BOOST ONLINE SALES IN LESS THAN 7 DAYS
INTRO-
Got a product or range of products
that aren’t selling as fast as you would like them to?
Selling online is an example of art and science. Even the smallest
changes can be seen having positive effect on your success. Here, you will find
five plan that will help you boost your sales - in less than 7 days.
1.
DESIGN SITE WITH PYSCHOLOGY IN MIND
If you
were manager of a store like Tesco Express or the Co-Op, 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
run a website with webstore , or if you are in process of building a web store,
then there are no difference. It’s still your job to make sure that your
product are going to sell as good as possible and to apply a little thought to
even the smallest details of your store.
GET RID OF DISTRACTION
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? 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
Work with contrast
Contrast
works in two ways x both physical visual contrast that will make your colors
and images stand out, and contrast in terms of the products you
are going
to have on display. With regards to the first, I am obviously referring to the use of 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. And by the second point I mean placing
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
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!
2. Get 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 in some cases it can be very useful. The
other reason those landing pages work so well for instance is 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. Consider your best deals as 'bait' and you can then
tempt them to buy more
3. Upsell
POS
stands for Point of Sale, which is the point at which the customer gets out
their credit card to buy. On your website that's wherever they enter their
details and this 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?
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.
4. Collect 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 prioritise as a crucial element.
Failure to recognise the importance of collecting data about your customers,
about your products, about 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. Read on and we'll take a look at why data is so
important, and at what you can do with it.
Who's Buying?
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.
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.
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 too expensive, or because they think the
competition offer 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 cut the price for a limited
time. It's only by testing different price points and different deals though
that you'll stand a chance of making them sell.
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.
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?
This
brings us nicely on 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
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, then you will need to get feedback regarding your business
so that you can present the raw data for promotional reasons.
5. Use More Persuasive
Sales Copy
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 any one 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 often 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.
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...
Your web
designer will handle your website design in terms of the programming and
graphic design. They might even handle some SEO for you. However, for the most
part the actual copy and content will be up to you
– the
writing that greats your customers when they find your page and the writing
that sells your products or describes your company. This is up to you and you
need to make sure that you design it to be as effective as possible.
In other words, unless you hire professional copy
writing, it's up to you still
to 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?
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. 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'.
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 – which is why many sales pitches online tell of the author's
success or describe what life is like with the product. At the same time people
like to be engaged directly so use the word 'you' a lot and ask rhetorical
questions. 'Do you like paying too much for your car insurance?'.
There's
much more to writing a good sales pitch, but this will get you started on the
right lines – and combined with good
web design it 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. Enjoy!
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