With COVID brought the rise of online shopping. What else was there to do while you were sitting at home in lock down? But with this increase in online shoppers and online stores, also comes an increase of more and more competition, in the eCommerce space.
So how exactly do you drive more sales in your online store, without paying thousands a year just on paid ads?
In this blog post, I am going to share with your 10 ways to grow your online store and online sales.
1. Referral Marketing
Referrals are one of the strongest forms of marketing for your business, and they are free.
When you think about it, if someone wants to buy something, they will often ask their friends and family for suggestions.
And they will do some research online via Google and social media.
In fact, 81% of online customers conduct their research online before making a purchase according to eCommerce statistics , and 81% of consumers trust recommendations of family and friends too.
So how can you set up a referral program for your online store?
Here’s some tips to get you started:
- Firstly, ensure that the overall customer experience is exceptional so that your happy
customers will begin this process, they will want to refer.
- Set up a system for capturing reviews from happy clients and post them on your webiste.
- At the bottom of their order confirmation email, add a link to share the online store with a friend.
- Set up a referral program that rewards the customer who is referring your product, and offer them a discount on their next purchase.
2. Pinterest buying pins
I’ve unexpectedly found a new purchase just from seeing a product through Pinterest before.
Pinterests ‘buyable pins’ allow customers to buy through the pinterest platform without even having to leave the app. The benefits of buyable pins are that they are completely free for online retailers to set up, which is unlike other search platforms.
Buyable pins work really well across both mobile and the web. This means you will make a sale when your potential customer is ready to buy.
When a customer orders, all payment information etc. will be sent to you for processing and sending ou the orders.
If you want to learn more about getting started pinterest, see my blog here: Here’s why you need Pinterest for your small business.
Upselling a product is a great way to increase the volume of sales with existing customers. In fact, up to 60% of customers who’ve committed to a sale will make another last-minute purchase when offered.
Upselling can be done in a number of ways. One very common way of upselling is to offer free delivery with a minimum spend, usually if you spend $100 you receive free shipping.
Other ways of upselling could include;
- Matching the product with another frequently bought item. So if you sell clothes you could match a dress with a belt or pair of shoes. Uber Eats offers you to buy food items as extras on top of what you have already ordered.
- Showing a popular or a sale product that pops up in the cart. Again this works really well with books, clothes, homewares, beauty products etc.
- Bundle products together for a small discount.
- Consider upselling after the purchase has been made. This can be via email or via re-targetting in a Facebook ad.
4 . Social proof
Social proof is a great way to get buy in and future sales from your customers.
So what is social proof? Well this is things like Google reviews, Facebook reviews, video testimonials and case studies which proves that your product is good, and does what is says straight out of the mouth of your customer.
Social proof for your brand can be created with a social media platform that many people use such as Instagram and Facebook. Some ways to capitalize on these platforms are;
- Use influencer marketing
- Post customer photos, video testimonials or Google/Facebook reviews
- Upload videos or photos of your product being used by a customer
- Create your own customer surveys and share the results
As we know from referral marketing, many consumers will do their research before buying online. So if you have lots of social proof across your social media channels and website, it’s going to help convert that browser into a buyer.
5. Search Engine Optimisation (SEO)
SEO is a fundamental key factor to driving organic traffic to your online store, which in turn will help to drive additinoal sales
To drive traffic to your website from Google you need to include the following:
- Do your keyword research via a tool such as ubersuggest. Know the keywords and search terms that browsers are using to find your type of product.
- Do your competitor research also via ubersuggest.
- And you need to use your Google My Business page and share posts and relevant product photos, including your keywords, to drive traffic to your website organically from Google.
6 . Abandon cart emails
We’ve all been there, shopping online about to go to the checkout, and then the phone ring, or we get distracted by our kids and then we forgot to complete the checkout for that product.
Well fear not, you haven’t lost this customer fully. You can send out an automated abondoned cart email to this customer, showing them the items in their cart and reminding them to finish checkout via a checkout link. This way they will then complete the order and you will get another happy customer
Approximate of 75% of buyers will abandon their cart for various different reasons when shopping online.
BUT, up to 45% of these buyers can be recovered with a simple follow up email. Being able to recover up to that many buyers is certainly worth implementing this marketing tool!
7. Promotional emails
Using email marketing is a brilliant marketing channel for building relationships and trust with past customers, as well as existing customers.
Building loyalty and trust can be done directly through email marketing as it’s a way of directly speaking to your customers.
Letting your email subscribers be the first to know of any upcoming promotions is a great way of rewarding them just for subscribing to your email list. You can offer them a discount if they purchase from a new range for example before a certain date.
Accordingly, a large 61% of customers actually prefer to receive a promotional email every single week. This shows that you don’t have to be worried about sending too many emails to customers who are loyal to your brand.
8 . Rewards program
Setting up a rewards program is a great way to keep your loyal customers coming back and driving more sales.
By rewarding your loyal customers, you’re going to build more trust, retain customers and build more trust in your brand.
It is actually shown that 80% of future sales will come from previous customers, where only 20% will come from new customers.
As much as it’s great to bring on-board new customers, it’s even better to focus on retaining those customers who will remain loyal and continue to purchase from your brand.
So think about how can you set up an online rewards program where the shopper obtains points upon checkout and this builds up as redeemable discounts off future purchases.
9 . Use Re-targeting Ads
When a browser comes across your website and products, they may browse your website but leave without making a purchase.
There’s a handy little piece of marketing you do do called re-targetting. You can retarget them via:
- Facebook Ads
- Instagram Ads
- Google Display Network Ads
By re-targeting these customers, you’re grabbing their attention again through your ads, and reminding them that you are there as a brand and encourage them to come back and browse your online store.
This is absolutely worth doing so that you know your ads are going to those who have a higher chance of being interested in your brand.
10 . Use demonstration videos
As I mentioned earlier on, sharing a video of your customers using your products is a wonderful form of social proof.
It’s also a lovely value add to send an instructional video as to how to use your product, with their order confirmation email.
Let’s say you sell a scarf for example, you could share a demo video showing the various ways it can be tied and worn with a variety of outfits.
If you sell beauty products you can send a video showing how much of each product to use and how to use them for the best results.
As a marketing consultant, I am always explaining to clients that they need to upload more videos to their socials and website. It increases dwell time which Google loves and it can assist with your rankings. And it’s a great user experience too.
Hubspot found out of many types of content, that video content was the most popular. With 54% of people surveyed favouring video content from their favourite brands. And a whopping 95% of people will watch an explainer video to learn more about a product or service.
So get cracking at shooting those videos!
If you need help marketing your online business, check my online course Marketing School.
Or get in touch and jump on a marketing consult call with me. Email me to book: firstname.lastname@example.org. I look forward to hearing from you.