By looking at the equation of e-commerce and sales with a different vision, instead of making increasing sales the center around which the entire marketing process revolves, We can change the rules of the game by focusing on targeting audiences in more effective ways.
It is inevitable that the primary goal is to encourage customers to make purchases and increase sales. But how do you push them to the purchasing step successfully? All you have to understand is the audience, And build your sales strategies based on consumer psychology, This way you can design more effective marketing campaigns. Sales and customer satisfaction increase together.
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What is the nature of increasing sales?
Increasing sales is the process that aims to increase your online store’s sales of a specific product or group of products through a variety of marketing strategies and tactics. like: improve customer experience, Increase brand awareness, Providing attractive offers and discounts, And other methods.
in the end, Increasing sales is the main goal of any marketing campaign, whether to increase profits, expand market share, improve brand awareness, or other various goals that companies seek.
Goals to increase sales
The goals of increasing sales vary according to each company’s strategy and industry field. But in general, The most important objectives can be summarized as follows:
- Increase profits:
Companies always aim to increase profits as their main goal because it reflects the success and continuity of the business. This may be through: Increase sales volume, Or improve profit margin and reduce costs, Or develop new products or services.
- Expanding market share:
Increasing sales relative to competitors is a major goal for companies to achieve growth and increase profits. It reflects its ability to enhance its presence in the market and compete effectively.
- Improving financial performance:
Achieving improvement in the company’s financial performance is essential for the company’s success and continued growth in the market. Companies that achieve strong financial performance are better able to withstand challenges and market conditions.
- Expanding customer base:
Increasing the number of new customers and expanding the customer base achieves the growth and expansion that companies seek. New customers are the real capital and inexhaustible resource for any business activity. Where there is a sustainable opportunity for growth and expansion in markets. - Enhance customer loyalty:
Building strong relationships with a larger number of customers increases the level of loyalty to the brand and enhances trust in it. Which leads to repeat purchases and increased revenue in the long term.
11 effective strategies to increase your online store sales
1. Doesn’t offer many options
According to studies conducted by One Terra , it was found that if customers have a lot of choices, they are ten times less likely to purchase! The presence of many options causes customers to feel stressed and stressed, which makes them hesitate to make a purchasing decision.
The lesson learned is to offer a variety of products or services, But at the same time, it is limited enough to avoid customer fatigue and confusion so that you do not end up offering a lot of alternatives but selling less!
2. Include a unique loyalty program
Loyalty programs are a powerful tool to motivate customers and increase their loyalty to the brand; These programs provide customers with additional benefits and rewards for their recurring purchases. Which encourages them to come back again and increase interaction with the brand.
A recent study by One Terra showed that: Customers who participate in a loyalty program tend to interact more with the brand and feel happier and more satisfied. These programs can also promote social interaction, Where customers feel a sense of belonging to the brand.
Subsequently, Providing loyalty programs is an effective strategy to increase interaction with customers and build stronger and more interactive relationships with them. These programs also contribute to improving customer experience and increasing sales in the long term.
3. Offer special deals
Product bundle strategy is an effective way to increase the value of customer purchases and increase sales. By offering products related to or complementary to the main product, Businesses can enhance customer experience and make offers more attractive.
For example: When a customer purchases a major product such as a flat screen TV, Offering a set of wall mounting tools for free or at a discounted price can enhance the value of the deal for the customer and attract them to complete the purchase.
4. Arouse positive emotions
Research has confirmed that messages with strong emotions are more effective in remembering than messages that focus on rationality. Which means that the use of emotions in advertising can have a significant impact on consumer behavior.
in this context, Businesses can capitalize on these findings by using specific words or images that trigger memories and emotions in customers.
Research shows that using photos of families, vacations, Repeating old music can increase customers’ feelings of nostalgia, This reduces their anxiety about money and increases their willingness to pay more for products.
Using this strategy, Companies can further motivate customers to purchase by evoking positive emotions and motivating them to remember their past experiences and personal connections associated with the brand.
5. Leverage social influence
People rely on imitating the behavior of others to make purchasing decisions. This stereotypical behavior reflects how the brain is motivated to make decisions with minimal effort.
So, The importance of online reviews in increasing sales is shown, A recent study showed that the number of reviews is considered more important than the actual rating. Which means that people prefer to buy a product that has been tried by many people, Even if it has a lower rating, Instead of a less popular product.
In your store, You can use this effect to make your products more popular among users. For example: If a specific glass lamp was sold out on the weekend, You can announce its return by confirming the limited quantity and fast stock out.
6. Personalize customer experience
People pay more attention to things when they feel they are relevant to them. For example: A person’s name acts like a magic word for the brain. It activates different sections simultaneously. However, “Personal” can also refer to anything we are interested in – a sport we follow regularly, Or our favorite band, Or the name of a city we recently visited -.
In the world of e-commerce , the best salespeople know how to make consumers feel special every time they interact with your products or services. By using personal language and design, you can reinforce the image customers want to see of themselves, making them more likely to attract and stay connected with your brand.
7. Communicate in your customers’ language
When interacting with customers, Try using the same phrases and body language they use. This increases the chances of convincing them to buy. Thanks to the ” mirror effect “, People tend to feel close to others who are similar to them.
This strategy can also be used to de-escalate difficult situations, And deal with your customers in a more understanding way by using the same words instead of using different phrases. Simple tactics like these can build trust and improve customer experience.
8. Appeal to a sense of privacy
People value things differently based on their rarity, The rarer the product or service, the more rare it is. The more valuable it is in their eyes.
As stated in the book: “The truth and lies about why you buy,” Sales of canned soup can be increased simply by adding a sentence such as: “Maximum 8 cans of soup per customer.” Studies have shown that people buy more even if the soup is the same price as usual.
To enhance the feeling of scarcity among your customers, You can hint on your e-commerce website that items are only available for a limited time; Some special products are in limited quantities.
9. Provide free samples
Providing free samples is a very effective strategy to increase sales, Getting something for free makes people feel special. And the desire to return the favor and buy.
This is the same effect that was presented in the book “Influence: “The psychology of persuasion” One waiter increased his tips by 3% when he offered his guests a mint after dinner. And when he offered two mints, Tips are up a full 14%.
In the same way, You can give shoppers a small free gift, like: cookie or sticker, To make them feel good and increase their chances of purchasing from you.
10. Add a very expensive option to sell less expensive items
People like to think they are making smart purchasing decisions. Most customers want good value for money without having to sacrifice quality.
Take advantage of this to increase sales of specific items by adding a very expensive alternative in the same product category.
For example: If the cost of the lawnmowers you sell ranges between 400 SAR and 1000 SAR, Adding a product in the middle price-wise – at an average and reasonable price – is more likely to attract customers to the product you want to sell.
In the end, This makes customers feel like they are getting a product that provides excellent value without having to pay the higher price. This expensive alternative appears to be a good deal compared to the more expensive product, Which increases the likelihood of purchasing it.
11. Offer surprise rewards
Surprise rewards work like magic; Because it has a significant positive impact on customer satisfaction and loyalty, as it increases customers’ feelings of happiness and satisfaction with the brand. It is important that these rewards are effective and interesting every time rather than predictable and programmed.
It is worth noting that repeated promotions may lose their effectiveness over time. Therefore, it is preferable to diversify the rewards and avoid repeating the same offers repeatedly. Instead of that, Take care to offer coupons or surprise offers at different times – to increase the chances of attracting and retaining customers.
In conclusion
In today’s world of sales, Digital marketing strategies are one of the most effective ways to communicate with customers. and strengthen relationships, Encouraging them to remain loyal customers for years.
On the other side, Knowing how our brains work, What motivates us, It helps make your sales strategy more effective. So make sure you are using the right approach for your industry and target market, And you always combine these strategies with excellent customer service to enhance communication between you and your customers.
Do not forget that learning – how to increase sales online – and understanding what specifically suits your business takes time and many experiences. So be realistic; I know that the more time you spend brainstorming and thinking about innovative and effective sales techniques, the more time you spend brainstorming and thinking about innovative and effective selling techniques. The more success you will achieve.
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