Internet sales: methods, technologies and tools for online marketing. Increasing sales in the online store: secrets of success We offer to increase online sales

The main goal facing the owner of any online store (it is also a key metric of success) is to increase sales. If you are unsure of where to start and how to stand out from hundreds of other sellers, you may find that the easiest way to stimulate sales is by lowering prices.

But this is a dead-end path that will limit your growth, and in the end, the ending will still be deplorable. Fortunately for small business owners, there are many ways you can increase your online store sales without dumping or losing profits. These methods actually work, although no one says they will be easy to implement.

The time for easy profit in e-commerce is over. In order to compete in a rapidly growing market, it is important to pay attention to a number of things that may seem insignificant at first glance. But it is they who ultimately affect the whole.

What to do? What ways and methods of increasing sales can you use? What measures can be taken to increase the volume of sales of an online store? What ideas to look out for? To help you solve this problem, in this article we decided to collect 35 proven ways to increase sales in an online store, as well as increase traffic and overall business efficiency.

Our goal is to increase sales in the online store in the context of constantly growing competition and market instability. First of all, we must understand what problems buyers may have when ordering any product. The most obvious (and easiest to spot and fix) problems holding back online sales are:

• The product that interested the client is out of stock.
• The price of the item is incorrect.
• The complete set of goods is incomplete.
• Low level of service.
• No response when ordering goods. (In modern conditions, this problem has acquired an additional nuance. The lack of an answer, today's Internet users consider the lack of a quick, almost lightning-fast response to a request.)
• Difficulties with the return or exchange of the ordered goods.
• Problems with delivery.

If you want to improve your online sales, go through this list of the most common problems first. If none of them are familiar to you, then on the way to your goal - to increase sales - you will not encounter insurmountable obstacles and you can start a detailed examination of the question: "How to increase the sales of an online store?"

Andrey Chorny prepared a short video “ How to increase conversion?". We recommend that you look at it and find out the TOP 5 reasons why there will be no sales in the online store. Happy viewing!

1. Eliminate technical problems

If visually everything works well on the website of the online store, but there are no sales, this does not mean that the problem is not at all in the technical part. Go through the transactional chain of user actions yourself to verify this. Among the seemingly non-obvious problems, the solution of which will help to increase sales, may include the following:

• error during registration or authorization;
• disabled cart button;
• the letter does not come to the e-mail to confirm the order;
• some orders are not visible in the admin panel for some reason;
• some pages throw 404 errors, etc.

Of course, it will be difficult for a person who is not a technical specialist to determine the presence of such problems on the site. Therefore, if you suspect that the site is not working correctly, the best option for solving the problem would be to apply for an audit to professionals.

Elena Guk has prepared a video “What's new in the approach to analyzing website UX in 2020 | Usability Trends | examples ". We recommend that you look at it and learn more about what needs to be analyzed and what should be changed on the site right now. Happy viewing!

2. Give your potential customers more specificity.

Critically review the content that talks about your products or services, and ruthlessly remove any vague phrases and expressions. If, for example, you sell children's bicycles, then the product description should contain answers to all questions that a real person might have.
buyer:

• manufacturer;
• product weight;
• wheel diameter;
• the material from which the frame is made;
• type of brakes;
• equipment;
• other characteristics of quality, convenience and safety.

If you are interested in increasing online sales, indicate the real benefits of the product. This is much more interesting for the buyer than reasoning about how much joy and benefit the new "iron horse" will bring to the child.

3. Show the buyer right away - you have what he is looking for

A real way to increase sales in an online store is to show the buyer on the main page that there is what he needs and what may interest him. Let's not forget that shopping is often an impulsive act and the fact that people tend to trust recommendations. To improve your sales, you can do the following:

• Showcase your hottest products on the homepage.
• Customize your internal search so that popular targeted searches lead customers to product pages without error.
• Test the directory structure, check navigation, page titles.
• Add a range of featured (and related) products to your product page.
• Make sure your navigation tools and search help are appropriate for the product category.
• Connect the elements of interactivity.
• Place large photos on product pages.

You can also provide the buyer with the opportunity to really evaluate the product, for example, using a video. This will be a significant advantage for you.

4. Demonstrate to customers that shopping at your online store is safe.

In connection with the growing number of fraudulent schemes on the Internet and fly-by-night sites that collect the cream and disappear after receiving money, the security of their transactions is of critical importance for the client. You have a good assortment and fairly attractive prices, but you don’t understand how to increase your online sales? Try to implement the following points:

• Post customer reviews on the site. At the same time, be careful with their moderation - do not indiscriminately delete everything except rave reviews. Buyers' opinions must be real and true.
• Submit data about your business partners.
• Demonstrate information on safety certifications.
• Show the faces of your employees - let customers see real people behind the brand name.

Particular emphasis should be placed on the terms of return and exchange of goods.

Prices can be either one of the tools to increase sales, or a factor that leads to their fall. Unlike offline, an Internet user needs relatively little time to compare prices on different store sites. And you can rest assured that in most cases they will take this chance. It is necessary to approach the pricing correctly, starting not only from the desired level of margins, but also preliminary analysis of prices for similar goods from closest competitors and on average in the market.

The price monitoring service will help you to increase sales on the Internet. With its help, you will recognize all your competitors in person, you will be able to receive information on the product positions of competitors (coinciding with your offers) on a daily basis, detect abnormal (too high or unreasonably low) prices for goods, etc. All these relevant slices of information will allow you react with lightning speed to market changes and objectively set your own prices, relying on data on prices from competitors and suppliers. Do not hesitate, the increase in turnover in the online store will not keep you waiting. It is quite possible that the loss of potential profit due to a 10% price reduction will be several times overshadowed by income due to the chance to increase sales.

6. Make it clear to the client that price is a relative concept ...

Behind the price tag, which indicates the cost of a particular product, there can be hidden many pleasant bonuses for the buyer. None of them should be ignored! Even if the price seems high to the customer, he may change his mind when he sees, for example, that the delivery of the goods will be free or that the purchase implies a gift in the form of a complementary (accompanying) product. The word “free” still leaves no one indifferent.

Focus your audience on discounts and seasonal promotions. Offer the buyer a comparison of your prices and those of your competitors, demonstrate cheaper or more expensive analogs of the product.

7. Take action to increase the average purchase order

Some of the ways to increase sales in an online store are directly related to the previous item on our list. We have squeezed out of the promotions and discounts far from everything that is possible. Consider such an option as bonuses when buying from 500 UAH or 1000. These can be discounts, a loyalty card and much more. Another popular method, “1 + 1 = 3”, also works very effectively. That is, when buying two products from certain categories, the buyer gets the third product for free.

No less effective for increasing sales in general and increasing the average check amount will be another marketing ploy - time-limited promotions. For example, when making a purchase before the 25th of the current month for a certain amount (or purchasing specific goods), the client receives a corresponding accessory as a gift.

8. Encourage visitors to buy more

Extending the purchase for the customer is an unconscious need. If he does not see potential acquisition opportunities, he does not even think about them. But, if you display on the product page - “The following products are most often bought with this product” or “Day selection”, the situation may change. Take IKEA product display as a great role model. Their marketers seem to have reached enlightenment about increasing their average check.

9. Create testimonial pages

According to statistics, more than 70% of customers tend to take into account the opinions of previous buyers. If there are reviews on the product page about it, you can be sure the potential buyer will read them and listen to the advice. Positive reviews (especially numerous ones) are a powerful motivation to make a purchase.

Testimonials are one of the best ways to influence sales. By the way, with their help you will be able to kill several birds with one stone - after all, you will also receive additional unique content. How exactly to motivate customers to leave reviews? For this, you can come up with a lot of ideas, the most obvious of which is to provide a discount of several percent on the next order.

10. The "Buy" button is a worthy place

A worthy place in this context means right. The correct placement of a button with a call to buy is often crucial, so placing it somewhere in the suburbs, at the bottom of the page, is definitely not worth it. Most visitors simply won't bother scrolling to the bottom of the page. If you are really interested in how to increase the profit of an online store, you must not miss the moment when a customer makes a purchase decision, otherwise you risk giving the impression of an online catalog instead of an online store. The buy button is a key element of internet marketing, so it must be visible from any page and located above the scroll line. Play with contrast by using eye-catching colors for the button. Your designer may oppose such a decision, but increasing sales in the store is a priority for us.

11. Unobtrusively accompany the client during his stay on the site

Follow the customer closely as they “travel” through the store, but don't go overboard. Your presence and attention should not be repulsive.

• Moderate use of pop-ups offering help.
• Free shipping reminders.
• Informing about current promotions.
• Thanks for completing the order and offering a discount on the next purchase.

Surely, you will find other methods of how to show sensitive attention to the client and thus increase sales in the store.

12. A satisfied customer is a regular customer

Regular customers are the best friends of an online store. They need to be protected, cared for and cherished. And not only because they come back to you for new purchases, but also because they are a natural generator of positive recommendations for your business. But how to make a casual customer a regular and increase the number of orders? Sometimes it's enough to demonstrate how important he is to you and how you value his loyalty:

• Congratulate your customers on their birthday and other holidays using SMS and email newsletters.
• Give nice souvenirs with the company logo (those that you can't just buy in your store).
• Provide customized discounts.
• Offer loyalty cards.
• Submit free catalogs.

Customers only come back when they like your place. Do not neglect the opportunity to supplement your main competitive advantages (high quality and affordable prices) with additional reasons to return for new purchases - loyalty programs and special offers.

13. Synchronize with the warehouse

In the process of developing an online store, you will either need your own warehouse for storing goods, or rent at least a small room for such purposes. It is quite possible that you are lucky in this regard, and the warehouse is located in your own city. But in any case, you need to attend to the solution of two problems:

• in the first case, it is the availability of goods from the catalog in the warehouse (and the number of available units);
• in the second case, you need to monitor not only the availability of goods, but also the relevance of prices.

When the manager tells the client that the product he added to the cart is out of stock or its price has changed upwards, the risk of losing the order is quite high. And even more so, you can not hope for a second purchase from the same person.

14. Delivery and payment should be convenient

Here is a simple example - you are going to sell goods all over the country, but at the same time you offer delivery only by courier, and even subject to prepayment. And in the regions, on the contrary, the most popular type of delivery is post-paid mail or a transport company. Unsurprisingly, this can scare off many potential buyers, which will definitely affect sales.

It is recommended to offer several delivery and payment methods in the online store at once, so that the buyer chooses those that are most convenient for him. Even if you are targeting an audience from several big cities, some people may order the product as a gift, which means that they may need other options that you simply do not have.

15. Constantly work to improve the service

It is very important to constantly analyze the reasons why transactions do not reach their logical conclusion. Why did the order fail? Why was the "basket" abandoned? Determine exactly where customers are facing problems and do your best to correct the situation.

• Perhaps the support service did not work quickly enough, and the client was tired of waiting for an online consultant to answer his question.
• Maybe the buyer was strained by the order form half a kilometer long?
• The client did not find a convenient payment method for him?
• There is no cash on delivery among the delivery methods?
• The conditions for the return of the goods are not specified?

Analyze all the options in order not to lose a customer and achieve increased sales.

16. Simplify the order form

“Brevity is the sister of talent,” “Great is simple” - apply these catchwords to your order form to achieve a real increase in the number of deals. Reduce the number of required fields to the minimum required by your salespeople. Full name, phone number or email address for communication - this is quite enough at the initial stage of interaction with the client. The rest of the data can already be obtained by telephone during the order specification.

17. One-click purchase

Minimizing the actions that the user takes before purchasing a product is of great importance when it comes to increasing sales in an online store. There is a lot of evidence that a one-click purchase significantly reduces the percentage of bounces and aborted transactions. Plus, you can expand your consumer audience by catering to inactive and impatient visitors. Searching, analyzing parameters, comparing characteristics, studying reviews - all this is already quite tiresome for the client.

18. Update your assortment

According to the empirical Pareto law, only 20% of the effort brings 80% of the result, and the remaining 80% form only 20% of the success. How does this principle apply to an online store, and how can you use it to increase sales?

In search of an answer to the question: “Why are there no sales in the online store?” - refer to your assortment. Replace the product that is tightly stuck in the warehouse with other items that are more popular and in demand. Consider which of the 80% inefficient inventory items can be painlessly “put on sale” to make room for new offers. Remember that demand is an unstable quantity; you cannot control its rise and fall. This means that the business owner will have to show maximum flexibility in order to adjust the assortment to satisfy the wishes of the customers.

19. Offer the buyer a choice

In some niches, this is one of the basic conditions for successful trading and a good way to increase sales. For example, clothes, accessories, or books. For many online store owners, this may not be an obvious point at all. When a buyer goes to the site and sees a rather meager assortment in the product catalog, he can close the tab simply due to lack of interest and return to the search.

What to do if you understand the need for this step, but there is no budget that would be sufficient to purchase the required batch of goods? Then try at least to create the illusion of choice for the customer. For example, you can concentrate on 1-2 categories of goods, and only after you have worked through them well - expand the assortment and add new ones. Or you can combine several related categories into one, which should also increase sales in the online store.

20. Use a social dimension

21. Content on the site - for people, not for search engine robots

Of course, the way search engines see and evaluate your content is of great importance, but the search engines themselves will never buy anything from you. Keep in mind that they are constantly improving linguistic text analysis services, so your SEO texts, chock-full of keywords, even pose a certain threat. Today, it is much more relevant to advertise and sell a product with the help of content, but to offer customers a solution to their problems. The format of the text that works to increase sales should be something like this:

• Bright headline.
• Description of the problem faced by the buyer.
• Information on how to solve this problem.
• Description of the advantages and benefits of cooperation with your store.
• Customer reviews and recommendations.
• Photo and video of the product (or service).
• Additional benefits (benefits, bonuses, promotions, special offers).

The final point in the structure of the text is the order form.

22. Create a blog

Keeping an interesting blog will help you increase your online store sales. Regularly publish in the blog not only articles whose topics are directly related to your products, but also simply useful and valuable for your audience texts of an informational or entertainment nature - reviews of new products on the market, ratings, etc. The more attractive and popular your blog, the the more your authority, and therefore, the larger the audience and the closer the increase in sales.

23. Use flashing banners

This method does not at all imply filling the site with all sorts of bright pictures and flashing elements. There is no need to go to extremes. Just keep in mind that statistically adding a blinking banner will increase your sales by an average of 5% -10%.

24. Managers-consultants and service

In some types of business, the human factor plays a very important role. Trade is one of such areas, which led to the emergence of such a service as "". Even if a consumer needs a product and is ready to place an order right now, the human factor and problems in terms of service can lead to a refusal to purchase. For example, the manager does not answer calls, there is no one in the online chat, and the seller is simply not well versed in this niche and cannot answer the buyer's questions.

Eliminating these issues will help boost in-store sales. But in order to fix the problem, you need to understand its causes. Sometimes it is enough to simply instruct the sales assistant and increase control over his work, and in some cases, in order to increase sales, it is likely that you will have to look for more qualified and experienced employees.

25. Niche and product play an important role

No wonder we wrote a detailed material on the topic, what to look for when choosing. This is a very important question, especially if you don't have enough experience in e-commerce yet. Low sales are possible here in two cases: the emphasis is on promoting the wrong product, or simply too narrow a niche for the online store has been chosen as a whole.

Niche online stores are more likely to be successful than just another online supermarket without a clear theme. But in the niche itself, there must be sufficient demand potential, taking into account the region you have chosen. Not all products that sell well in offline retail are in high demand on the Internet.

26. At the stage of forming an order, offer the buyer as much information as possible.

When you sell a wireless mouse to a customer, you don't want them to go to another store for a mat and batteries. Selling a business suit? Make sure the customer doesn't have to look elsewhere for their belt, tie, shirt, and cufflinks. All the little things and accessories that he may need should be foreseen and offered on time. Detailed information on the unspoken rules of business etiquette in clothes, on the secrets of the dress code, on acceptable color combinations, and so on, will also be a good solution that can affect the increase in sales. Offer batteries and a mat to the wireless mouse, tell us about the warranty, service life

Do not forget that your task is not just to sell the item, but to solve the problem of the buyer. Serve him well, and next time he will not fail to turn to you again.

27. Make good use of old product cards

Situations often arise when the stock of a product is running out or its popularity (relevance) is critically reduced. Do not rush and “burn the bridges” by removing the product card from the site. As long as there is a possibility that some buyers want to buy this particular item, it is better to leave it to them to find it. Even the mark “out of stock” can do you good service if you post information about new analogues next to it. It is possible that new offers will seem quite attractive to the client, especially if their characteristics are superior to the outdated model.

28. Choose the right promotion channels

To understand which channel to attract visitors to choose, you need to clearly understand where your audience is. An internet marketer can determine this both from his own experience and by analyzing data using a web analytics service installed on the pages of your site.

A simple example: if you are selling industrial equipment and almost all of your customers come from organic search or contextual advertising, and you are trying to use VKontakte promotion, it is quite understandable why there are no sales. Social networks will probably give you a certain amount of traffic, but the conversion of such visitors to customers will be minimal. That is why a revision of promotion methods and detailed analytics for each of them can become one of the ways to increase sales in an online store.

29. Don't Stop Halfway

If you opened two weeks ago, or the online store has just started to promote, what conclusions can be drawn with a traffic of 10 people per day? You just need to work on the site and further, increasing this indicator and improving it, and the "effect of large numbers" will certainly make itself felt.

Even without changing the conversion rate, doubling the traffic will lead to almost the same increase in sales. What if you still work on the conversion while doing this? The results will get better and better. And increasing traffic is the main task facing an SEO promotion specialist.

30. Work on usability

32. Traffic must be targeted

It is unlikely that the owner of a car dealership with BMW cars will be of much benefit if his site is regularly visited by elementary school students from a nearby school. A not entirely accurate analogy, but one thing is clear - the priority in working with traffic in e-commerce should be quality over quantity, and not vice versa.

This is achieved by choosing the right keywords, choosing the most effective advertising channels and other methods that help to increase sales. All this, of course, should be based on a clear understanding of your target audience and how to attract its attention.

33. Seasonality of demand

In one form or another, almost all types of business are affected by seasonality. At first glance, this seems to be a minus, but, on the other hand, with a competent approach, it can be turned into a plus. To do this, you just need to prepare well for the seasonal growth in demand, both in terms of website promotion and advertising, and in terms of organizing the work of an online store.

If during the onset of the season you can take the top lines of the search for targeted queries, while processing all incoming orders without any problems, a good profit is guaranteed.

As an example, we can take such a holiday as New Year. You need to prepare for it from the beginning of September-October, using both SEO and other tools, such as content marketing, for this.

34. Product page - the main element

When searching for a specific product, the search engine usually gives the user the product page in the search results for the request. Even if he came to the site of your online store first to the main page or another page when searching for a product in the catalog, and, having found the right one, he will again click the order button on the product page. That is why it is so important for the owner of an online store to make this page as high-quality as possible. She must fully answer potential buyers' questions.

Take a look at the example in the snapshot below:

This product page contains all the information the user needs: price and availability status, a large purchase button, the ability to choose from several product variations and indicate the number of copies, several large product photos, information about the manufacturer, manager's phone, delivery and payment methods, detailed description and characteristics, reviews, advantages of the online store itself, social media buttons, the ability to compare and many other elements.

Much depends on an individual example, and the need for this or that information is often directly related to the topic of the product. In any case, you do not need to be limited to the description text received from the manufacturer, but you need to add high-quality photos of the product and provide visitors with the opportunity to leave their feedback or opinion.

35. Make sure you are trusted

Even if you have great prices, informative product cards and good usability, there may be no sales if, in general, the online store does not inspire confidence in the buyer. Especially when it comes to trade in items of medium and high price category.

There are several factors to consider that in most cases affect the level of trust in an e-commerce seller:

• detailed information about guarantees for exchange and return, as well as terms of payment and delivery;
• several channels for feedback: phone, email, online consultant, etc .;
• informative product pages with customer reviews;
• there are no empty pages and categories in the product catalog;
• the design, if not unique, then at least of high quality;
• there is a page "About us" / "About the company" with a detailed description of the brand, and even better - with photos of the office and employees;
• there are no spelling errors in the text, etc.

At first glance, it may seem that all these are trifles, but it is the combination of such moments that forms your image as a company in the eyes of a potential client.

You don't have to invest huge budgets and completely redesign your entire website to boost your online store sales. Even small, seemingly, improvements in business processes and in the technical part as a whole can provide a good increase in revenue.

(14 estimates, average: 4,64 out of 5)

Ivan Sevostyanov, CEO of Webprojects, revealed a dozen effective techniques that, in principle, are easy to implement. Plus, it can be done almost free of charge. And the result will not be long in coming. You just need to choose what brings your business the greatest profit.

• Every site has the potential to drive sales. You just need to choose the right development strategy.
• The easiest way is to do SEO or contextual advertising. Then you need internet marketing services. The rest should be tested on each specific site.
• There are at least 10 proven ways to increase sales without additional investment. But in fact, there are a lot of them. Only ten are described here.
• They work with different returns for each business separately and are not suitable for everyone, so you need to test and use what makes a profit.
• Implementation either costs some money or is very cheap and fast.

1. We make the sales department work around the clock, 24 × 7

• If your business is on the Internet, then orders should always be accepted, and not only on weekdays. This is very often not taken into account, at least because of the time zones.
• Taking orders only on weekdays can cause a loss of 20-50% of customers depending on the business.

What to do?

1. Appoint a person responsible for receiving calls / orders outside of working hours.
2. Set up call forwarding to his phone (email).
3. Periodically check if orders are actually being accepted.
4. See how many more requests from the site have become.

Case studies

• The number of orders with us has increased by 15%.
• A 20% increase in the number of calls from one of our clients.

Related article: Order in sales

2. We fire intermediaries

• Outsourced call centers are killing your sales.
• There should be no middlemen between your customer and sellers.
• Alternatively, create your own call center.

How do call centers kill sales?

• Calls to the subscriber service of cellular operators (Megafon, 30 minutes of waiting)
• Eldorado, call to delivery service (50 minutes of waiting)
• "Your call is very important to us!" And so for 10-20-30 minutes. Naturally, with such an attitude to the client, there can be no question of any super-sales!

What to do?

• Transfer the reception of calls to the sales staff (we did so).
• Create your own call center (it can consist of 1-2 employees).
• Hire an expensive call center, where the subscriber's waiting time on the line is 5-10 seconds.

3. We put an online consultant

• A program that allows you to advise site visitors and actively sell.
• You can put it free for 14 days.
• May give several additional applications per day (depending on business and site traffic).

What can be delivered quickly?

• Livetex.ru - 14 days free.
• Krible.ru - free
• CO Browse from Redhelper.ru - it used to be free, but now we need to clarify.

Case studies

• Installation on our site gave 2-5 additional requests per day and 1-2 sales per month.
• Installation on the site of one of the clients - 10-12 requests from the site on a working day (visited site).

4. We write selling texts

• Texts are not read!
• Plain text conversion is less than 1%.
• The conversion of the selling text is from 3 to 20%.
• You can significantly increase the number of requests from the site.

5. We collect the client base from the site

• 99% of the site's audience does not buy the first time.
• You need to somehow get the contacts of site visitors.
• Then, using these contacts, you can sell your product.
• Nobody will give up contacts just like that!

Related article: 3 ways to quickly double your website sales

What to do?

1. Do we think that you can give something useful to a future client in exchange for his contacts?
2. We post a form on the site with an offer to download some useful information for free. For example, when filling out a form to receive a book as a gift. You get the address and put it on the mailing list. Sometimes it's worth making a useful newsletter. Just do it not very often, do not spam. Otherwise, the result may be the opposite.
3. We get contacts, give the client a bonus.
4. We send your suggestions or just useful information to contacts.

Over time, a good customer base is formed, according to which you periodically send out mailings and sell.

6. We develop promotions for clients

1. The promotion increases the interest in the products.
2. Helps you sell more.
3. Provides a good incentive to buy now rather than later.
4. It is useful to do promotions all the time.
5. Time limit (countdown timer).
6. Benefit for the buyer.
7. Good description of the action.
8. Should motivate to buy right now.
9. Effectively placed on a separate page without navigation and links. Then the visitor will either buy or close the page.

7. We give super guarantees

• A very attractive offer for your client increases sales.
• For 2-3% of customers, the terms of the guarantee will have to be fulfilled.

Examples of guarantees

• 100% money back for the item within 30 days if the item does not fit.
• 100% money back for services within 14 days without explanation.
• Return of shoes within 365 days if for some reason they did not fit.
• Refund for training during the 1st day of training.

8. We sell "in the appendage"

• Principle cross sell(up-sale).
• We sell additional products to the client "in addition" to the main ones.
• Increases sales and profits.
• Can be implemented in any business.
• Many online stores are actively implementing this method of selling.

9. We offer solutions, not products

• The client comes to you with his "pain".
• Your task is to offer him a solution that will relieve him of "pain", not just a product.
• Solving a specific "pain" will cost more.
• You will get great profits.
• The client will be satisfied.
• You will be different from 99% of competitors who only offer products, not solutions.

In this article, you will find 14 ways to make your offer more interesting and increase sales of your online store.

Method number 1 - analyze the proposal

First of all, find out for sure the average check in the online store. It is recommended to analyze this data by month, week and day. Suppose 20 customers are purchased in a store per day and the total sales volume is 40,000 rubles. So the sum average check is 2000 rubles. Calculation of this parameter is an important starting point in increasing the profitability of the store, since any movement must have a beginning.

The calculation of the sales volume and the average check for specific periods of time with subsequent comparison allows you to understand how the store's profitability increases or decreases. For example, if the number of sales decreases on a regular basis on Fridays, it makes sense to arrange small discounts and promotions on that day, or to stimulate buyers in another way. This will smooth out statistics and increase income.

Method number 2 - specify the proposal

The offered products must be accompanied by convincing and concrete descriptions without unnecessary words, water and abstract wording. There is no need for long, colorful descriptions of the hair dryer or the brand of cement. Provide potential buyers with the information they want to know about the product before buying. These are the manufacturer, characteristics, areas of use, advantages and specific cost.

You have to be especially careful when listing the advantages of a product. You should not invent advantages or cite advantages that are partly such, or are not at all considered advantages by customers. It is better to describe the merits of the product in conjunction with a description of its use. In this case, the client will form a clear idea of ​​how the proposed product will solve his problem.

Method number 3 - demonstration of the availability of goods

From the first second of being on the website of the online store potential buyer must understand that here is what he came for. Consider the well-known fact that purchases are often made on impulse, as well as on recommendations from loved ones, friends, and influencers. When a person enters a store and immediately sees a product that suits him, the likelihood that he will place an order will increase significantly.

Ways to declare a product:

• Place a block with popular products on the main page of your online store.
• Competently set up the site navigation so that target requests lead to product cards.
• Place a block with recommended and related products in the cards of all products.
• Place large and high-quality photos and videos on the product description pages.

Publishing videos demonstrating the use, benefits and properties of a product is a major leap towards increasing product profitability. Be sure to take advantage of this competitive advantage.

The online store paid out more than 2 million rubles. a fine for not returning the money to the buyer who refused the goods the day before delivery

Method number 4 - customer safety guarantee

It is very easy to deal with fraud on the Internet, and most buyers understand this. To weed out the doubts of potential customers about the safety of your online store, give them a guarantee that payment for the goods will lead to its mandatory receipt without problems for the buyer.

How to do it :

• Connect the means to publish customer reviews on the card of each product.
• Configure an SSL security certificate to ensure that your information is safe.
• If appropriate, post photos of company executives and employees on the site.

You also need to describe in detail the terms of delivery, payment, warranty and return of goods. Customers should not have a single question on these points. To surely avoid misunderstandings and give the buyer the information he needs, place a question-answer block on the website of the online store. It should raise common questions and detail them in a friendly manner.

• Push notifications: types, uses and popular services

Method number 5 - changing the approach to prices

Price is a tool that, in the right hands, leads to the stimulation of sales, and in the wrong hands, it spoils everything and makes the offers of an online store unclaimed. The peculiarity of e-commerce is that the buyer has the opportunity to compare prices in competing stores in a matter of seconds and make the final choice based on this comparison. If the price is not right, the choice will not be in your favor.

The main thing to get rid of in relation to prices is the desire to earn as much as possible on the margin. Practice shows that such aspirations only crash sales volumes. It is better to focus on the formation of a competitive offer, albeit not a super-profitable one. Use price monitoring services for this purpose. Compare prices in your store and those of competitors, remove wild markups.

Method number 6 - leveling the significance of the price

This method of increasing the sales of an online store is important if the goods are sold at high prices. In order not to frighten off the client with a high price, it is necessary to persuade him to change his attitude to the price. If you attach free shipping or a discount coupon to an expensive product, the buyer's opinion can radically change in your favor. This will work even if competitors' prices are noticeably lower.

Method number 11 - social component

Give users the opportunity to share with their friends on social networks not only products, but also reviews, articles and other content on the site, if present. Even if only one person shares the product, all his friends on the social network will become potential buyers. It is possible that at least one of them will become a real client, share again and attract new people. This should be used.

Method number 12 - "human" content

Immediately abandon the idea of ​​placing poorly optimized or spammed text content on the website of an online store that is targeted at search robots. Such texts are guaranteed to scare away most of the potential buyers from the site, reduce their brand loyalty and reduce sales. In order not to make the mistakes of many online store owners, make sure that site content met the criteria:

• Uniqueness and originality are important for search engines.
• A succinct description of the problem with its emotional strengthening.
• A description of how the proposal solves the customer's problem.
• High-quality photos of goods in good resolution.
• Description of the client's advantages - benefits, promotions, offers.
• Real reviews from customers who have already purchased products.

Each description in the product card must necessarily end with a call to action, as well as an order form or a Buy button. Use language that makes the offer limited and available only here and now. This, on a subconscious level, prompts a person to make a purchase.

Method number 13 - blog design

Despite the fact that the main purpose of an online store is to sell goods, the informational part in the form of a blog will be a good help for increasing sales. First of all, by promoting the site in the top of the search results. To do this, the blog must not only be filled with interesting content, but also take care of its competent SEO-optimization. You should also make the block relevant to your store's niche.

Blogging is a process that needs to continue throughout the life of the store. This means that new articles should be published with due regularity, while the quality of the content should only grow. Only in this case, the online store will keep high positions in the top of the search results. Due to this, the site will catch the eye of a large number of people who may well turn into buyers.

• Is it worth outsourcing business processes such as SMM, contextual advertising, SEO promotion?

Method # 14 - Building Trust

Establishing a trusting relationship between customers and an online store is an important step that should not be overlooked. If the store does not inspire confidence in the customer, he will not risk making a purchase, but will go to competitors. To prevent this from happening, build trust by building on the following important points:

• The site provides information on the terms of delivery, payment, return, exchange and warranty.
• Contacts contain e-mail address, phone numbers and other communication channels.
• All product cards are filled with detailed descriptions, there are convincing reviews.
• There are no blank or broken pages in the product catalog, navigation works as expected.
• A quality design is used - it may not be unique, but it should be neat.
• There are "About" and "About Us" pages that describe the company without praise.

It may seem that these are minor trifles, but it is from them that the client's general idea of ​​the online store develops. All of these factors have a significant impact on the profitability of a store. Therefore, pay attention and spend time checking the site for compliance with these criteria.

It is not necessary to implement the above tips at the same time on the same day. It can be too difficult and there is a risk of serious mistakes. Better to introduce changes gradually - one or two per week. Along with this, watch how the behavioral factors of visitors change, and pump your knowledge to ".

Techniques for website technical optimization to increase online store sales

Often problems with low sales lie in poor technical optimization of the online store. In this case, potential customers simply cannot appreciate the main advantages of the offer, and go to competitors for whom the site works perfectly. To prevent traffic leaks for technical reasons, take the time to audit your online store website. Ways to change store optimization for the better:

• Speed ​​up website loading... This is the first point to check. To do this, you can use special online services. The optimal web page load time is 1 second. The longer the waiting time, the higher the likelihood that a person will not wait for the download. Nobody likes to wait.
• Optimization of navigation... Make sure that the structure of the site does not cause difficulties in finding certain products. Ideally, there should be no more than three clicks from the main page to the card of a specific product. Also organize the opportunity to get to the main page from anywhere on the site.
• Working with the mobile version... Almost 50% of traffic to websites comes from mobile devices. If your store doesn't have mobile version or it is poorly optimized, losing 50% of the sales volume. Make sure your mobile site looks right across all devices and browsers.
• Checking page quality... If the site has a lot of web pages, use special services in order to find non-existent pages. They must be deleted or created and filled with content, but they must not remain empty. This annoys people and is bad for the promotion.

Another effective way to optimize your site is to eliminate unnecessary elements. Annoying banner ads, JS scripts that slow down page loading, and constantly pop-up elements do not contribute to in-store sales. Remove anything that might hinder the customer from purchasing the product.

Use the tips and techniques listed above in combination. Only an integrated approach in a short time will lead to an increase in sales in the online store. Do not forget to update and replenish the assortment, constantly study your target audience and keep an eye on your competitors. Also, do not spare funds to promote the store so that as many potential buyers as possible will see it.

The bottom line of marketing strategies is measured by the profit that the business managed to generate. But the path from launching a campaign to generating income consists of several stages. They differ for different business areas and marketing channels.

In this article, we will focus on the features of increasing online store sales using mailings. We will pay special attention to the common mistakes that commercial website owners make when using this channel. Let's highlight the factors that you need to focus on in order to conduct a successful mailing list with real positive feedback.

Returning a customer is cheaper than finding a new one

The return of the visitor to the site, and the client for the second purchase, is ten times cheaper than attracting new leads. Why? Those who return to your resource know more about it than new visitors, they have more trust in the site, they are ready to make a purchase faster. The first visit (action on the site, purchase) indicates interest, which means that it is necessary to establish two-way communication.

Instead of throwing all your efforts and funds to increase traffic (with it, the costs of maintaining a web resource also grow), you should pay attention to retaining those who have already come to you.

For the e-commerce industry, this factor is more important than, for example, for information portals. Often the value of an information site is measured by the volume of traffic, while the value of an online store is measured by the number of purchases.

In order to increase the sales of an online store, it is not enough to attract more users to your site. It is necessary to encourage the visitor to return for their product (first, second, tenth).

Internet mailings do well with this task: email, viber, push, telegram. Each type of mailing allows you to cover your own sphere of influence on the client, and here it is important to correctly distribute functions between channels.

So, for example, the most common type of registration on the site is to leave your email address. But the CTR (percentage of conversions from a letter to the site) for this channel is not very high (2-15%). Emails may not be opened, read without following the link, or sent to spam.

So, all detailed information (updates in the product line and even a whole seasonal catalog) can now be sent to customers by email. And about news, promotions, sales notify users through instant push notifications (CTR up to 30%).

Why does it work to increase online store sales? The client is often not motivated in a detailed study of your product line, company services on his own. If he found your site by accident (in a search engine, clicked on an advertising message), after taking an action on his request (buying a product, monitoring prices), he may no longer go to your resource. Even if the site was useful to him, he will forget about it without reminders. To prevent this from happening, it is important to "pick up" it at the moment of interest (offer a subscription to one of the available mailing channels). This strategy will allow you to extend the contact and convert it into the next useful action.

How to create loyalty benefits?

Once you have established communication with warm customers (users have become subscribers), it is important to show the value of this interaction to them. This will help:

1. personal messages, reminders;
2. individual discounts and offers;
3. informing about promotions, sales, news.

Targeting is the ability to send a message that is relevant to the user. You can implement targeted mailings using tools. By dividing the subscriber base by interests (for example, by visited pages, geography, etc.), you can create really useful and interesting messages.

Reaching out to a customer in person is also a very effective method of re-engaging and retaining customers. With the help of private messages, you can remind the user about unfinished actions (for example, about), about the accrual of bonuses, etc., as well as congratulate you on the holidays.

Of course, notifications about promotions and sales will be useful "chips" for both subscribers and store owners. They allow you to stimulate sales and keep the attention of regular users to the resource.

How to increase sales: learning to build loyalty

In order to increase sales on the site, it is worth striking a balance between the desire to actively sell (relentlessly send commercial offers) and the need to please the client.

For the consumer, not only discounts or product selection are important, but also high-quality service. When a client can quickly get answers to his questions, consult specialists, track the status of the order, then he is more willing to make a purchase and return to you again.

Service messages are most conveniently sent via. This channel has become very popular in Ukraine and the CIS countries, therefore many resources are actively using it for. In addition to service notifications, it is suitable for interactive communication with the user in a question-and-answer format. If you need to urgently deliver a message, and the addressee does not have an Internet connection, the “notification chain” function will help. In such a situation, two channels are active in the chain: Viber and. If notifications are not delivered via Viber, they are re-sent via SMS. This approach reduces the cost of service mailings and increases the percentage of delivery of messages to users.

How are these principles implemented? Let's give an example of push notifications in. The owner of an online store through the service sets the recommended frequency of mailings for his segment, taking into account the availability of info-reasons. Here you can schedule mailings for the future and set the time (day, hours). The sending time must be set based on the period of the most active visit to the resource (see). The service allows you to select not only the time of sending, but also the duration of delivery (TTL), the time the message is displayed on the recipient's screen.

We create useful topics

The percentage of click-through rates of messages will largely depend on how well it is selected, and as a result, and. Increasing the level of sales of an online store directly depends on the relevance of the content, its value for the recipient.

Here it is necessary to take into account such factors as:

• seasonality of the offer;
• the sharpness of the topic for the target audience;
• consumer problems;
• requests and interests of individual groups of subscribers.

Best of all sells the content that is sent on time, "to the topic" and to the address.

The seasonality for each business is different, therefore it is necessary to monitor market trends and changes in it.

In mailings, you can use not only selling messages, but also those that fuel interest in the resource. For example, the news about the introduction of visa-free travel in Ukraine broke all records for clicks in push-mailings on the websites of companies that are indirectly related to this topic (for example, carriers). Such a resonant news event, highlighted on your resource, will increase loyalty to the site, show the usefulness of the subscription.

This will increase his engagement and trust in the company. For example, for a camping equipment store, information on how to choose a backpack, etc. will be useful content for a subscriber.

Above, we mentioned the importance of segmenting the user base. When creating mailings for different groups, it is necessary to take into account their characteristics, interests, choose the appropriate format for submission (for example, use for push notifications).

So, the main rules for content that will increase store sales: it must be useful, diverse, interesting.

How to increase sales of an online store: the secrets of a successful dialogue with a customer

1. Focus on the return of "warm" customers rather than on the growth of traffic;
2. Combine the advantages of different channels, use them in a comprehensive manner;
3. Segment the subscriber base by available parameters;
4. Engage personal mailings;
5. Use service messages, give feedback;
6. Observe ethics in communication, do not be intrusive;
7. Choose a convenient time and frequency for sending notifications;
8. Make it easy to unsubscribe from the mailing list;
9. Select a variety of relevant, catchy content;
10. Solve consumer problems.

These ten points will help you interact competently with your site visitors. Compliance with these recommendations will create the basis for a long and trusting dialogue with customers. This way, you can increase sales by motivating loyal users, and new visitors will want to join the ranks of your customers.

Sales figures are one of the main components of the success of any online store. The financial success of the company depends on this component. It is not at all surprising that any company is trying to increase the number of customers and sales of its products.

To achieve such goals, unique, according to the manufacturer, high quality goods are being created, an online store is being actively developed. But having a good website, products and service does not guarantee high sales volumes.

This article presents 50 methods to increase sales that will definitely lead to your online store success.

1. Signature explaining the activities of your company under the logo

Once on the site, a potential client immediately pays attention to the top corner of the page, located on the left. This corner should contain information about where the client went. In this half of the page, under the logo, you should definitely indicate what kind of activity this company is engaged in, what services it provides or what it sells.

If you are selling plastic windows, then write “Plastic windows”, and not “We give people light”, for example.

2. Contact phones. All available means of communication

Such information located in the right corner, on top, always in large print... The clearer the phone number is, the easier it is to find it.

Clients often have doubts about contacting any company. Such doubts can be dispelled by placing phone numbers in large print in a prominent place.

The customer is unlikely to notice contact information if it is placed at the bottom of the page. Due to such a mistake, your company may lose a client.

3. Fully cover the attention of customers and the entire target audience

The greatest concentration is observed in the following systems:

• search engines Google, Yandex;
• social networks;
• Various messengers (WhatsApp, Viber, Telegram);
• YouTube.

Clients visit the site in order to find any information, purchase goods or services. If this goal has not yet been achieved, your organization's banner on the Internet will constantly remind him of the unfulfilled task. Thus, the person will return to the site to complete the purchase.

4. City number, physical address

This nuance characterizes your company as a serious organization with its own office. This can affect the level of sales.

5. More specifics

As mentioned above, one should speak specifically about the company's products, without vague and incomprehensible phrases... If your company sells tables, then you should talk about those characteristics that the buyer may be interested in: round, square, wooden, metal or glass, exact size, available colors. You should also attach importance to all the advantages of your product, for example, the environmental friendliness of wood products.

6. Improving landing pages

An effective headline that grabs attention. Should contain information about the page. When composing names, it is necessary to analyze the main queries for which customers are searching. The most effective headlines are calls to action.

7. Call to action

After reading the useful information and characteristics of the product being sold, the client may still have questions.

The phrase might help here: “Do you still have questions? Call us!" Such a call will increase the number of incoming calls, therefore, increase sales. Then the manager takes the client into his own hands.

Call to action on the site

8. Call from the site

It is not necessary to call the manager using your mobile. Many have special equipment for making online calls. The ability to call the call center directly from the company's website will increase the number of incoming calls.

9. The most suitable place for the "Buy" button

It is necessary to correctly position the button urging the customer to purchase the product - the change in position is of great importance. The button should not be placed at the bottom of the page, as not all clients reach the end. The buyer shouldn't be looking for such buttons. The option is not excluded that potential customers will mistake the site for an online catalog, and not for an online store. That's why this marketing element should be placed in a prominent and beneficial place.

10. Play of contrasts

All buttons shouldn't get lost, as mentioned in the previous paragraph. You can try to play with contrast, use bright colors.

11. Increase website traffic

If more potential buyers visit your site, then the number of sales will start to grow. How to increase visits? By exploring the vastness of the World Wide Web. This can be done by posting ads, to establish activity on the forums, in the most popular social networks and actively develop them.

12. Monitor site exit statistics

On the site, one or several pages have the largest number of exits - it is on this page that you should work on. This means that customers do not find the information they need. The prospect is lost.

A little analysis can improve sales.

13. Company of professionals

Your company has tremendous knowledge and skills in the field in which it specializes. Buyers should have the same information. When choosing a product, the buyer often does not have information about which product should be chosen, is not aware of its main properties and advantages. Help buyers figure it out with articles. Written articles and reviews will be found by search engines and, thus, will bring buyers to your site.

If people have not found answers to their questions about products on the site, the probability of a purchase is extremely unlikely.

If he is present and the client finds answers to all his questions, the chance of a purchase will increase dramatically.

The law of "purchase from a third contact" works here:"Customers have already visited your site - it helped, answered all the questions - customers remember it."

14. Pictures

Colorful and eye-catching pictures, or much more interesting for the client than a textual (incomprehensible) description.

Thanks to the presence of photographs, the client sees what product he is buying. It is unrealistic to increase sales without high quality pictures and photos.

15. We take into work contacts of relatives or friends of the client

Most often, buyers discuss purchases in various organizations with relatives or acquaintances. You should use these tips to improve efficiency.

You can create coupons and attach them to your order. "10 ml of branded perfume as a gift to your loved ones." Condition: any of your client's entourage has the right to use such a coupon. The presentation will be beneficial to several parties at once:

1. The client will surely delight a loved one with a gift that will be to his liking.
2. The person who has the coupon will place an order to receive the gift.
3. The company will have a new client.

16. Make the most of the newsletter

You need to constantly remind the client about your company. You should not make the text in the mailing too long - the newsletter should arouse the customer's interest... Don't forget about an effective headline.

17. Series of letters to the client

Competent setting of letters will increase the level of customer return to the site. Increase additional sales.

18. Blog

Try to be generous with your partner. At the expense of these people, your main business is formed at the first stages of business development.

46. ​​Delegate

It will not be possible to do all the work with your own hands at the stages when the business reaches a large size.

Here it is important to create a good team of experienced and professional managers... They will help you achieve your goals and increase sales in the online store.

47. Justice

When recruiting experienced and highly qualified managers, it is important to build trust with them, since most of the sales depend on your employees.

Don't assume the role of an arrogant boss. Be a member of one common team, try to achieve the goals set for the store together.

48. Honesty

To speak only the truth about your product. The worst thing is cheating your customers. Do not describe your product as fictitious. If, having bought a product, the buyer does not see the qualities that your description provided to him, the likelihood that he will return again is practically zero.

49. Motivation of workers

By motivating your employees, you will see sales increase. As a sales promotion you can use systems of bonuses or gifts from the company.

50. Ability to test the products of your online store

Providing an opportunity to try your product - one of the best techniques to increase sales... A customer who has tried your product and is satisfied will most likely make a purchase and, possibly, enter the database.

Buyers need to be given this opportunity. After making sure of the quality of the purchased product, the client will be sure that your company is really the place to return to more than once.