You can have the most gorgeous, thoughtfully designed collection of furnishings made of premium materials - and it’s not going to do you any good unless someone decides to buy.
In the age of instant gratification and impulse buying, what is it that excites customers enough to buy?
It’s not the root of all evil, it’s the energy that keeps this world swinging round. Unfortunately for you, your customers want to keep as much of it in their pocket as possible. According to CrazyEgg.com, most online consumers are comparison shopping and looking for better pricing. So, be cognizant of your competition and realistic about the value people place on your products. After all, it’s not just about the lowest possible price. That’s why it pays to consider things like brand positioning and shipping to alter product pricing.
It’s all about the he said, she said when it comes to buying online. After all, people want to know about other people’s experience with the products and services you offer. It creates a level of accountability and credibility that your customers need to feel good about when hovering over the “Add to Cart” button. So, include some of your testimonials, product reviews and customer experiences online to build confidence in future buyers.
Additionally, if your products or services received awards – either from professional or consumer groups – include them. When you include badges it creates trust and confidence in what you’re selling because you have social proof that it’s worthy of people’s time and attention.
Of course, all reviews aren’t glowing and positive – and that’s okay. Use the information to your advantage. For example, a negative review about a “too firm” or “too squishy” seat cushion is an indicator that you need to update your product data to create a more accurate representation of your product. Change the wording and make sure people know exactly what they’re buying. After all, when you manage customer’s expectation effectively, you create more satisfied buyers.
At the end of the day, humans are just big animals – which means that you can appeal to the primal brain and get a fast response. When you threaten our species with “scarcity,” it triggers an action state. So, why not use that to you advantage with limited-time offers? Or you could try an inventory countdown – especially on smaller stock items to double-down on time running out and the exclusivity of limited production items. All told, timer emojis, countdown clocks, buy now offers and other small indicators that time is running out drives people to buy.
Whether you choose to use one or all the methods mentioned on your website, it’s important to remember a few vital statistics presented by Madeline Jacobson:
88% say that detailed product content is extremely important in making a purchase decision.
94% abandon a site when they can’t find the information they need.
Whatever way you choose to implement the sales techniques, it’s essential to remember that high-quality, accurate and up-to-date product data is your silver bullet for increasing online sales.