10 Reasons Why You’re Failing At E-commerce (And How To Change It)

In this day and age of the internet, everyone is talking about “social media marketing” and e-commerce…

… however, there are few that seem to get it right.

While we’re sure you’ll be aware of some of these strategies, we think there will be some others that you might not know about.

Our hope…

…is that by the time you’re done reading these 10 tips, you can implement these strategies and turn your site into a MONEY MAKING MACHINE!

 

1. You have no Statement of Value

What is a Statement of Value (SOV)?

It’s something that let’s people know why they should buy FROM YOU.

It’s not “We’ll care more than the next guy” or “We have the lowest price” it’s something unique that you can provide better than any of your competitors.

The formula you want to use is something like this:

[PRODUCT] enables [CUSTOMER] to experience [X].

So if you were a pizza joint it could be:

“Intelixseo Pizza enables our customers to experience the freshest, locally sourced ingredients on the greatest tasting pies in the Midwest.”

Nothing has to be mentioned about price, however, you might want to.

It’s just a statement that makes a claim we believe in and communicates that to our customers.

 

2. Hello from the Owner

The days of “faceless commerce” are dead.

Future customers want to know who they’re doing business with and what’s important to them.

If there’s not a message from the owner (video is best) your site won’t be converting at its optimal levels.  Tell them about your mission, why you started the company and your vision moving forward.

People buy products but they’re passionate about a cause. 

How can you turn your business into a cause?  Even if it’s about making the best pizza from locally sourced ingredients.

 

3. No Reviews

When is the last time you went to a site and bought something without looking for a review?

Never?  Didn’t think so.

Thanks to sites like Amazon (well…actually exactly Amazon) consumers are addicted to reviews.  If you don’t have any, you’re already behind the curve.

The more reviews…

…the better and they don’t have to be 5 star, as lower ratings give authenticity to the “Reviews” section.

Consider a rewards program to encourage your customers to write something for you.

If you want to go “next level” (as the kids are saying these days) get a video review and really pump up your incentive.  This allows you to get user generated content for a fraction of the price and encourages them to buy from you again!

 

4. Google UTM Codes

Uh oh.  Never heard of these?  You’re in trouble.

Heard of these but aren’t using them???  Time to get to work.

Officially known as a “Google UTM Tracking Code” these are little snippets that you put into your URL that let’s Google analytics know where the traffic came from as well as what campaign directed it towards you.

Why do you care?  Because if you can track where people have been, you can tell what they’ve read and can craft your message accordingly.

Going back to our pizza example…

…if someone has seen our great selection and our weekly offers but hasn’t purchased we can send a message to them referencing what they’ve already seen and it might look something like:

“You DON’T want to eat the most delicious pizza to ever touch your lips???”

Then you can go on to reiterate how your suppliers live to provide the best ingredients to maximize flavor and finish with a certain percentage off – not much, but enough to get their attention.

We typically like 10%, however, you know your market and where your “sweet spot” is, use your judgement.

 

5. No Video

Do you have video on your website?  No?  Well guess what?  You’re in big trouble.

Why?

Because people that view videos are 174% MORE LIKELY TO BUY!

That’s a HUGE number and how can you pass that up?

We’re not looking for “professional level” quality, just something that’s nice and talks about the product (and ownership benefit) and what people can expect.

10 Reasons Why You’re Failing At E-commerce (And How To Change It)

 

6. Message is in only one format

How do you best consume information?

Do you think everyone learns the same way?  My guess is that you can easily remember movies or podcasts but then might have a harder time remembering quotes of something you read.

People want to have the same information given to them in multiple formats.

Namely – images, video, and text.

There will always be a certain percentage of your audience that will prefer one medium over the others.

Fulfill this need and watch your conversions skyrocket.

 

7. Not Optimized for Mobile

Did you know if your site isn’t optimized for mobile you’re actually being PUNISHED by Google?

You can have the best product in the world but if you haven’t evolved, you’re in trouble.

But it’s not just that you’re punished in the rankings…

…it’s that 33% of people that showed interest on mobile convert on a desktop or laptop computer.

Who wouldn’t love to have a 33% bump in sales?  It might be work, but it’s work that’s worth it!

If you’re not optimized for mobile, enjoy the two-fold benefit of better rankings and higher sales!

 

8. Overcoming objections

Everyone understands that the default response when asking for the sale is “no” and that humans (for the most part) hate change.

But did you know that someone’s objection isn’t rooted in the doubt of your product (if you’ve shown that it’s good), it’s that your prospect doubts that it will work for them!

That piece of information should fundamentally change the way you handle objections because it shifts the focus away from your product to your prospect.  It also helps you understand how you can remove as much risk as possible for them in the transaction.

 

9. Your return policy is inadequate

Look.

I get it, business is inherently risky and once the sale has gone through, you want to make sure that people don’t come back asking for a refund – and to ensure this, you have a return policy that spells out what has to happen in order for you to process a refund should they want one.

If that’s how you want to do business, fine.

But if that’s how you’re doing business because you don’t know any other way, it’s time to change.

Your return policy should be so simple a 3rd grader can understand it.

Think about this…

…if someone doesn’t like your product do you want them to go around saying how terrible you are to deal with or that “it didn’t work for me, but they were easy to deal with!”?

It is way more expensive to repair the damage of an unhappy customer than it is to refund them, just let them be on their way, and if nothing else, you’ve avoided a bad review.

 

10. You don’t isolate a single color to buy

This one might be a little more out there for you but great e-commerce sites (*cough* walmart.com *cough* *cough*) isolate the “Buy” button and make it a different color than everything on their site.

This trains your brain to look for that color when you want to buy and makes it more seamless within your subconscious.

If you have the same color anywhere on your site, get rid of it or change the “Buy” button color to something different.

You want your visitors to easily locate the button that let’s them buy from you!

 
If you need help implementing these strategies for a successful e-commerce, check out our Business Growth Formula.

 

 

If You’re Not Using Sales Funnels Your Business Is About to Suffer

Businesses without Sales Funnels…

…in the future will suffer if they don’t switch and use them!

There’s a conversation going on in your market – with your customers – about a specific problem, and many of them are looking for an answer to their problem.

A Sales Funnel allows you to easily walk your customers through a process to find their answer.

It’s not only engaging, but it also allows you the ability to collect new leads and show your customers you are the expert with the answer in the industry.

What exactly is a Sales Funnel?

A Sales Funnel is a buying process that allows your company to lead someone to understand what you have to offer and how it can solve their specific problem.

It helps them through the process of purchasing your products.

It allows you to generate more traffic to your website, engages your visitors, and offers them the ability to start to validate your solution as their possible answer.

There are 3 stages of a Sales Funnel:

  1. Awareness – brings your message about your product or service to your potential audience, creating new traffic to your website.
  2. Evaluation – allows visitors to engage with you and validate your solution. You can collect their contact information so you can take them further down the Sales Funnel process.
  3. Conversion – guides the warm lead, who gave you their contact information, through a series of engagements to confidently ask them for the sale.

Intelixseo Sales FunnelsThere are 4 offers in a Sales Funnel:

  1. Lead Magnet – collects a potential customer’s contact information in return for answering a specific question.
  2. Trip Wire – asks the customer to purchase a very low risk and low cost offer. Less than $10.
  3. Offer Your Core Product – asks the customer who took your trip wire offer, to buy your core offer.
  4. Return Path – once your customer has purchased your product, you can ask them to make another purchase. This increases the frequency in which your customer can purchase more products from you.

Sales Funnel Benefits

There are 4 benefits when using a Sales Funnel:  generating new traffic, collecting new leads, generating money through trip wires, and implementing a return path.

Benefit #1 – Generating New Traffic

Generate content that is engaging.

We say this ALL THE TIME (look through our other blogs and you’ll see it again and again) but how???

What are the top 5 questions people ask you when they find out what you do?

Write content around THAT.

Great ads are created by great content and that’s what drives traffic to your website.  Your content needs to be informative and offer your customer something they want and need.

Content builds your audience and customer base (email list), and keeps them engaged so they come back to you. Look at this case study and see how we generated more traffic.

Benefit #2 – Collecting leads

In the evaluation process you use a lead magnet to collect your customer’s information.

This is where you give them an answer to a specific problem they have.  They found you because they are looking for an answer from someone they can trust.

These are irresistible offers your customers can’t refuse and are usually somehow tied into the top 5 questions people always seem to ask you.

Benefit #3 – Generating money to pay for advertising

A trip wire is where you offer your new lead the ability to pull out their wallet and pay you a small amount to try your service or product.

This is the point in the process where you’ve changed your customer’s relationship with you…

…they’ve gone from a visitor to a buyer.

And the instant they become a buyer, they are significantly more likely to buy from you again rather than someone that has not.

The point of this transaction is not to make money from the customer –  it’s to simply pay for the ad cost that got them there!

This offer should add value to your core offer.

After they purchase the trip wire offer, they are moving down the Sales Funnel and now you are in a better position to ask them to purchase your core service or product.

Benefit #4 – Increasing sales frequency

This can be done many ways, but some of the most common growth tactics are retargeting, and email offers.

Emails are key because this is THE ONLY TRAFFIC SOURCE that allows you to easily push content AND OFFERS out to your customers.  It also allows you to segment your customers and craft offers based on the content they visited (or what they have purchased) on your website.

Sales Funnels are key to your revenue GROWTH!

If you need help creating your Sales Funnel as a way to collect new leads and show customers you are the expert in the market, we’re here to help you.

 

 

At Last, The Secret To A Solid Marketing Plan Is Revealed

Why should you care about a Marketing plan?

If you don’t…

…it will cause you to lose out on additional customers.

Or worse yet, not showing YOUR VALUE in your market!

And how do you measure that value?

With data.

At Intelixseo we measure data from every angle of your sales funnel – we start with collecting data on your audience and your competition online and finish by creating trackable metrics for every stage of your sales funnel.

There are 4 very important reasons why you want to have a solid Marketing Plan:

  • Expertise to understand your market/audience
  • Ability to track/measure your results
  • Knowledge to have a plan to improve results
  • Implementation of knowledge to create a Return Path to keep customers coming back

By having a plan, these 4 areas help you make sure your customers clearly know the value your company, products, or services brings to them.

Website New VisitorsHow will they know your value?

By speaking to the conversation they are having before even finding your products or services.

You answer the question that your customer is trying to find an answer to, and is valuable and specific with them.

Then it’s time to offer a solution to your market and create a metrics to measure it all.  Having metrics is the only way to determine if there’s a loss or gain on your ROI.

 
Offer them answers with your products or services, and get them to become a repeat customer.

Continual engagement in your customer’s conversation builds trust…

… and once they trust you –  they will keep coming back for more answers and services.

To be complete, your Marketing Plan must have:

  • a good statement about your company’s value about your product or service– (Statement of Value)
  • what you (as a company) do for your customers
  • a clear call to action for them

First, you must have a strong STATEMENT OF VALUE that explains your offer.

With a strong marketing plan, you know exactly what offer to make them that will ADD VALUE and the message to use to get them to respond.

How do you come up with a statement of value?

By simply running through these questions:

  • What is a client’s life like before they purchase your product or service?
  • What do they have currently that they’re looking to replace?
  • How do they feel?
  • What’s their average day like?
  • What is their status?

If you can easily answer these questions and show potential customers how you fit into this equation, you will have more leads than you can possibly handle.

Creating A Marketing PlanNext, what sets you apart as a company?  Everyone says they care about the customer, but is there an example of how you can show you care?

Is there a phone number where you can always be reached?

What about posting your cell number?

If you want to stand out, you have to think differently than your competition.

Finally, now that you have their information, you know they are interested in what you have.

Now maximize it…

…by driving your audience to take a clear call to action.

By offering value statements at the beginning of your Marketing Plan, all of these interactions and conversations help you build authority and trust with customers – which leads to more customers.

So…in summary…

…know your market, know what conversations are taking place, and then make a valuable offer.

Then improve upon the results.

 

Get it today and start growing your customer base.

How You Can Find Out Your Business Growth Potential Almost Instantly

You look forward to the day…

…your business expands, grows, revenue is up, and you have finally achieved success!

As an entrepreneur or business manager there’s so much to consider when running your business. That’s why, at intelixseo, we are giving you the Business Growth Formula – for FREE – to achieve your success.

 

Knowing your Business Growth Potential is essential to long-term success.

 

But understanding the mathematical formula is even more essential for expansion and growth.

Business Growth Potential

 

The formula is simple…

…step back from the day-to-day operations and look at the potential revenue each customer could generate.

→ Understanding how to optimize that revenue potential is the start for your overall business growth!

Besides the awesome formula we’re giving you, we’ve identified some other basic concepts to help you recognize your business growth potential.

 

Keep in mind – there are a lot of companies doing this and everyone has their own strategies, however, we found these three core strategies have had the greatest effect:

  • Increase new customers
  • increase sales amount
  • increase sales frequency

 

Increase New Customers

Most business owners try to attract as many customers as they can…

…but how do that they do that?

By trying to advertise louder than the next guy! This never works because people all offer the same thing (a small discount) or never set their product or service apart.

Provide your customers with VALUE upfront!

Sure… you probably talk about your products features and benefits – but what about the average day of your customer when they have your product? What about status? If you can effectively show how your product elevates your customer’s status, your number of new customers will explode!

 

Increase Sales Amount

Make sure your customers clearly know the value your company brings to them.

How…?

…By answering specific questions they are asking before they even find your products or services.

Your efforts should be focused on improving your customer retention by adding value to your core products or services –  which in turn increases the sales amount.

  • This can include new products that you develop, however, another successful (and incredibly profitable strategy) can be bundling your product with a suite of complimentary products.
  • This allows you to charge a premium, increasing your margin and making your customers happy by providing them with a premium solution to their original problem.

 

Increase Sales Frequency

Remember… that a single good customer can generate revenue multiple times.

Simply join the conversation that is going on in their head and mind already. Answer the question that your customer is asking and is valuable and specific for them.

Since the cost of acquiring a new customer has already been spent, you don’t need to try to create a new conversation with them!

These will be the cheapest sales you can make!

Offer them answers with your products or services, and get them to become a repeat customer.

 

 

Continual engagement in your customer’s conversation builds trust between you and them…

…we promise!

Once they trust you –  they will keep coming back to you for more answers, and in turn, more products or services.

 

If you’re serious about growing your business, take that next step and get the FORMULA, it works!

Following the formula allows you to increase your sales – and – the frequency in which customers return to you for more business.

Intelixseo

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