If you’re running an ecommerce website and have a steady inflow of traffic but they’re not converting into sales, it could only mean two things: Either the traffic you are gathering is not relevant to your business or your user experience flow does not convert the visitors into buyers.
Devising strategies to encourage the customers to buy from your website and not dropping off during the check-out process is vital for the growth of the business. Another important portion of the revenue channel is to increase the average order value of each order by upselling and cross selling products to the customers. Then there is always the option to bring the visitors back to your website by using re-marketing tools.
In this article, we will take a look at 6 of the most effective and proven ways to increase the sales on your website.
UPSELL AND CROSS SELL YOUR MOST RELEVANT PRODUCTS
According to a Forrester research analyst upsells and cross sells are responsible for 10-30% of the total Ecommerce revenue. We can take a familiar example of the fast food chains like McDonalds or KFC. They’ve mastered the art of upselling and cross selling by introducing upgrades or upsizing the meals that you order along with the product that the customer is originally interested in.
Before we divulge further into this let’s understand what upselling and cross selling is. Upselling is selling a higher upgrade alternative to the product that the customer has added to the cart. Cross selling is selling products that can be used in combination to the product that the customer has decided to purchase.
One of the examples of upselling is from best buy. We added a laptop to the cart and as soon as we did, best buy suggested us a list of products that could go along with the laptop. This is another way of generating unplanned purchases to generate revenue for the store.
One of the examples of cross selling is by Barberry Coast Co offering a discount on a bundled products. Along the original product that was intended to be purchased. Cross sell tactics are used to generate unplanned purchases and boost the store revenue.
- CUSTOMER LOYALTY PROGRAMS
Starting a loyalty program that makes the customers keep coming back to your website is a great way to increase repeated purchase. It is more costly to acquire a new customer than to sell to the old one since remarketing costs are lower than the display ads costs. You can curate a loyalty or rewards program to motivate the existing customers to spend more and earn rewards on your website. By asking your customers to enroll in a loyalty program, you’re giving them an option to be rewarded to shop. So instead of looking for other websites to shop, they’re more likely to stick to your website to make purchases as they’re getting rewards for making these purchases.
- INFLUENCER MARKETING & ENDORSEMENT
Getting third party endorsement or influencer marketing is one of the ways to generate traffic. Social media influencers have huge following and when they talk about something positively or negatively, it can become a trend.
Which means that it has a potential to generate huge amount of sales. Reaching out to social media influencers in your niche can be very effective in order to establish customer trust and generate the buzz.
Another way of generating authenticity is by client reviews or endorsement. Posting pictures of the client across your social media pages is a great way to establish trust among your followers and fans.
One of the fashion ecommerce brands in the US, Sophie and Trey, are seen to quite regularly practice this on their Instagram and they get good response too. Posting client pictures is a way to show your fans and followers that you customers trust you and it gives them an alternate perspective to your products. In this case, it acts as an alternative model for the clothing products that this online boutique are selling.
- INCREASE SOCIAL PROOF
Social proof is the key to magnetic marketing and attracting the customers to make a purchase and making them comfortable at the same time. When a visitor visits your website for the first time, he is not familiar with your product/brand and may not feel totally at ease while making a purchase. In online shopping, there are always risks attached to shopping as the customer cannot physically experience the product. This is where social proofs come in. They make the customer feel at ease.
Customer reviews are a great tool to create ease of shopping for the new visitors. This along with recent purchase notifications are also a great tool in helping the visitors make a choice and purchase the product.
Barberry Coast Co uses this technique on their website and it is very effective. The sales pop notifications can be created from your real sales data. There are various plugins available in the market to create this pop up notification.
- PERSONALIZED MARKETING TOOLS
Personalized marketing tools can be very effective in generating sales on your ecommerce store. A new customer when visiting your website is made to feel special if your ecommerce store offers him a personalized shopping experience. A few of the popular personalized ecommerce strategies are:
- Personalized product recommendations
- Personalized content marketing
- Personalized ad campaigns
- Incentive based pop ups on the website
- Personalized email marketing campaigns
Businesses generate a good amount of revenue by following the above mentioned techniques.
- PERSONALIZED PRODUCT RECOMMENDATIONS
Did you know that Amazon generates 35% of its revenue from product recommendations to its consumers? Product recommendation is generated and tailored to the individual shopper’s behavior on the store. This strategy is to ensure that the customer does not drop off the site and by showing relevant products, the chances are that the customer would increase their order value.
Inspired by the success of this strategy, Kharra Kapas store using the Shopify ecommerce platform to sell their products implemented this strategy perfectly.
WRAPPING UP :
We’ve discussed some of the tips that are used to generate or upscale sales on an ecommerce website. Let us know your ‘secret strategies’ in the comments below.