Getting more visitors to your website can be challenging. But getting those visitors to convert into paying customers is a whole new level of achievement. Here are quick ways to boost your online sales.
Have a Headliner or a Featured Product
Even if you offer multiple products pick just one. I recommend my clients to pick the most profitable product or the best seller. Feature it throughout your website. Create a benefit-rich landing page for that product and promote it through social media.
Show Real Customers’ Reviews
Testimonials are great, but unfortunately, most businesses hide them somewhere towards the bottom. Interject them in your product description. Put positive reviews on the sidebar. Break up paragraphs with testimonial box. It helps if you include picture and title of your reviewer. If you can include picture – that’s even better!
Put “Limited Time Offer” In the Headline
People are scared to lose money or miss out on a deal. Like a great sale, for example, an offer that ends in 2-3 days creates a sense of urgency. An offer that ends in 1 month – does not. Play with dates. Limited quantity is another “sense of urgency”… oh one more thing,
Give A Good Discount
Even at “break even” you can afford a little sale. Consider, what’s best, sell 100 items and make $1 an item, or sell 5 items and make $10 an item? Volume wins. With services, avoid word “discount”. Throw in a bonus for free or sell two types of products for the price of one.
Start Building A List
I know, you’re saying, but i am not one of those “Internet Marketers” that sells affiliated products. I know you’re not, but do you know why they insist on building that list? Because it works! Simple as that.
Start with a free Mailchimp account and a very basic “subscribe for updates” opt-in. Ask people to follow you on social media, but always refer them to your Opt In. Email is a lot better way of selling to existing (or potential) customers than chasing new ones.
Create Useful Content And Promote It
Paying for ads can put a hefty dent on your pocket. But, writing a very useful article and promoting it via social media is cheaper. Look into Facebook Post Boost, Instagram Shoutout and Pinterest Business Ads.
Why is this the cheaper way to promote products or services? Very few people share ordinary products. Ask yourself when was last time you shared an ad for a product? Probably if it was exceptionally innovative or interesting product, right? But you’d be more likely to share a promoted article that’s useful!
Consider Affiliate Marketing
Biggest mistake product owners make when going to affiliate is not screening their promoters. Approach influencers yourself, offer them reasonable payout and avoid platforms like Clickbank. I am not saying those are bad platforms, I am saying, they accumulate spammy money-hungry “craploggers” by the truckloads.
Do A Survey
No, not for the product you’re selling but for a the challenges your customers face. Run surveys asking people to mark the most troubling issues they need resolved. For example, a plus size clothing store might run a survey asking participants what are the biggest challenges in finding perfect size. You’d be surprised to discover, it’s not just finding a good size, but finding an item that they like.
Survey can be quick 2-3 questions (Polls) or Q&A (Free-form answers). SurveyMonkey is ideal platform to get you started.
Offer Contest Or Giveaway (if applicable)
Unless you are a funeral home (you never know!) and your product is for fun, guilty pleasure, or non-trivial item – try a contest. The best kind is a randomly picked winner, because, you do not need to track any statistics (i.e. “likes”, “clicks”, “shares”, “re-tweets”, etc). Ask your participants to share your contest on their social media for a week to be qualified for a random pick.
Get Social On Your Social Networks
The staggering amount of businesses complain about poor sales but they do not have or actively use social networks! The biggest excuse is “I don’t have time!”. But it should not take you all day. Just do what you’d expect others to do for you: like someone’s photos, reply to few comments, add few friends/followers, re-tweet/pin some posts. Once or twice a day, or at least 3-4 times per week. Should take you 10 minutes.
High engagement triggers social media algorithms to re-evaluate your accounts and show them more often in your friend’s social feeds.
Upsell Like A Madman
“But wait there is more!” “Hang on, don’t miss out on this special offer!”, “Wait a minute, did you know we also offer those?” “How about discount on a second pair?”, “Did you want to get fries with those?” “How about double your order and get $10 off?”
You wanna see ruthless upseller?
Try ordering a domain name from GoDaddy! Those guys have no shame, not only do they upsell, they also sign you up for “free trials” without asking. You’ll go in to buy a domain and leave with dedicated enterprise infrastructure to run a fortune 500 company. That’s how hard they upsell.
Re-Write Your Copy
Drop the “buying” references. Any time we are reminded about parting with money we feel anxiety. Instead of “buying” they should be getting or indulging. If they are not getting anything they should be grabbing, snatching, or wanting! Minimize the dollar signs, drop down to .99, 69, 47 (psychologically pleasing numbers) and drop by dollar $40 = $39 for example. People pay most attention to left-most number. Oh and create a reference point. If I am buying a product for $100 I want to know that it’s worth $500 at least!
Facebook Lookalike Audience
It’s crazy how many small businesses have no idea bout this nifty feature in Facebook ads. You already have a “buying audience”, why not create one just like that one? Facebook uses 200-point dataset to create a similar “list” of people that resemble your imported list. This topic is way outside of the scope of this article, however, I will talk a lot about this in my other posts.
Sell By Phone!
This will sound crazy, but…. hear me out. If you’re selling expensive products or complex products that require business-to-customer interaction (training), this might be an ideal opportunity for you.
Counter-intuitive, but if you’re running ads – get them to call you! Schedule your ads to run during your business hours and have your customers call instead of purchase online. This works best for upscale and expensive products. Get your sales team up to speed on what to do next!
Every Objection Should Be Addressed
Play your own devil’s advocates. Most lost sales are due to sales-person (or page) inability to address ALL concerts. Be retentive about it. If you were the most difficult customer, what would you ask. Answer all the questions upfront in your sales copy.
Segment Your Audience
A much larger piece on this is addressed throughout my site, but microsegmenting your audience can yield astronomical conversion rates.
The biggest mistake that many start-ups make is trying to cater to everyone. Even toilet paper companies can’t do that. And go ahead name me someone who never uses TP?
Do not confuse segmenting with buyers. Your buyers can be anyone from 18 year old high school grads to 70 year old senile grandmas. But your segments are …. well segments of all your buyers.
Segment by age, gender, income, personal preferences, social and marital status. Let’s say you sell generic jewelry, like necklace. For each segment you’ll deliver completely different marketing message.
A young girl will be seeking to impress guys, a professional business-women to look stylish, the 70 year old granny to buy perfect gift for granddaughter, a men for an ideal present for anniversary,and so on.
Save Last Offer For Last
Create a exit-intent popup that offers something awesome for leaving customer. “But wait here is more” style popup that offers “free shipping” or bonus service. Amazing results with retail and physical products. Also an opportunity to grab a email address to send coupon to. You are building a list, right?
Is your website mobile friendly?
If the answer is anything but a solid “YES”, get on that first. 60% of web users come from mobile devices. This is the most obvious, yet most overlook conversion issue. Get it fixed.
Are you, remarketing?
This should be the first question that any business should ask themselves when sales slump. Do you re-target your existing visitors? How do you set up a remarketing campaign? No excuse! None! Just like with Look Alike Audience, a whole training course can be written on remarketing. I will cover remarketing as a separate topic.
Create a very cheap (low margin) offer you can either give away ridiculously cheap or free. Free is always better. Even if you take a loss on that thing. Retail store? Find something cheap on Alibaba or Aliexpress, order bulk-load of those things and give them away! Why loss-leader? By giving something away for free (physical product) you create a reciprocity, where person feels the urge to give something back. Whenever someone does you a favor, do you feel like you owe them back?
Picture, picture, picture, picture…picture…video! Run.
Take A LOT OF PICTURES of your product. If you sell services, do podcasts and videos. Videos are exceptionally good at selling. But here is a caviat for both: make sure products are used in those videos or pictures. While some pictures can showcase the features, try to have more images where real people are using (wearing) the product. Even if you sell condoms, you can imply the “usage”. What if you sell services? Provide case studies with pictures of happy clients!
While this list is very general, I tried to ecompass a wide range of situations. Not every item can be applied to your store specifically. I’d love to hear in comments how you’re implementing those ideas, if you are.