“You have to spend money to make money.”
How many times have you heard that? There’s a reason the saying is so common—it’s often true. Take your ecommerce business, for example. When you invest in paid ads, new software, or employee salaries, you’re spending money in order to (hopefully) make more money.
Of course, these types of investments are essential for long-term growth. But you can also make money without spending much at all. By making simple changes to your marketing strategy and website experience, you can sell more products without breaking the bank.
This article includes ten affordable tactics for increasing ecommerce sales. Let’s go into the what, why, and how of each strategy.
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What: Collect the email addresses or phone numbers of people interested in your products. Then, send personalized emails or texts to promote your brand and showcase new or best selling items.
Why: Building an email or SMS list provides you with a direct line of communication to potential customers who have already shown interest in your store. By nurturing this list, you can keep your audience engaged, build trust, and ultimately drive sales.
How: Half the battle is convincing customers to sign up for your list, but then you need to make it worth their while.
With consistent communication, you’ll keep your brand top of mind for potential customers until they’re ready to make a purchase.
What: Create a sense of urgency for your products or promotions, motivating potential customers to make quicker purchasing decisions.
Why: Let’s be honest—FOMO (fear of missing out) is real. Limited availability has a psychological impact, encouraging people to act fast to avoid missing out on a great opportunity.
How: Experiment with different scarcity messaging on your site to see what works best.
When using scarcity tactics, remember to maintain a balance: you want people to feel a sense of urgency, but you don’t want to pressure them into making an impulsive purchase they’ll later regret (and return).
What: Customer reviews, testimonials, and user-generated content help demonstrate the positive experiences and satisfaction of previous customers.
Why: Social proof goes beyond traditional advertising, fostering a sense of trust that influences purchasing decisions.
How: Display reviews prominently, ask customers to leave a review, and encourage user-generated content on social media.
Social proof builds a positive reputation for your brand, instills confidence in potential customers, and ultimately contributes to increased sales.
What: Upselling and cross-selling are sales techniques that can help increase the value of a customer's purchase. When you upsell, you encourage the customer to buy a more expensive version of a product they’re already considering. When you cross-sell, you suggest additional products or accessories related to their purchase.
Why: Upselling and cross-selling are great ways to reach customers who already have an intent to buy. In addition to increasing the average transaction value, these techniques contribute to customer satisfaction and loyalty.
How: Make a few simple changes to your website to upsell and cross-sell to current customers.
Remember, don’t just try to sell people something they don’t need—use data to recommend products they’ll love!
What: Customers don’t want to jump through hoops to make a purchase. By making the checkout process quick and simple, you’ll reduce friction and get more sales.
Why: A complicated or lengthy checkout process can lead to cart abandonment, as shoppers may become frustrated or lose interest.
How: Optimizing the checkout experience involves simplifying forms, providing multiple payment options, and clearly displaying shipping costs.
Optimizing the checkout process will remove barriers to purchase, improve customer satisfaction, and create an overall positive impression.
What: Mobile optimization makes your site user-friendly for the people accessing it from mobile devices.
Why: Seventy-six percent of U.S. adults say they buy things online using a smartphone, and 32% buy things from their phone at least weekly. When your website is accessible and functional on various screen sizes, mobile users have a better experience and are more likely to make a purchase.
How: When designing your site, make sure it looks and works great on both desktop and mobile.
As time goes on, more and more people will use their smartphones for online shopping. To take advantage of this audience, don’t neglect the mobile experience.
What: A promotion is a temporary discount that drives interest in a specific product. A promotion's purpose is threefold: it helps attract new customers, reactivate dormant ones, and reward loyal ones.
Why: Promotions leverage the psychological principle of perceived value, making customers feel like they are getting a special deal or saving money.
How: Some of the most popular types of promotions include percentage and flat discounts, BOGO, and free shipping.
In addition to increasing sales from site visitors, promotions can also help create buzz around your brand to attract new customers.
What: A/B testing, or split testing, involves comparing two versions of a webpage to see which performs better.
Why: A/B testing presents two variations (A and B) of a webpage to different segments of your audience. By measuring user interactions, you can identify which converts better. This allows you to make informed decisions about design elements, copy, or features that resonate more effectively with your audience.
By systematically A/B testing different elements of your website, you can uncover insights that lead to increased engagement and, ultimately, higher sales.
What: Video product demos showcase your products and educate potential customers.
Why: Videos let customers see a product from every angle, getting a better idea of what it looks like and does.
Going the extra mile to create product demo videos will help you reach people who need a visual before buying something. This project has the potential to be high-budget, but you can shoot simple videos for social media for free. In fact, videos that feel a bit off-the-cuff are often more relatable and entertaining.
Are you convinced that increasing ecommerce sales doesn’t have to cost an arm and a leg? Good. Choose a couple strategies, put them into practice, and see what happens. As you combine paid marketing strategies with low-budget ones, you’ll reach shoppers from multiple channels and boost your store’s success. Get started with this free strategy first, and build on it with the steps you're intrigued by/
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