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Wendy Montes de Oca

Muscle Marketing

By Wendy Montes de Oca

About Wendy

Often referred to as the "marketing maven" by industry peers, Wendy Montes de Oca, MBA has nearly 20 years of experience in marketing, media, and publishing with expertise in multichannel, direct response, and Web marketing. Wendy has generated more than $150 million in total revenues for Fortune 500 companies, top publishers, consulting clients, and her own firm, Precision Marketing and Media, LLC. She is the creator of the groundbreaking SONAR Content Distribution Model and author of the best-selling book Content Is Cash: Leveraging Great Content and the Web for Increased Traffic, Sales, Leads and Buzz [Que Publishing, Paperback].
 

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Boost Your Website Sales: 8 Simple E-commerce Tips That Really Work

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OK, so you've won half the battle. You're driving traffic to your site. Now what? How can you get your visitors to convert?

This is a challenge that most every website that sells a product faces. The following are some tried and true tactics that, over the years, I've seen make a difference. Some may seem simplistic, but they DO most definitely impact your online conversion rate.

Here are a few things you could do to boost online sales and gain loyal customers. These can be applied and refined for most any business, industry or niche:

1. Make Sure Your SSL Seal And Other Consumer-Trust Logos Are Prominent. SSL or secure socket layer is a sign that the site is encrypted … that the information consumers enter, such as personal and credit card information, is protected. Most e-commerce sites must file for an SSL certificate from vendors such as VeriSign, GoDaddy, eTrust, TRUSTe and others. It's a good practice to display the vendor's logo on your order page, as well as make sure in the browser window the "https" or image of a lock is present. This is a clear and comforting sign to consumers that they can order online with confidence. Other logos that are in plain view and are anchors on each page of your website can also instill confidence with potential buyers. Some may require membership or purchase, when applicable, and may include Better Business Bureau ("BBB"), PayPal Verified, Authorize.net Verified Merchant and virus protection software (i.e. "McAfee Secure"). Also, if you accept credit cards and have a money back guarantee, there's nothing more powerful than strong, eye-catching graphic image icons, such as "100% Money Back Guarantee" or "We Accept All Major Credit Cards" (than have images of Visa, Mastercard, Amex and Discover).

2. Encourage Online Sales vs. Other Response Mechanisms. Offer special "Internet Only Pricing" to customers. It could be a discount of 5 percent to 10 percent if they order online versus by phone, fax or mail. This reduces any potential overhead costs for staffing fees, such as telesales or order entry personnel. These Web-only specials can be highlighted on your homepage via a banner ad, as well as on your product pages near qualified items.

3. Offer Free Shipping. Many e-tailers already factor all or a portion of shipping into the retail price of an item as part of their COGS (cost of goods sold). If you are truly offering free shipping, already factored shipping into the product's cost, or are simply having a limited time free shipping special—if you're offering it, mention it—big and bold on your home page. Free shipping offers have a huge psychological affect on consumers when they're comparing competitor's products and websites. In addition to product quality and value, offering free shipping can make all the difference regarding the final purchase decision.

4. Use Buyer Feedback To Your Advantage. Have an area on your website or indicate next to select items "Customer Favorite" or "Hot Item." Also, have some glowing customer testimonials or reviews next to the product itself for potential prospects to see. Sites like Amazon, Babies"R"Us and others are pros at this strategy as well as using ratings and 'Likes' to convey a product's popularity. Consumers like to feel good about the item they are about to purchase. as well as see that it's popular with the masses. Seeing a great testimonial and knowing that others purchased the product provides validation and a feeling of comfort to a consumer. In addition to helping the conversion rate, this tactic also helps reduce buyer's remorse and product returns.

5. Advertise Products in Google Shopping (formerly Google Product Search, and before that, Froogle). http://www.google.com/shopping is a free product information platform from Google where you can post a single item or submit a data feed. Your products will appear in Google Product search and may also appear in Google.com search results, depending on keywords used. This is simple and easy way to increase your product's visibility and market share.

6. Make Sure Your Product Pages are Optimized for Search Engines. Sounds obvious, but many folks overlook their catalog and product pages. After doing some keyword research on actual search behavior for your product, refine your meta description, meta keywords and title tag of your product pages. This will help consumers find your product in the organic listing of search engine results.

7. Have a Special Coupon Code "Call Out" On Your Home Page. This is a best practice with online fashion retailers who typically have a banner ad or interstitial ad on their homepage stating something like, "Summer Blow Out Sale, Use Coupon Code 1234." But this concept can be applied to virtually any industry. This is another great way to offer a special discount for your online customers that makes them feel good about the purchase. You can also encourage viral activity by having "forward to friend" or "share" create viral marketing. Make sure to have some great intro copy mentioning how customers should "pass on the great savings to friends, family and colleagues."

8. Consider Payment Plans. For higher-ticket items, consider setting up extended payment plans that allow customers to pay for an item over a few payments. HSN.com and QVC.com have mastered this. If an item is, let's say, $200, you might want to offer a flex pay option of "6 easy payments of $33.33" that is conveniently auto-billed to their credit card. Just be diligent when calculating your payment prices, as well as creating your return/refund policy for these items. The general rule is that your actual production costs/hard costs should be covered in the first one to three payments.

It's all about being strategically creative and taking the consumer's point of view into account regarding e-comm strategies. Remember to keep testing methods that help improve sales and drive prospects to your storefront.

Make note of when you implement new tactics and then after a month of being live. Compare sales results year-over-year to see if your efforts had made an improvement. I'm confident that you will see a positive difference in your online conversion rates.

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