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How to Increase Ecommerce Sales Effectively in 2021?

September 3, 2021

10 Min Read
Increase Ecommerce Sales

This blog post is targeted towards only those ecommerce store owners who have been in the business for a while but still haven’t generated a decent number of ecommerce sales.

As a store owner myself, I often observe other ecommerce store owners brag about the number of sales they tend to generate daily. Meanwhile, it is fascinating, at the same time, it is disappointing for those store owners who are doing everything but are still unable to generate a tangible number of sales.

In reality, there is no hard & fast rule to get more sales on your ecommerce store. It all depends on the type of ecommerce store you operate, the audience you target, and the manner in which you operate your store.

Reasons Why You Can’t Increase Ecommerce Sales

Let’s go through the list and find out the reasons that hinder you to sell more of your products and services online.

1. You Are Targeting the Wrong People

One of the most important reasons as to why your store is not generating good ecommerce sales is probably because you maybe targeting the wrong market. Knowing how to market a product and who to market it to is very important. It is possible that people may not be interested in your products, or they are not your target market. You must keep all these factors in focus while marketing your products.

Whilst on the topic of lead generation, have you considered targeting high-ticket sales? Target high-ticket sales is a whole different topic. If you’re interested in knowing more about this then do read our blog post on “Why Focus on High-Ticket Sales/Clients?

“By knowing their audience, brands can design products and services according to their customers,” says Mary Haugh, vice president of strategy and account management of Little & Company.

2. You Have Not Properly Set up Your Sales Funnel

Another reason that may hamper your ecommerce  sales accounts to the fact that you have not set up the sales funnel properly. Most of the people coming to your website are unable to find the products they are looking for.

Here is how a typical user journey goes:

  • Visitor sees an advertisement/searches for a product
  • Visits the website for relevant products
  • Searches for the product on the website and then checks out its price
  • Likes the product and places an order

Now if the visitor doesn’t find the product on the page, he/she won’t take a step further. Instead, the visitor will likely click the ‘back’ button and move to another website resulting in more bounce rate and decreased rankings.

3. Customers Don’t Trust Your Website

If customers don’t trust your website, they won’t buy from you. It is the truth. Try to find out the reason behind the no trust. To address the trust problem, you must consider:

  1. Adding an SSL certificate to your website. SSL certificates ensure that your website is safe for transactions.
  2. Asking your customers to promote you positively on social media. They can give you a shout out, or add a positive review of your store on review rating websites.
  3. To ensure that you solve customer queries as soon as they post. It will reduce negative feedback against your online store.
  4. Your prices are just too high

Most of the store owners find it difficult to understand that selling a product for a higher price tag will not do the trick for them. The problem is that people will only buy from websites that offer products at a reasonable price. If someone is selling a product for a higher price than usual, people won’t buy from that online store. There are many price comparison websites available that customers use to compare the prices of products available online. They do all the research before buying any product. Make sure that the price tag on your products is just right.  Also, if you can, provide comparators or discounts whenever you can when a customer buys from your website. This will help you increase website sales.

4. Website Isn’t Properly Optimized or Is Hard to Use

Pay special attention to the user journey on your website. Research suggests that buyers are likely to pay more if they experience a flawless user journey on a web store. 57% of internet users held the opinion that they won’t recommend a business with a poorly-designed website on mobile, according to a survey conducted by Sweor.

5. You Don’t Have an Email List

Marketing experts are of the opinion that email marketing is still one of the best ways to increase ecommerce sales. However, the problem is that most ecommerce store owners don’t have an email list. They don’t invest in lead generation and solely rely on organic or paid channels. According to Finances Online, email marketing generates the highest Return on investment (ROI). If you are looking for different upselling techniques, building an email list gives you access to an exclusive group of people who would be interested in your product.

Campaign MonitorSource: Campaign Monitor

6. Your Customer Service Sucks

Online reviews can make or break your ecommerce business. If your customers are giving you a bad review, this means they are not happy with your service. You must interact with these customers and offer them an apology for the bad service and then ask them how you can satisfy them/what grievances they had? You can easily find customer reviews on websites like TrustPilot, HostAdvice, and many others. Simply search for “YOUR BRAND NAME” + Reviews on Google Search.

Cloudways hostadvice review Screengrab of Cloudways hostadvice review page

7. Shipping Time Is Outrageous

You may not be getting ecommerce sales because your shipping time is considerably high. Most people want to get their products within a day or two. Since Amazon offers prime delivery (single day delivery), people prefer its services. Unless you are shipping products from China, your products should get shipped in less than a week.

Make sure to mention clearly all the shipping details on the checkout page, and on the product description page so that people know when they should expect to get their desired product.

If you are wondering how to increase online sales, you need to first solve these problems. If you can cut these problems out, it will automatically boost ecommerce sales.

10 Best Ways to Increase Ecommerce Sales Fast

Now that you know about the common reasons that contribute towards decrease in online sales, here are some ways you can increase ecommerce sales on your stores.

1. Build Trust of Your Brand

Check out some of the tactics you can use to build trust amongst the customers about your brand:

  1. Improve the quality of your products. Sell what your product description says. This indicates that you are honest with your customers.
  2. Keep customers engaged on your social media pages. You can conduct webinars, shoot live videos of your warehouse/office, and initiate sweepstakes. All these activities help you engage your customers.
  3. Share user-generated content on your blogs, social media pages, website. These can be testimonials of your products or tweets of your users who had a wonderful experience shopping from your web store.
  4. Ask users to provide an honest review of your service on review & rating websites.
  5. Choose reliable hosting for ecommerce that is optimized for quick load times.

It is always better to have knowledge about business governing laws of different countries before you market to them. Following compliance requirements will only help you boost ecommerce sales.

2. Set Your Prices Right

Now that you have built some trust, people will visit your online store. It is time you set the right quotes so that these people can buy from your store.

  1. Learn about the cost other stores are charging for the same product. Maybe you can leverage cost as your unique selling point.
  2. Change your wholesaler if he/she is selling the product for a higher cost. You may have to search the market for this but it will be worth in the long-term
  3. Consider decreasing shipping prices or providing free shipping if people spend more than a particular amount on your store, let’s say $100.

3. Create a Unique Selling Proposition (USP)

Ask yourself the following questions:

  1. What makes you stand out from the rest of the online stores?
  2. What is your product’s cost?
  3. What is the product quality like?
  4. What type of customer service do you offer?

Now capitalize on these points.

Sometimes you don’t even realize what your USP is. If that is the case, visit the review websites and see what your customers are writing about you and what keywords they are using. These are the keywords that describe your service to your audience. Use them in your marketing material as they are the WORDS of your CUSTOMERS.

4. Optimize & Split Test Website

You only have 15 seconds to grab the attention of the user. If you can’t, you lose them. This is called the 15-second rule of website usability. The second most important rule of conversion rate optimization (CRO) is the 3-click rule. It says that a site user should require only three clicks to reach the checkout page. Make sure that you optimize your website according to your needs.

5. Offer Exceptional Customer Service

People are more likely to buy from those companies that resolve user complaints efficiently. That is why your store must offer effective customer service to your customers. You have got some work to do:

  1. Add Live Chat option to your ecommerce store.
  2. Allow chatbots to answer most of the questions people ask. This will decrease the number of chats you have to answer manually and increase the number of orders you get.
  3. Send personalized email messages to your customers and reply to them immediately in case of complaints
  4. Use 24/7 phone support as it can increase the trust factor for your store.

6. Decrease Shipping Times

What do people do when they don’t receive their orders on time? They have a few options. They can cancel their orders, charge back their credit cards, or post a negative review about the ecommerce store.

In ecommerce, shipping times play an important role in your store’s ratings. You must ensure that you dispatch orders in quick time. You can reduce the number of late deliveries by:

  1. Providing free shipping. Your customers should have the option to choose the type of shipping they want. If they want faster shipping, they should pay more for it. Otherwise, they can always opt for the free shipping option.
  2. Using third-party logistics (3PL) to handle your store’s logistics and delivery operations.

7. Create Unique Copy

Writing unique copy is very important to increase online sales, and will help you distinguish your business apart from others in the same market. Companies like Apple are able to set themselves apart because of their copywriters. By writing engaging taglines and content, they create a brand identity that’s different from the rest. Here are some tips for writing unique copy that will help increase online sales:

  1. Incorporate the right keywords.
  2. Make sure you follow a consistent brand tone.
  3. Play around with words. Don’t be too restrictive with content.

 8. Show Off Testimonials

Apart from building trust with your brand, it’s also important that you show off testimonials on your website. It’s a fantastic way to show off your company’s performance and make people aware of the quality of service that you offer.

9. Provide Multiple Payment Options

Apart from building trust with your brand, it’s also important that you show off testimonials on your website. It’s a fantastic way to show off your company’s performance and make people aware of the quality of service that you offer.

10. Take Top-Notch Product Images

Taking high-end product images is critically important to boost ecommerce sales. If you want to increase online sales, you should always take high-end ecommerce product images because that inspires confidence amongst users. It’s important that you take high-end imagery in order to make sure that your products present themselves in the right manner. This is going to help you promote your products in the right light. This will help you boost ecommerce sales dramatically.

Experts on Why Ecommerce Stores Don’t Get Sales

This article would not have been complete without the comments of other ecommerce store owners. Let’s read what solutions they used to generate more sales on their stores.

1. You Don’t Offer Exceptional Product

YungiChu, Product Owner, HeadsetPlus.com

The major reason an ecommerce store does not get sales is because it is not able to meet the market demand. In today’s hypercompetitive online ecommerce space, one would require a massive budget to go all out on marketing channels. This includes a top notch store, competitive pricing strategy, a unique high demand product, and the patience to hold and test your winning strategy.

2. Your Store Doesn’t Get Traffic

JohnFrigo, CEO, My Best Price Nutrition 

The most obvious reason your store is not getting ecommerce sales is because it isn’t getting traffic. If you have less than 10 visitors on your store per day, the chances of you converting a sale are very low. In the case of dropshipping, if you are selling the same products others are selling from AliExpress, you won’t be able to sell more of it as the competition is tough.

3. Site Issues or Bad User Experience

DavidHoos, CEO, The Good

When ecommerce websites have trouble generating ecommerce sales, it’s likely due to a few core site experience issues.

  • Your value proposition doesn’t explain your focus area in the first 3 seconds.
  • Your site navigation is poor. Site visitors have trouble narrowing down their search quickly.
  • They’re not given enough info on the products. If they can’t get the details they need, they’ll look for it elsewhere.
  • You haven’t reduced enough of the risk.What is your return policy if the product isn’t the right fit? Is their credit card info secure? You need to instill the same confidence your customers would have had if they walked into a retail store.
  • No value proposition

CallowayCook, CEO, Illuminate Labs

Many ecommerce stores fail to generate sales upon launching their store. This is because they don’t properly explain their value proposition to the customers. If a customer views your product page, they should know exactly what makes your product and brand different from the competitors.

4. Wrong Target Market

Julie Starr, All About Self Employment

Most stores don’t sell well because they either aren’t driving any traffic or they are driving the wrong people to their site. I will tell about my store. What makes my own store successful is that I focus on driving targeted organic traffic. This type of traffic is more likely to convert into ecommerce sales.

Here are the multiple ways I recommend to drive organic traffic:

  1. Optimize your Pinterest account.
  2. Write blog posts that solve a problem for your audience using your product.
  3. Pay attention to your SEO.
  4. Email market using specific segmenting.

5. Care About Site Content

PeterWilfahrt, Versandgigant

The biggest mistake we see often is that site owners don’t care about the content. However, users and do Google care. If you’re in the dropshipping business, create appealing product images and product description. If both resonate with your visitors, you’ll easily convert them into shoppers. Moreover, to measure, track, and improve the behavior on your site, you should use Google Analytics.

6. Start with the Basics

StefanStonem, Manager, PayKickstart

The reason your ecommerce store isn’t making ecommece sales is sometimes hard to identify. However, it’s always best to start with the basics. Ensure that you have high quality product images and descriptions, an easy navigation, and search function to find what your customers are looking for. Set product prices that align with the market and customer value, and offer a simplified checkout experience. The other side of the equation is from a marketing standpoint. Are you targeting the right customers? Are you providing adequate customer support? Do you have a lot of negative reviews and ratings? Are you not maximizing the lifetime transaction value of the customers you do have? So step one is identifying the problem so that you can create an action plan around fixing it.

7. Make It Easy to Decide

AlexKehoe, Caveni Digital Solutions 

Customers can easily make judgments about how well a website is maintained. So, offer them content that prepares them to make a purchase decision easily. These things are often viewed as more subjective and not universal. However, these are necessary metrics in the digital world, so make sure you follow them.

Bottom-Line

That’s everything you need to know about how to increase ecommerce sales.  We have discussed everything from low traffic to unique value proposition. There are plenty of sales software programs that you can use to boost your revenue.

Just remember that increasing the number of orders you get on your ecommerce stores is a gradual process. You won’t see a change in a day or two. However, you will see a significant increase in your store’s order volume if you follow the tips we have mentioned in the article and remain dedicated to your store.

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Sharjeel Ashraf

Sharjeel loves to write about startups and ecommerce. In his free time, he is on the road or working on some cool project in his den.

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