about localization or need localization services feel free to Pm me or visit my website www.multilingualvirtualmiracles.de