There are two high-risk moments for any business with an online store or multiple e-commerce sales channels.
One: Sales are going so well that no further action seems necessary.
Two: sales are so bad or take a sudden downturn that a panic alarm goes off.
Interestingly, the solutions for both scenarios are the same.
Resting on your laurels can be even worse than experiencing a slight drop in e-commerce sales, as this can be due to seasonal reasons and fluctuations typical of any omnichannel business.
Therefore, whether your conversion and online sales figures seem correct or if you think they are beginning to warn you of some risk, we provide you with 10 strategic actions that you can take so that your e-commerce sales increase (again, or still plus).
This is important
It is very likely that you have neglected the attention to your most loyal clientele. How often do you stop to study and listen to it, to discover its new needs, trends, or segmentations that may have evolved among your audience?
On average, a former customer spends more in an online store, adds more products to their shopping cart and offers a higher sales conversion for each visit to your online store. Develop marketing actions that refresh the memory of these loyal consumers and make them feel cared for, such as mailings of recommended products from previous purchases or searches made in their history, information about products that are out of stock or that will be launched soon, coupons and congratulations for his birthday…
Also identify your customers' favorite products and highlight them as best sellers on your platforms (80% of your profits are concentrated in 20% of your product catalogue). If they have attracted so many clients, they will be able to convince more users of the same profile.
In addition, from featured images and tabs it is easier for a client to know your catalog than to start tracking it without help.
If you don't want to launch a product from scratch and prefer to study customer reaction first, you can hang tabs with pre-sale or out-of-stock products on your e-commerce sales channels . In this way, you can collect information about the number of people who are really interested in that product (by number of visits and notification option when the product goes on sale).
→ It may interest you: Your definitive guide to launching a new product successfully
Cross-selling involves recommending complementary products and accessories : what products do your customers usually buy together? What needs can a particular product awaken in them?
It is also useful to apply this strategy to increase online sales in the marketplaces themselves, looking in which listings and star products you can make your own products appear as related suggestions.
The upsell means that you offer the customer the possibility of opting for a higher category product or for a more complete service.
Econsultancy states that upselling is up to 20 times more effective than cross-selling, so it always includes visual and textual strategies that offer the user the option of improving their purchase.
One: Sales are going so well that no further action seems necessary.
Two: sales are so bad or take a sudden downturn that a panic alarm goes off.
Interestingly, the solutions for both scenarios are the same.
Resting on your laurels can be even worse than experiencing a slight drop in e-commerce sales, as this can be due to seasonal reasons and fluctuations typical of any omnichannel business.
Therefore, whether your conversion and online sales figures seem correct or if you think they are beginning to warn you of some risk, we provide you with 10 strategic actions that you can take so that your e-commerce sales increase (again, or still plus).
This is important
Loyalty to your customers
When online sales stagnate, we tend to think that the customer base is no longer working and that they have fled in terror. However, it is much easier to retain and convince customers who already know your brand and products than to get new buyers from scratch.It is very likely that you have neglected the attention to your most loyal clientele. How often do you stop to study and listen to it, to discover its new needs, trends, or segmentations that may have evolved among your audience?
On average, a former customer spends more in an online store, adds more products to their shopping cart and offers a higher sales conversion for each visit to your online store. Develop marketing actions that refresh the memory of these loyal consumers and make them feel cared for, such as mailings of recommended products from previous purchases or searches made in their history, information about products that are out of stock or that will be launched soon, coupons and congratulations for his birthday…
Also identify your customers' favorite products and highlight them as best sellers on your platforms (80% of your profits are concentrated in 20% of your product catalogue). If they have attracted so many clients, they will be able to convince more users of the same profile.
In addition, from featured images and tabs it is easier for a client to know your catalog than to start tracking it without help.
Products to increase sales in e-commerce
It is the most expensive action to increase online sales, but expanding the business is a way to multiply the conversion in e-commerce. However, you need to have enough resources and time, as a new product takes up to 12 weeks to prepare . Of course, if your business is the sale or retail of products that are easier to manufacture or whose strategy is based on the recurring launch of collections (such as clothing or shoes), this action is essential so that your brand does not become outdated.If you don't want to launch a product from scratch and prefer to study customer reaction first, you can hang tabs with pre-sale or out-of-stock products on your e-commerce sales channels . In this way, you can collect information about the number of people who are really interested in that product (by number of visits and notification option when the product goes on sale).
→ It may interest you: Your definitive guide to launching a new product successfully
Create a cross-selling and upselling strategy
Selling related products accounts for 35% of profits on Amazon. Apply this rule to your own online store and think about offering more information about your catalog to buyers in each product sheet and purchase process.Cross-selling involves recommending complementary products and accessories : what products do your customers usually buy together? What needs can a particular product awaken in them?
It is also useful to apply this strategy to increase online sales in the marketplaces themselves, looking in which listings and star products you can make your own products appear as related suggestions.
The upsell means that you offer the customer the possibility of opting for a higher category product or for a more complete service.
Econsultancy states that upselling is up to 20 times more effective than cross-selling, so it always includes visual and textual strategies that offer the user the option of improving their purchase.
