The sales profession always changes and moves faster than ever before. As New Year’s Eve, this is particularly true for sellers to learn some smart tips and tricks during the rush and probably you can create a solid recipe to increase your sales performance.
No matter in what industry you work and what worked well for you several years ago is not critical for today. Now it is a high time to sell. Everything is changing and we should learn to be open to new changes and improvement of your sales performance.
This is a time to be a weight off shoulders and cut down your cost of selling. Here are 6 smart tips and tricks to boost your sales performance.
1. Get product reviews
As you know that the power of product reviews plays a huge role in online business. 88% of people read and trust online reviews as well as personal recommendations. The pages with good customer reviews cover 58% more visitors than those pages without online reviews. This approach will help search engines refer to your website and make it easier for clients to get what they need.
90% of Amazon buyers read reviews before making a crucial decision. Amazon prioritizes an importance of seller performance, especially your top products are in the top positions.
Make sure that just 40% of customers form an opinion about the product after reading 1-3 reviews. To make them get quick sales decisions, you can build up a list of review websites or write a list of review where you can mention your product. For example, you sell online mattresses, you can create a post that shows 10 best mattress reviews, including your one in the top.
On Christmas eve, you can write top reviews related to certain holidays. For instance, Sleep Junkie published a post about Best Black Friday Deals on Mattresses.
Video reviews can also work wonders, increase CTR by 65% and reduce the number of unsubscribers by 26%. If you know customers that have liked your product, you should go to them and get a free video review like Rosenfeld Injury Lawyers did on the website.
Getting product reviews on your website will help customers make a buying decision and improve your engaging experience with them.
2. Keep an eye on long-tail keywords
For highly competitive services and products, using the exact keywords is crucial to your organic SEO efforts and successful sales. Keywords help you define how frequently your website will appear in search results, especially when a potential client is searching for a service or product on your website.
Today long-tail keywords help your customers be much closer to a sale and make a right buying decision. For example, “women’s boots on sale” is a highly targeted search phrase than “women’s boots”. If you decide to use this long-tail keyword, you can drive and convert consumers who are ready to buy.
There are different tools like SE Ranking and Google Keyword Planner that help finding profitable keywords for your online business. As soon as you discover the competition and popularity for a certain keyword, you can work on the list of target keywords for your website.
Now search engines always show products to customers based on their search queries that they are looking for. Right keywords are important for the success of your e-commerce website.
3. Create Unique and Rich Product Descriptions
It’s no surprise for everyone that search engines prefer unique and relevant content. This is a very time-consuming way, especially for e-commerce business. For this reason, they prefer using duplicate descriptions provided by manufacturers. Hence, you are in danger of being filtered by search engines because of plagiarism.
To avoid uniqueness, you should create unique and relevant product descriptions and write all important information about your products to encourage customers to make a purchase from you.
Product descriptions should be minimally 300 words, especially if you have online store and sells the same products year after year. Try to use lots of keywords and phrases related to your product. You can use LSI keywords for making synonyms and associated words.
The key output is to ensure search engines that your website provides unique content on every product page that helps customers land out there.
4. Optimize website load speed
Website load speed plays a crucial role in search rankings and exerts a good effect upon conversion rates. Based on the Akamai and Gomez surveys, half of visitors wait a website to load for 2 or less seconds , and they prefer leaving a site if it isn’t loading in 3 seconds. Good site load speed is important for e-commerce websites. Amazon puts much attention to this factor as one-second delay in website load speed would cost a company $1.6 billion in lost sales per year. 79% of website shoppers never return to the website by reason of a poor shopping experience online.
Clearly, most online shops and businesses should pull socks up into optimizing website loading speed. You can easily check your website’s load time with Pingdom that helps reveal all possible drops in site speed and evaluate how long a site loads.
5. Offer discounts
If you really care about your e-commerce conversion rate, using different discounts can be a good way to increase your sales performance. Daily deals and seasonal discounts can make your product the number #1 in your category.
As you know Amazon has special sections under the “Hot Deals” and “New & Noteworthy” categories that can generate much traffic. Posting your products in related categories can give you much exposure on the page and allow your potential clients view offerings at a glance and encourage them to make a purchase.
6. Interact with Customers on Social Media
Social media presence is important for your sales performance. Actively engaging with your users can increase your brand awareness and strengthen your customer relationships. The most effective way to interact with your target audience is to publish unique and interesting content that can intrigue them and share it in social networks.
Similar to point number 5, you can make different contests and special offers, and offer discounts to the winner. Make sure that every share on social media is a free advertising and the chance to build a strong relationship with potential customers.
The Bottom Line
Using these smart ways effectively and consistently over time can help you improve your sales performance and gives a good grounding in the successful e-commerce business. It means that your website gets a good online visibility among your competitors and you are doing well to gain over clients trust and satisfaction with your service.
Personalizing online content often means creating stories that make people feel connected to a business or product. However, while it may be easy to make up stories that help people feel connected, creating an audience might be a bit more difficult.
Creating online content is like standing on a stage at a talent show. The different audience members like different kinds of acts. Some prefer music while others want to watch magic. The internet is similar to this since you are trying to draw in a multitude of diverse interests.
Finding ways to grab people’s attention can seem difficult and frustrating. However, with the right approach, any business can create a new audience, the key is to create a musical magic act.
Make your website mobile friendly
Most people read website on their phones or tablets while they’re on the move. Making a website mobile friendly is one of the easiest ways to create an audience for your product or service. In addition, Google made mobile-friendliness a ranking signal in April 2015.
- Find a conversion platform
- Use mobile plugins
- Use a web design that is responsive to mobile
Use the right hashtags
Customers looking for products are going to be searching under hashtags. Think about the diversity of your customer base. FM Digital Group suggests marketing to multiple demographics can expand customer base by thinking of different categories of hashtags that can help.
For examples, just because you are a nail salon doesn’t mean that your manicures are just manicures. When tagging the designs on Instagram, go beyond the traditional nail art tags and decide how to market the actual designs. Think about the cross postings that hashtags can give across multiple social media sites.
Choose the right social media channel
Different social media networks offer different audiences and opportunities.
- Facebook has the broadest range
- Twitter works best for moving information quickly
- Pinterest’s users are primarily women and works best for DIY projects, fashion, exercise, beauty, photography, and food
- Instagram which is entirely pictures and video works best for food, art, travel, fashion and other products that are visually appealing
- Tumblr is mostly young people with half its visitor base under 25, but if your product is a niche product, this where the audience lives
Find your influencer
Influencers vary by business, but each can become your brand ambassador. In your industry, think about the voices. Building a relationship with one of them might be the best way to build an audience. This strategy takes time. To make it work, you need to build a genuine relationship based on mutual respect and understanding. If it’s not real, neither the influencer nor the audience will stick around.
Read what others are talking about
Be involved in the conversations that others are having about your industry. Follow up on your competitors to be just as involved as they are. Competitors are just other people with the same audience as you. This means that the customers you want to engage may be engaged with them. By analyzing where your competitors find their audience, you can find your own.
Building an online audience sounds daunting. However, in the same way that the musician at the talent show is able to get the music fans to applaud a good show, so can you become capable of establishing a name for yourself.
Image source: Pixabay
As a small business owner, or solopreneur, you’ve heard that content increases website traffic,and maybe you know that it also helps build brand trust and credibility.
And although you may be keen to try it for yourself, you’re looking for some kind of reassurance that after all your hard work, it’s a viable ROI.
In the case studies to follow, all three companies were young startups that decided to do things differently in order to get the edge over their competitors. Using content as their primary marketing strategy, they experienced tremendous results that enabled dramatic growth.
Have a read. Be the judge about whether content is a good ROI or not.
Case study 1: Turned problem into a solution with online course content
End result: $20K in 5 days
Company: Design Pickle
Design Pickle, founded by Russ Perry in January 2015, offers a flat rate per month for an unlimited amount of graphic designs. Most large corporations have their own graphic designers, so this company’s clients are predominantly small businesses and solopreneurs.
Most small business owners don’t have a content design strategy in place, and therefore, the customer retention rate for graphic design services in particular is generally low. What Perry found, was that once clients received their designs, they would cancel their monthly subscription.
Design Pickle needed a way to grow and to educate its clients on marketing strategies.
Enter Pickle University online courses. The courses, hosted by Kajabi, an all-in-one marketing tools third party online course platform, allows Design Pickle to upsell and bundle services for discounted prices, and is used as a lead magnet to secure new, and empowered clients.
The launch of the first course brought in $20K within 5 days from pre-sale email marketing to people who were already on Design Pickle’s email lists. The key here, was that Perry identified a need; to educate clients on process and industry, and filled that need by providing online courses to help educate and grow the businesses of his clients.
By developing business and marketing courses, Perry is able not only to increase profit passively while still growing his graphics design business, but can also help his clients strengthen their businesses.
Image Credit: Design Pickle and Kajabi
Russ Perry (back, middle) is the founder of Design Pickle.
Original source of case study: Kajabi
Case study 2: From outbound to primarily inbound
End result: 6 X boost in website traffic and 4 X more customers
Industry: Software developer for health industry
Glofox is a startup founded by Conor O’ Loughlin and Anthony Kelly in 2014, and experienced rapid growth with its software developed for gyms and fitness studios. The problem was that the direct sales strategy they were using to acquire customers, was costing too much. Their approach required the use of too many complex systems which were not playing nicely together.
Image Credit: BusinessAndFinance
The founders of Glofox: Conor O’ Loughlin and Anthony Kelly.
O’Loughlin and Kelly decided that they needed to attract customers to their website instead, by creating an inbound marketing machine. Using HubSpot, they set up a blog, created landing pages for targeted traffic, optin forms and smart call to actions. They say that by using content, they “are positioning ourselves as industry experts and thought leaders in our field; we blog constantly, we have a weekly podcast and we produce ebooks and user guides.”
Similarly to the first case study, the founders of this company say that creating personas was a vital part of their inbound strategy.
Since the swap from outbound to inbound marketing, Glofox has experienced a 6 X boost in traffic, and has 4 X more customers.
Original source of case study: HubSpot
Case study 3: Infographic backlinks strategy for new blog
End result: Website traffic increase of 963% in 6 weeks
Company: ChewieSays (now HerePup)
Perrin Carrol, who started the ChewieSays blog, identified an opportunity in the pet niche, after noticing that there were not a lot of smaller pet sites providing good content, and that a handful of big pet sites were completely dominating the Internet.
Carrol needed a strategy to compete with the handful of some seriously big competitors in the niche. To go up against them would entail producing some brilliant content, and promoting it in order to get quality backlinks to his site.
What Carrol did (and this is key), was to identify what was proven to be important to his target audience, and create an infographic around it. Doing his due diligence, he came up with the topic of “ways that pets improve human health”.
Armed with the 22 points gathered from his research, he hired a freelancer to design a pretty basic infographic to use as “bait” for authority websites, in order to get quality backlinks to his site. The link to the ChewySays website, was placed into introductory content on the infographic, which is good for SEO.
Finding prospective blogs in the niche that might have been interested in publishing the infographic, he contacted 92 bloggers and got a positive response of 5.4%.
Once those bloggers confirmed their interest in the infographic, Carrol removed as many barriers as possible, to make sharing the content easy.
The end result was eight niche-related, white hat backlinks which provided a dramatic surge of traffic to his new blog.
Image Credit: Backlinko
The infographic that sparked traffic to a new blog.
Original source of case study: Backlinko
Three startup companies achieved dramatic results, all from using content as their primary marketing tactic. In summary, here’s what they did and what happened:
- A graphics design startup launched online courses as a way to grow, and to educate clients. Proving the need for the online courses, was the $20K that was generated as a result.
- The cost to acquire clients was proving too expensive for a software developer company, and the founders decided to switch to a primarily inbound marketing strategy, seeing a 6 X boost in traffic and 4 X more customers.
- The founder of a brand new pet blog, needed a way to compete with major sites that were dominating the industry, and with a cleverly designed infographic, received eight quality backlinks, boosting the traffic by 963% within six weeks.