Finding new customers to sell to is expensive; selling to people who’ve already bought from you is less expensive. But you know what’s least expensive of all? Getting a customer, while he’s buying, to add on to his purchase. Increasing Average Order Value this way is not only like finding free money, but it also improves nearly all of your sales metrics. An easy and inexpensive way to do this is by making meaningful product recommendations to your shoppers. Today I’d like to show you how to do that.
Today I want to show you some examples of good design in eCommerce sporting goods. First, though, let’s go over some basic web store design tips.
Understanding your customers is vital to site design. Most obviously, if you have young, hip customers your site should be more vibrantly designed than for a more staid customer base. Other decisions are more subtle. Knowing how your customers interact on your site is extremely beneficial. You can track engagement with tools like Google Analytics and obtain psychographic information using social share tools.
Brick and mortar retailers have always understood that the longer a customer stays in the store, the better. The same is true for eCommerce stores, where time-in-store is known as “dwell time.”
Online reviews are extremely important to the success of your business, for a number of reasons. According to Yotpo, 77% of people say reviews affect their decision to make a purchase. Also, reviews boost SEO results because search engines like sites that have unique content that changes frequently. Favorable reviews, of course, increase the degree of trust shoppers have in your brand and products. Finally, having a lot of product reviews helps; fifty or more reviews for a product can increase conversions by a hefty 4.6%. So, how do you get more reviews?
Email marketing remains the workhorse of eCommerce marketing, and small gains above industry benchmarks can lead to big increases in traffic, conversions, and profitability. Today we take a look at three companies – Birchbox, Bellami Hair and Sephora – that win at email marketing to see what lessons we can learn.
As social media adoption has grown over the past several years to become a daily part of the lives of millions of Americans, it is no surprise that many of them are using it as a tool to help with their shopping for products and services. Savvy merchants and marketers quickly saw social media channels as a prime opportunity to engage with their customers, and they are beginning to reap a variety of significant benefits. Today we discuss some of those benefits, as well as some save and share tools that can help you increase and capitalize on social engagement.
Cue Connect is an on-site marketing platform that provides eCommerce merchants and marketers tools that enable them to create truly personalized shopping experiences by better understanding their customers. Its suite of tools listens to shopper cues and tracks existing behaviors to turn anonymous visitors into known shoppers and more customers. The platform includes purchase prompts such as price alerts, special offers, and birthday reminders that are delivered right at the point of sale. It collects the demographic and psychographic data that is vital to growing eCommerce revenue.
Omnichannel shopping creates a seamless shopping experience for the customer whether she’s shopping online from a desktop, mobile device, telephone, or in a physical store. All her activity is integrated and synchronized, meaning that, for instance, she can check store inventory online, purchase the item via mobile, pick it up at a local store location, and if need be, return it to the online or physical store without confusion or loss of information from prior interactions.
Attracting visitors to your store and converting them into actual customers costs you quite a bit in terms of time, money, and effort, so the last thing you want is for these new customers to make one purchase and never return. Additionally, studies indicate that your current customers will on average spend 67% more with you than new customers. According to HubSpot, a 5% increase in customer retention can lead to a 25% to 100% increase in profitability.
Rewards and loyalty program companies, such as Influitive and Sweet Tooth, generate programs to incentivize loyal customers to purchase more, and they generate brand referral programs for shoppers to bring their network to a brand’s store. These tools operate by tabulating actions a shopper has taken in the past, like purchases, or giving points for desired actions, like registering or sharing.