Over the last few years, I have dabbled in the e-commerce space and have owned a few different stores. Although finding things to sell takes a bit of digging into, the return can sometimes be substantial if done right.
With the eCommerce business being the fastest growing market projected to hit 4.058 trillion in sales in 2020, many have been stepping into this industry but get stuck along the way in various aspects, one being how to boost their sales. Just like Daren DeMatas rightly said, “Building an e-commerce business takes more than choosing a brand name, writing product listings, and starting to sell products online. Even the best business ideas can flop…”
This is something I have at times struggled with, and continue to work on to boost the revenues of my stores over the different quarters.
In the e-commerce industry, consumer habits change continually, and this is the reason why methods that once worked soon become obsolete. In other words, to continually gain new customers and generate sales, you just have to keep up with new trends. There’s no magic to it.
Having studied and analyzed the dynamics of the business and have used my connections to connect with some of the best in the industry, I have come up with easy and practicable tips that will help you boost your store sales.
Whether you’re entirely new to E-commerce or have been in the business for years, the tips I have shared here will hopefully work perfectly for you.
Here are 5 smart ways to boost E-commerce store sales:
Simplifying your checkout process eliminates the friction associated with the “wear and tear” of potential buyers.
This practice is arguably one of the easiest and effective ways to boost E-commerce store sales. In fact, one company recorded about $300 000 000 increase in sales right after simplifying their checkout process. What did they do? They simply provided people with the option to check out as a guest.
Popular E-commerce sites like Apple, Nixon, Amazon and a few others use this tactic to greatly increase their conversion rate. You can see how they have done that comprehensively here. I love the way Catalin Zorzini, Founder of ecommerce-platforms.com, has grouped these great sites up and explained every single step they’ve taken to set their checkout page right. He gives fantastic advice on what you should and shouldn’t do, for example he states, “one of the most common reasons for basket abandonment is forcing users to register their details before they checkout”. He then discusses how you can go about fixing it. I can hardly recall a time I’ve worked on a checkout page without making reference to his post for inspiration.
One of the most common reasons for basket abandonment is forcing users to register their details before they checkout.
Catalin Zorzini Ecommerce-Platforms
These are really important tips to keep at the back of your mind at all times. Try them out on your store, and you’ll experience a rise in sales.
Ask top level sale killers to put their arms up, and you’ll surely find resubmissions or automatic redirects sticking its arm highest. Less than a handful of customers will go ahead to restock the cart on your store once there’s a redirection and they lose their items. To avoid such situations, be sure to maintain a smart cart that will save customer items whether they navigate away from the cart or mistakenly follow a link out of the checkout page. While this may seem too ordinary a task to make any difference to your store, I consider it one of the easiest ways to boost E-commerce store sales.
Not too long ago, Frank, a friend of mine asked me to help him take a look at his Shopify store. He complained of a decline in sales he had started to notice shortly after improving the mobile experience and adding extra products to his store. Immediately, I suspected the problem was from the new product categories he had added. I did some little tweaks here and there, and sales climbed up again. He had created the problem of choice unknowingly!
“Choice,” is a straightforward expression of free will, and customers love when they can find this expression. However, making too many choices available for customers could reduce sales. In fact, according to analysis carried out by Shopify: offering more products for sale will often get more people to visit your store but will cause very few to buy.
Well, you don’t necessarily need to take down your extra products if you already have them up. Simply sorting the products well enough to reduce the complexity associated with choice over a variety will boost your e-commerce store sales. Just categorize your products “seductively”. This tip worked for Frank, it will definitely work for you too.
Email marketing is one of the most reliable and profitable ways to boost your E-commerce store sales.
It can be simple or complex (not difficult) depending on what E-commerce marketing strategies you apply. For example, you can simply get across to people who abandoned their shopping carts and get them to buy.
On the one hand, it could go as complex as preparing and putting out several campaigns that will work closely together to greatly improve sales. All the same, the aim remains to build trust with existing and all potential customers. Whatever be the case, there’re some great Email marketing apps you can use to make certain processes easier and smoother.
What we will look at here is the simple approach to growing your E-commerce store. To accomplish this, you need to have emails of people who have previously bought items from your store, or that are likely to buy.
If you already have an email list of customers (probably provided during the checkout process), that’s great! If you don’t (maybe because you’re new to the business), we’re still good but you’ll have to start by building a list. Here are 3 ways you can get people on your email list:
So, once you have got the email list, the next thing to do is sell the people on the list! Here are 2 ways you can go about that.
If you plan on cross-selling, I recommend you start email marketing them a week or two after they buy a complementary product.
However, keep the words of Darren DeMatas on e-commerce marketing common pitfalls where he advised, “once you build a list of potential customers, resist the urge to blast them with generic sales promos!”, as this could turn them off. Darren offers a pretty detailed roadmap on the use of email marketing to boost sales on his website, be sure to check it out.
Once you build a list of potential customers, resist the urge to blast them with generic sales promos!
Darren DeMatas EcommerceCEO
Have it in mind that upselling takes a little more effort to close than cross-selling, as it requires some more convincing. You’ll definitely need some knowledge on building customer loyalty if you plan on upselling your customers.
In any case, these two methods will help you reduce abandoned carts, and go on to record fresh sales. However, as mentioned earlier, there’s more to Email marketing than I’ve discussed within the few lines above. If you’re looking to have all the nitty-gritty of Email marketing in your fingertips, there’s no better place to go than Ecommerceceo.
Most people have crossed out the idea of boosting sales via paid traffic from their to-do list based on negative stories they’ve heard. Stories of how people have spent loads of cash on paid traffic without getting any ROI. And frankly, paid traffic can be very expensive and yield you no result, but only if you’re going about it the wrong way.
If you heard of a machine that turns one dollar into more than $1, wouldn’t you invest in it? Paid traffic is such a machine, and you should invest in it. The reason lots of people lose their money through paid traffic is that they go all the way in without testing the waters!
What do I mean by “testing the waters”? I mean spending little amounts of money running several campaigns to see which one makes the most hit, and then spending more on it.
“Spending anything within $20 – $50 on each ad variation is considered OK”
While running the campaigns and multiple ad variations, monitor the metrics to see which of them brings in the highest numbers. Once this is found, kill the rest and invest more in the winning campaign. This way, you will find boosting your E-commerce store sales more affordable and profitable.
That said, one other thing you should pay attention to while utilizing paid traffic is proper targeting. With advanced tools on great advertising platforms like Facebook, for instance, you can target people who are more likely to buy.
For example. Let’s say you sell T-shirts with stars from the TV series, Game of Thrones printed on them, and you want to run a Facebook ad to increase sales. The best thing to do is to target people who follow and like pages related to the TV series. The chances of selling are bound to be higher since the set of people already have an interest.
If your ads get to the right audience, there’s a higher chance of getting more bang for your bucks. You can generate tons of sales on your E-commerce store from Facebook ads, but there’s a lot to learn.
I love finding and trying out new ways to boost E-commerce store sales, skyrocket returns and build quality relationships with customers. And of course, ecommerceceo and e-commerce-platforms are two sites that help me achieve these.
I’ve tried out, and continue to use every tactic mentioned in this post extensively, and they work perfectly for me. If you put them to good use, they will work for you too.
Whether you’re entirely new to e-commerce, or you’ve been in the business and your sales are stalling, the way out is to try new tactics. Good thing you’ve come across this article through which I aim to help you explore practicable and highly effective methods that will increase sales on your E-commerce store.
Hopefully, reading this has provided you with the required skillset to achieve great results, all that’s left now is for you to get started.
Surely, there are several other smart ways to boost E-commerce store sales. Are there some you’ve tried that I’ve not discussed here? Which did you find to be most effective?
One of my favourite parts about this site is my ability to share with people any new system that I am using successfully that others can replicate and improve on! We all win!
For a more holistic and complete guide to the website buying industry and landscape have a look at this post at MotionInvest.com covering all websites for sale.
Below I am going to share the exact system I use to approach buying websites in any niche I want fast!
Just recently I have added another affiliate site to my FBA business I am selling which has increased organic search traffic by 40% to my now 3 affiliate site portfolio which drive traffic to my Amazon FBA brand.Continue reading
It’s good to have a few trusted keyword research tools under your belt. Our teams at Content Refined are currently using two in conjunction: SECockpit by SwissMadeMarketing, and Ahrefs. We started using Ahrefs a while ago when SECockpit stopped returning results in certain fields and niches (i.e. we stopped getting results for cbd oil related keywords). Ahrefs has a ton of detail in their results, and I really like the way that they suggest alternatives.
So here are the basic steps for using Ahrefs to determine whether a keyword is competitive. For our purposes, we are looking for a few key metrics:
These are the tried and true metrics that Content Refined usually sticks to (unless there’s a unique site that needs something slightly different). We’ve talked about this before in an article about SECockpit. For that article the monthly search volume filter was set to ‘over 1000’. We’ve since found that over 500 is a valuable metric with more opportunities for a lot of sites.
For Ahrefs Keyword Research, follow these steps in this order:
I love finding new strategies and tricks for finding the best competitive keywords in any niche. For Content Refined we also go back once or twice a year and run some data analysis to see which tools are working the best. We did that last year around this time, and are currently in the process of running a new set of data analysis (I’ll be sure to share the findings for you guys).
Keep me updated about what tools and strategies you guys are currently using in the comments below!
I am excited to share a post like this… it has been awhile since I shared a detailed data driven tip on a new strategy that drives IMPRESSIVE results!
The team at ContentRefined has been doing some very impressive work lately performing what we are calling a Pareto^2 Content Upgrade and making the articles pop in terms of rankings and traffic.
This strategy is all about taking what is already working (your 20% of articles driving 80% of your sites traffic) and applying advanced tools/strategy at the right leverage points to make them perform even better!
The Pareto principle (also known as the 80/20 rule, the law of the vital few, or the principle of factor sparsity) states that, for many events, roughly 80% of the effects come from 20% of the causes.
Here is the procedure ContentRefined uses to further apply this principle with content marketing and shared for you to use on your sites! As always if you want to do it yourself we show you the results and the exact steps… however, if you want to have the team at ContentRefined upgrade some of your most important articles then contact them here.
Book a call with Laura here and receive a free consultation/report to identify which of your pages are the right pages to apply the Pareto Upgrade to!
Solid and concise keyword research is arguably one of the most important and crucial process for any money site. This is why we’ve spent a lot of time and resources trying to execute the best procedure possible to ensure that we are using the best tools on the market to help with finding keywords. Although it’s not perfect, our keyword research process is getting more refined as we use and test many different tools. We have done many case studies on the different tools we use and the predictability of ranking for that keyword given a few data points, that article can be found here.
Although SECockpit is one of the slower tools, it gives a good variety of keywords and also shows the details of the top 10 sites that are ranking for that keyword which is good when you are doing a competitor analysis for that keyword to determine what it would take to beat them (more on this below). I usually don’t just use one tool when determining the keywords I want to rank for but rather take the keywords and plug it into multiple different tools (LongtailPro, SEMRush, CognitiveSEO as well as SECockpit) and see which ones hit all the preset metrics I have chosen in each tool. This usually takes a very large list of around 300 and brings its down to under 10.
To get into the nitty gritty of how SEcockpit works, and how we’ve used it to systematize our keyword research, check out step by step procedure how SEcockpit works.
Login to SEcockpit and go to the dashboard and click on the key symbol to search for your first keyword.
This is where it gets interesting. Type in a keyword of your choice that is relevant to the your site and look at your options.
I instruct my team to select the Google Adwords ideas that are closely related and to select ‘Append’, ‘Prepend’, and ‘Add Words in Between’. This increases our chances of coming across a great related keyword. We also change Min Monthly searches to 200 but if you are going after bigger priced items that don’t get as many searches then you should adjust this.
Make sure you’ve inputted your keyword and that you’ve selected your search criteria and then click on Save and Close for the search to begin! This tool can sometimes be slow, so be patient, go make a coffee and some food and come back 🙂
We like to set the competition score to less than 30 with this tool. Ideally if you can get to under 25 that would be great.
Then, as you can see here below, we have our comprehensive list of keywords that meet our metrics:
So this is where you need to do some more digging. With this view, it looks like all of these keywords are great, but you need to click on the keyword to view a full keyword analysis which will give you more information on the other sites that are ranking for it, which, will help you determine if it’s a viable keyword for your article and whether you think you can beat those other articles.
Let’s look at the Keyword “Charcoal Pills” which has 40,500 monthly searches and only 17.25% competition score. This generally looks like a pretty golden keyword and at first glance it looks like a no-brainer to go after it.
With this comprehensive keyword analysis, the top 2 things that we look at is the DA (Domain Authority) and the Top 10 websites. As you can see below, the DA is really high, which means that the competing websites are ranking very well and getting a ton of traffic according to google. You can also perform a backlink analysis as well on your site and compare it to those other sites to see if you can beat them.
If our site is not an authority site in it’s space (which in general, most are not), then it would be a bad idea to go after this keyword because our domain will not be able to compete with the authority domain in that space. For example in this case WebMD and other very well known sites in the space.
Let’s try another keyword on the list, here I’ve chosen a Keyword that was provided to us by the tool based off of the “closely related words” function of the search criteria.
Keyword: Activated Carbon Filter – which has 5400 Monthly Searches and has a competition score of 27.39.
When we click on it for the Analysis, we can see right away that this will be a more viable option to go after than the last keyword as the DA for the competing sites are lower in general (usually is you can find 3-5 sites that have a DA less than 30).
Here, I have checked a couple of the domains and I have determined that I can definitely compete with a few of these sites as their DA is low, and traffic to their site is relatively low on SEMrush. This isn’t to say that they won’t be hard to beat, but they are not out of our reach and they are a similar site as the one we have. I’m confident that with the use of SEcockpit, I’m able to find the best keyword using its rankings, but also it’s analysis on who/how others are using this keyword in their niche.
Now that we have our Keyword (Activated Carbon Filter), we want to make sure that we have a good title for the article. Now I’ll create an article title called “Best Activated Carbon Filter for Tap Water”.
Place the competitive keywords and all of the metrics that you’ve found into the spreadsheet for that site! You can download a template of the spreadsheet here.
After I have a bunch of keywords that meet the criteria set above, I like to cross verify with a few other tools before I get the article created. No tool is ever perfect but if a keyword meets the metrics that I have set for the different keyword tools then I find that it’s very likely that I will be able to rank for that keyword with hopefully not a lot of effort. If you have any other tools we haven’t talked about or haven’t tested that you would like us to try out, please let me know!