With the world going digital, there are a number of eCommerce businesses coming up today. It is becoming increasingly difficult to drive in more traffic and sales to online stores.
Even though most marketers test out different campaigns for to promote their business, the efforts are never enough. There is always someone out there in the market who is willing to invest more budgets into promoting his products.
So how do you ensure your sales don’t dip irrespective of how many stores and how different concepts enter the market to address the same audience as you?
Here are 6 eCommerce marketing hacks that will bring in more traffic to your website and increase your online store sales as well:
1. Integrate your Instagram account
With about 400 million monthly active users, Instagram is certainly a part of all digital marketing strategies for all businesses. And with the average order value from Instagram marketing being $65, the social platform is definitely something that eCommerce businesses must make the most out of.
eCommerce businesses can promote their products using the right hashtags, appropriate filters and posting them at times their audience is the most active. This will not just increase the number of followers on the platform, but also boost the engagement rate of your brand.
A few ways to actively engage with your audience on Instagram include:
- running contests, polls, quizzes, giveaways, etc
- sharing behind the scenes of your brand
- showcasing user generated content and giving shoutouts (customers using your products)
- using popular hashtags like #instagood, #instapic , #instalike and others
- including brand specific unique hashtags
- liking and commenting on audience posts
Integrating your Instagram account with your online store, enables you to moderate the pictures shared by your customers and use them in different display formats on your website. This helps boost new visitor engagement, serves as an effective social proof for your brand and how you like to feature your customers regularly.
For example, Pipa Bella displays a real-time feed of user generated content (customer pictures with their products) on their homepage.
2. Launch a Facebook store
The next big social media giant for marketing after Instagram, is Facebook. And it can be used for more than just running paid ads to promote your products.
The social platform can serve as a great source for driving traffic to your eCommerce website. You could also choose to directly promote and sell popular products via a Facebook store, and encourage your followers to visit your eCommerce website to see more.
Facebook stores easily integrate with eCommerce websites, making it easier for customers to reach you and buy your products, as well as makes tracking of inventory changes seamless.
3. Upsell your products
We all are allured by the 1+1 deals offered by brands on various products – and that’s upselling. According to Econsultancy, upselling is 20 times more effective than cross selling for online businesses.
Upselling your products gives you the opportunity to showcase your other products to your customers, who might not be aware of them or might think they can find it on another ecommerce website instead at a better deal.
Here are a few things you need to keep in mind to make the most out of upselling:
- the upsells/upgrades must be related to the original product the customer is interested in
- the price range shouldn’t exceed what your customers have in mind
- the new product must either compliment the original purchase or be better than that
4. Generate and include more product reviews
According to a study by Internet Retailer, generating and adding more customer reviews for your products on the website, can increase eCommerce conversion rates by 14-76%. Here are 2 reasons behind this:
- they serve as social proof of how good your products are and how happy the other customers are after using it
- it boosts SEO as they increase the amount of content on product pages, giving you a chance to target long tail keywords
Similarly, including a few customer testimonials on your website will also give a first time shopper the assurance that your products are being used by people, and they are happy with them! Another social proof that could boost your sales by manifolds.
For example, Pipa Bella displays a few customer testimonials on its homepage so that visitors can see how happy people are with their products.
5. Reduce cart abandonment rates
According to a research by Baymard Institute, the average documented online shopping cart abandonment rate is 68.63%. And that’s clearly more than half your prospect customers.
A significant number of people add items to their shopping carts and abandon them. There are two primary reasons behind this – either they don’t find the value of the cart appealing enough to complete the purchase and think they can find better deals, or they think the checkout process is way too long.
It is important that you put in some of your marketing efforts into reducing this cart abandonment rate. There are 2 effective ways of encouraging your customers to complete the purchase:
(i). Email recovery campaign: Send your customers a quick email about how the items in their cart are waiting for them, and how you’re saving it for them before they go out of stock. This email should serve as another chance to convince your customers that the value you offer is the best and they must complete their purchase.
For example, Nordstrom sends its online shoppers an email reminding them of the products they have checked out on the website, and added to their shopping cart. This brings back their attention to those products and makes them think again about completing the purchase.
(ii). Exit intent campaign: Instead of waiting for the customers to leave their carts and then emailing them regarding the items, use an exit intent campaign. This campaign could focus on delivering a marketing message that either incentivises the completion of the purchase or simply reminds them of how the deal could be over by the time they come back to their cart.
For example, The House of Blouse offers their cart abandoners a special INR 500 off on their total cart value to encourage them to complete the purchase. This makes the visitors feel the need to purchase the items at the ‘new’ deal they just bagged.
6. Send wish list reminders
A lot of people like to save a few products they like on an eCommerce website to consider purchasing later. Now there are two things that can happen here – they either do come back to their wish list and purchase the products, or find a better deal on similar products on another website, or they forget where they saved the products.
While retargeting ad campaigns are a certainly a great idea, another effective way to bring them back is to send them wish list reminder emails. Just drop by to let them know the products they were interested in and had saved are still available or are slowly going out of stock!
Creating a sense of urgency in these emails can help nudge a quicker customer decision to complete the purchase.
For example, ModCloth sends a high quality picture of the product that a customer has saved in his wish list to remind him that it might go out of stock soon. This stimulates the shopper to think again about making the purchase as well as creates an urgency for him to complete the purchase.
We have a few more hacks up our sleeves, but we’re going to save them for a later post. After all, overwhelming did no one any good!
What other marketing hacks have you used to boost your eCommerce sales?
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