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How to Grow Ecommerce Sales [Expert Roundup]

How to Grow Ecommerce Sales@2x

The ecommerce industry continues to grow since it started in the 1960s. Because of its convenience, more and more people prefer to shop online. But as the sales growth rate rises, the competition gets tougher too.

In order to increase your revenue, you should find ways to get more customers and make sure to retain the existing ones. Here are some expert tips on how to maximize your opportunity and improve sales performance.

Email Marketing

I have grown my sales to $500k by nurturing my email list of almost 10k subscribers. I give discount codes to my subscribers each week. My eCommerce platform is Shopify so this is very easy to do in the interface. I use MailerLite to send an email newsletter consisting of new products to my list every few days. The list is segmented into different categories such as frequent buyers, one time buyers, and people who have never bought anything.

One of the most important aspects to remember is that it’s much easier to focus on getting existing customers to buy from you again than it is to get a completely new customer to purchase. That’s why focusing on increasing sales from your existing customers can be so effective.

We use two main methods to do this; firstly, building a good post-purchase email campaign that educates the customer on the product and how to get value out of it, but also encourages the customer to purchase complementary products or even to begin a subscription.

The second tip is to send direct mail to your existing customers. If you’re lucky only about 20% of your emails get opened but sending them mail gets a much higher open rate and can be used to incentivize existing customers to repeat purchase through discount codes and referral coupons.

The best way to drive eCommerce sales is to keep customers engaged and routinely reach out via unique email campaign tactics. We have had massive success retaining customers by having giveaways, offering incentives and providing bonuses when buying. Email alone has accounted for nearly 30% of our sales online across various clients and niches.

Personalized targeted emails are easily the most powerful tool when it comes to retaining customers and creating loyal purchasers. More often than not, the customers that see your emails are willing to buy multiple products over time. Failing to engage with your most loyal customer base is a surefire way to lose out on at least a third of your potential sales.

Search Engine Optimization

The best way to grow ecommerce sales is to invest in SEO early on in a business’s life cycle. Although things like paid advertising and social media can work towards growing sales as well, they don’t have the same longevity that SEO does.

Let’s say that you decide to increase sales by investing money in Google ads or a Facebook campaign. Although these methods might increase your sales in the short term, they’ll inevitably stop providing results the moment the campaign has been turned off.

On the other hand, SEO compounds over time and can provide an increase in sales long after the strategy has been implemented.

Search Engine Optimization (SEO) is a crucial component for improving sales with a modern, holistic e-commerce website. SEO isn’t just about keywords and traffic any more. By optimizing your online store’s technical aspects, content, and link building, you can drastically improve sales by reaching a larger, relevant audience and create a strategic user journey that encourages real conversions.

  • Technical – Ensure that your site is fast on desktop and mobile, has essential integrations like Google Analytics and Search Console and that it speaks accurately to search engines with accurate schema markup.
  • Content – Don’t just focus on what you think search engines want to see, you must also consider the user. Balancing search rankings and user experience will help you rank for relevant keywords, while also providing a positive user experience that leads to conversions.
  • Backlinks – Building relevant, organic backlinks to your online store will help to drive pertinent referral traffic and build your site’s domain authority, making it more likely to rank in organic search results and even Google Maps.

Product Descriptions

When it comes to growing an eCommerce store, one of the keys to our success is our product descriptions. Whereas most of our competitors use manufacture descriptions, or even steal ours, yeah you guys know who you are, we manually write all of our own product descriptions, and not just once, but one for each of our 5 different online stores.

This makes a huge difference not only to our customers who find them informative and educational but also in regards to SEO. For most of the products we sell, and especially our hottest sellers, our sites typically rank 1,2,3 on the first page of Google.

We also really focus on the customer experience from our navigation menus to our site layout, to suggested products. We also feature reviews of our company as well as reviews of our products and have features through Stamped..io which allow our customers to ask and answer questions about products creating some community engagement there.

As far as marketing efforts in addition to Google Shopping which is huge, we also utilize eMail marketing through Klaviyo which is the best email software I’ve ever worked with. We also utilize SMS messaging, push notifications and Facebook messenger marketing both for abandoned cart recapture as well as just general outgoing marketing messages. SMS and Push have been huge for us over the past year or two and too many businesses are neglecting these underutilized but very effective methods of marketing.

My advice to Ecommerce founders is to take seriously the words you use on your site. This is not only important for SEO but also for converting sales. Make sure each of your category and product pages has unique copywriting. A lot of e-commerce sites simply copy their text from the manufacturer’s website. This is a mistake.

You need to write your own product descriptions. If you have different products with nearly identical descriptions, you should write unique copy or use canonical tags. Canonical tags help search engines know which is the preferred page by passing on link signals. They also help you avoid being penalized for duplicate content.

Website Security

If you want to grow your ecommerce sales, you need to tighten your website security. A huge reason why customers abandon their shopping carts is due to brands using unsafe practices and failing to secure customer information. It’s a quick and easy way to lose customers and earn a bad
reputation. Make sure you take the steps necessary to set up HTTPS and get SSL certifications.

Qualified Traffic

One of the best ways for ecommerce websites to increase sales is through their suppliers. Many suppliers have areas of their website that are dedicated to the retailers that sell their products. This is an excellent place to get qualified traffic, which normally comes with a higher conversion rate.

The best thing about this technique is that is normally doesn’t cost you anything to be listed. Suppliers are happy to list their retailers. So not only does it help traffic and sales, it can help you boost positioning as well, as it could be a really good backlink to your website!

Social Proof

One tip to grow ecommerce sales is to add social proof to your website. Social proof is a psychological and social phenomenon where people copy the actions of others. For example, if there’s a long line of people outside a new restaurant, it makes other people want to dine at the restaurant.

So, displaying social proof like online reviews and the number of customers you have to on your ecommerce website will make your website visitors want to become your customers too.

One of the best ways we’ve found to drive sales is to publish customer reviews directly on our site. This works for a couple of reasons. The first is that it provides people with direct proof that a product (service in our case) works well. People share the pros and cons or list off how they’re using something. When potential customers see this, it helps them make informed decisions.

The second reason we do this isn’t quite as obvious, but using reviews like provides amazing organic SEO. These reviews contain the words and phrases that potential customers are using when they search for a service, giving them that extra bit clout with search engines. It doesn’t directly help with sales, but it certainly helps put us directly in front of people who are looking to buy.

Retargeting

Retargeting strategies and social media retargeting are invaluable in growing ecommerce sales. Chances are, you’re already driving traffic to your product pages via a number of channels, so it makes great business sense to reconnect with shoppers who have already shown an interest in your brand and/or products.

Facebook and Instagram make it relatively easy to retarget users from your website or previous social media campaigns, so be sure to utilize this feature when growing your e-commerce sales.

Logistics

About 60% of shoppers want free or discounted shipping. It’s a critical part of the offerings that ecommerce businesses have to make if they’re going to be competitive, and there is no indication that customers are going to change their minds any time soon about whether they should be paying for shipping or not.

What this means for ecommerce companies is that they have to factor in free or discounted shipping into their bottom line. If you know you have to eat the cost of shipping, you have to find savings elsewhere within your supply chain. There are a couple of basic ways to do this:

  1. Move your inventory as close as possible to customers. This is what’s known as zone skipping. It’s why exurban areas outside of major cities such as Los Angeles and New York City are seeing a real estate boom in the warehousing sector, because so many fulfillment centers are moving closer to the bulk of their customer bases. Doing so minimizes the cost of shipping, so that companies can offer it for free without having to pay as much for it.
  2. Negotiate bulk shipping discounts with the major shipping providers. It’s pretty typical for warehousing companies to do this on behalf of their ecommerce clients.

What’s nice about either of those options is that they have no impact whatsoever on the quality of your product. It’s just a matter of lowering related costs to moving the product out of inventory storage to your customer’s doorstep.

Live Sales Notifications

One effective tip to boost the sales of an eCommerce store is to simply show live sales notifications to the site visitors. Displaying realtime sales online helps to convince the potential customers that your business is credible, which makes it more likely they will make a purchase.

You can easily set up live sales popups for an eCommerce shop using an app or a plugin, depending on the platform utilized (e.g. Shopify and WordPress).

Over to You

Having an online presence provides a lot of sales opportunities. It’s a means of developing your brand identity, establishing trust, and acquiring new customers for your business.

However, despite the rise of the eCommerce industry, there are 46% of small businesses that still don’t have a website. If you need help in launching a website or an online store, you should find a reliable partner that can help your business grow.

 

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