You’ve just set up your own E-commerce shop, and added all your products waiting for a surge of people to visit your shop and buy everything? Am I right? Unfortunately there are a number of reasons why people are not buying from your shop. In this post I will go through some smart tricks and tips that will help you boost sales.
Conveniently Placed High Rated Reviews
If you have any reviews of your products, even if they are on your Facebook page, you could add them to your site and place them strategically near the product. I don’t know what it is but as soon as you see those shiny yellow 5 stars it just persuades you to buy something even more. There’s nothing worse when you’re wondering whether to buy something and then you check the reviews to give you that deciding factor and you realise there aren’t any.
Don’t forget you need a few negative reviews (if there are any) thrown in there for the honesty factor! People won’t trust the company if they only see perfect happy reviews.
If you don’t have any reviews you could always post user product images. Just place them at the bottom of your product listing showing that “Laura Jones from Kent” “Absolutely loved” her Jelly machine maker and has bought one for everyone she knows. Product reviews represent a sense of realism and honesty.
If you have any awards or accreditations make sure you put these on your site. Same with partners, if you wok with well known credited companies, display their logo on your site.
People love Social Media
Providing social share links on your website either on the product itself or on the “Thanks we got your order” page allows your existing customers to rave about their new purchase and tell everyone how excited they are about receiving it. This in turn generates publicity for your products and your site. Don’t forget to add a counter on the social share button so that users can see how many people shared their purchases.
You could also add a ‘People also bought these items’ at checkout to help customers with relevant and helpful products they might actually need. Also a great way to upsell.
It’s time to start getting savvy with your pricing. Every retailer falls for that “let’s make it 9.99” to seem cheaper. Why not place yours at 9.97? Customers are shopping around to get the cheapest deal, try and get ahead of the competition.
When showing discounts/offers/sales you should show the old price and price difference next to the new price. For example “was £20” “now £6” “SAVE £14” and don’t forget to include the percentage saving, this helps entice buyers.
On the internet people have a lower attention span, therefore they spend less time reading, they scan. Make sure your using digits like “50% off” instead of “Half Price” it helps make their minds up quicker.
You’ve seen it yourself, “spend £5 more for free shipping”. or “free delivery on orders over £25”. Add these to your checkout pages and at the top of your homepage.
Tailor your pricing strategy to your market by finding out what your customers respond too. If you’re targeting young impulsive buyers, offer discounts and flash deals.
According to psychology, the more syllables in a word the more we associate with quantity. Pricing a product as “Three Hundred and Ninety Nine” equates to 7 syllables, making it sound more expensive. Whereas pricing it as 399 becomes “three-nine-nine” just 3 syllables.
If using pricing tables you should mould people’s perceptions of value by placing the one you want to sell as ‘good value’ in the middle between the basic option and the more expensive version.
Use the Fear of Missing Out
Using cookies on your site helps psychologically engineer your customers. You won’t have made a sale but next time they visit the price will have gone up and they’ll know next time not to dither.
Create a sense of urgency by adding a stock counter when it reaches 3. Stating that there is only ‘2 left in stock’ helps impulse buyers make a decision quickly. You can’t lie about stock quantity though so be careful.
Create seasonal limited products that will also help to create urgency throughout the year.
Stick to the norm on this one. You don’t want people visiting your site and having to spend 5 mins learning how to use it. People will arrive at your site and expect a menu on the left hand side, with sizes, colours, categories helping them to search better. They will expect a search bar at the top somewhere along with a symbol of their basket/account.
Here’s something interesting in terms of colour, adding red click here buttons attract male customer’s attention due to the colours strong sexual associations. Use an orange if you’re looking for a more mixed audience.
Help people narrow down their choices, offering too many can confuse the customer and ultimately lead to a no sale. Place related items close together.
We read left to right and we associate the left with the past and the right with the future. Place a buy it now button on the right hand side.
Imagery and Video
The problem with online shopping is that you can’t see what you want to buy. Placing high quality images on your site with different angles will help your customers. Don’t forget to zoom right in and get plenty of detailed shots. Interestingly we are seeing less and less stock photos and websites are now showing user product images and blogger endorsed images to promote their products.
Another great way to show customers your product is to have a video on the product page, showing the real lighting, colours, angles and any features it has.
So you’ve got your customers to add your products to your site, but now you need to seal the deal. Why not break up the checkout process into small chunks for example;
1.Review Order and apply discounts
2. Delivery Address
4. Order complete
Add a quick checkout process
When they complete one of these processes you could reward them with a green tick, they associate it with being right and rewarding. Or use a progress bar to show that they’ve nearly completed checkout.
Add a quick buy process for those who don’t want to register just yet.
If you do happen to have their email address and they haven’t completed checkout just yet, send them a “did you forget something?” email to remind them they where so close to completing checkout and that they’re missed. Don’t present costly shipping charges at the last minute this will ensure abandonment, make it clear from the beginning how much deliver costs.
Create a personalised shopping experience, tailor your text on your site to be quirky and personalised, especially in the my account section.
With all these points in place, apply them to your site and see an increase in sales. If you don’t have an eCommerce site yet and you’re just here getting some tips, we can always help build your dream eCommerce site. We’ve been building them for years!