Boost your online sales this Holiday | Part 3: Recharging your online sales funnel

Welcome the finishing line of the Boosting Your Online sales series.

Without dilly-dallying, you rolled up your sleeves and went for it: updating your negative keywords list, tuning up your targeting, crafting different ad copies. Next, you ran several A/B tests on your website to determine which CTA will convert better. And, before long, you started noticing a spike in your conversion rate. Good job. The last lesson to learn is that your online sales funnel is not a one-way street

That’s right. There are ways to convert even the tough bunch who initially abandons before buying. And according to research, we’re talking about a staggering 70% of your visitors.

Recharging your online sales funnel, Tip 1: Use Exit Intent Popups

Invented 2012 by Ryan Urban of Wunderkind (ex BounceX), this comely little nugget lets you anticipate if the users are about to abandon your website and gives them a reason to stay before they lose interest.

Exit intent message pops up when the user moves the cursor outside the upper page boundary. What you usually communicate through the pop up is:

  • Offer a discount code for customers 
  • Ask them to leave their email address 
  • Open a chat or request a callback with a sales representative 

A word of caution: exit intent popups can become too irritating if overused. Also, steer away from implementing them on mobile because Google recently announced it would penalize popups on mobile displays. 

But if implemented correctly, they can yield anywhere between a 5 and 10 percent increase in conversions.

Recharging your online sales funnel, Tip 2:  Back to ads. This time, a bit differently

Our online purchase journeys are not linear. We all search for information without necessarily wanting to buy at that very instant. Or we get distracted by life’s other chores. Google knows this. That’s why it launched remarketing ad campaigns, which leverages user data, combined with its vast network of partner websites.

Remarketing isn’t an irritating practice. Done with wit, it allows you to stay top-of-mind with people who have shown some interest in your offer so that when they’re ready to buy, you’re the brand they think of. 

Recharging your online sales funnel, Tip 3: Build an emailing list

A ‘no’ from a user usually means ‘not now’, and not ‘not ever.’ Building an email list, whether through an exit intent popup or a call-to-action at the bottom of the page, is an vital source of your future revenue. 

As things stood at the beginning of 2020, email marketing retained a respectable conversion rate of over 15%. It still beats social media marketing with an ROI of 4400%. In simple math, it means that you get $44 in return for every $1 spent on email campaigns.

Wrapping it up

2020 is coming to an end, but the tsunami it caused in customer buying behavior is here to stay. By investing in smart ad campaigns, optimizing your website’s interface, and harnessing the power of recycling your sales funnel, you’re getting your business ready for the new normal.

 

 

 

 

 

Boost your online sales this Holiday | Part 2: Conversion optimization

Welcome back to our Boosting Your Online sales series.

Last time, we walked you through the nuts and bolts of generating traffic: improving your ad spending and click-through rates.

In today’s article, we look at the second step of the online buying journey: what happens when the visitors land on your website. The website experience will greatly influence the final sales conversion rate, so make sure you tick off these key tips.

Online Sales Conversion Optimization Tip 1: Measure your loading speed

Time is money. Nowhere does this saying hold as much as in the e-realm. You’ve crafted the best ad copy and tweaked your targeting settings. But if your page takes longer than three seconds to load, you’ll lose the customer. 

According to a trusted source, a one-second delay in page load time will get you:

  • 11% fewer page views
  • 16% decrease in customer satisfaction
  • 7% loss in conversions

Here are some tips to improve your page load speed:

  • Compress files that are larger than 150 bytes with tools like Gzip
  • Increase browser caching time
  • Use a content distribution network (CDN)
  • Optimize your images

Online Sales Conversion Optimization Tip 2: Remove unnecessary clicks

Imagine this: you’re surfing the web, click on an ad promising 25% off and a 3-day delivery on a microwave you’re looking for—only to find yourself staring at a screen promoting a 20% discount on a fridge. Customer lost, cost-per-click wasted.

Once the users land on your webpage, you have to make it as easy as possible to find what they’re looking for. Too much navigation will make them abandon your page.

So when you set up your ad links, make sure they link to the relevant product page, not on the homepage.

Online Sales Conversion Optimization Tip 3: study the customer’s behavior

By that, we don’t mean you should grab a book on sales psychology.

Users leave a ton of insight when they land on your website. Some of it is implicit. For instance, how do people scroll around your page? Where do they hover over with the mouse? Which piece of content do they spend most time reading?

To understand these metrics, harness the power of heat maps. You’ll dip into a well of knowledge that will help you optimize your website’s content to make it easier for the user to reach the goal.

Here’s a list of great heat mapping tools out there:

Final Sales Conversion Optimization Tip: don’t assume, test

Once you’ve figured out where the customer journey breaks, you might come up with different hypotheses to fix it. Would a red button do better than the blue one? Should you put a strong action verb in the CTA or opt for a softer “discover more” shout out?

Well, why choose when you can test both? Unleash the power of A/B testing tools and let the users choose the winning postulate. Here are but a few tools we like and recommend:

We hope these online sales conversion optimization tips will help you tighten those loose ends and improve your website sales performance. Tune in next week, when we’ll share some final tips on that to do with users who, despite your optimization efforts, decide to leave without buying.

 

 

Boost your online sales this Holiday | Part 1: Optimize your online ads

2020: what a year. Our lives, our work turned upside down and inside out. Business hasn’t been easy for many. But there is a glimmer of hope—and it smells of eggnog.
According to Deloitte, this upcoming holiday season will help reverse, if only briefly, 2020’s dire drift. The consulting giant predicts a 1% rise in sales during the holiday time. But there’s a catch: most of the shopping will done via online sales.
So if you have been reluctant about it, now is the time to give your digital activity a big multivitamin gummy bear.

In this 3-part series, we’ll talk about how you can optimize your three major touchpoints, namely:

  • Your online ads
  • The webpage your customers land on
  • The moment they decide to leave, alas, without buying

Ready to roll up the sleeves? Let’s look at the first touchpoint: your ads strategy.

With online ads, you’re paying for every click or display. So don’t fall into the “the more, the merrier” trap. What you should do is get the right people to land on your website. Here’s how you can do that.

Boost your online sales by harnessing the power of Google’s targeting functionalities

As you run your ad campaigns, you’ll be able to find certain patterns of users who convert better on your webpage. They could be a specific age group. They could even be people who share an intent.

Google allows you to finetune your ads on a myriad of categories like demographics, affinity, topics, specific keywords. If see that you get higher-converting traffic from a particular search topic or a region, direct your ad spending there. Bet higher, if necessary. A slight increase in cost per click (CPC) will be worth the quality traffic you’ll be getting.

A word of caution, though. Don’t overlap too many filters at once. You’ll restrict the amount of data to the point where you won’t collect enough quantitative insights to compare the different campaigns’ efficiency. Start large and zoom in through time.

To increase your online sales, test your Ad copy. When you’re done, test it again

Digital marketing is a journey with no finish line. If an ad copy brought an increase in online sales last month, it doesn’t mean it will keep on performing well forever. Keep your hand on the pulse, and adjust the copy to improve your performance or test some uncharted territory.

Parade a different product benefit (there’s always more than one, right?). Change your title into a question. Soften up the CTA from “buy now” to “discover more.” Who knows, maybe you’ll discover that users felt too pushed with a salesy verbiage, and a milder call-to-action gives you higher conversions.

A good rule is to always run at least three different ad copies on the same campaign.

Better still, use the power of Dynamic Search Ads

Let’s be honest. You can have the best ad managers and the swiftest copywriters in the world. Still, you can’t bet on a keyword and produce a relevant ad copy every time a user comes surfing by. 

Wouldn’t it be great if an ad would “write itself up” when needed? 

Cue in Google Dynamic Search Ads.

This functionality uses your website’s content to generate your ads on your behalf for the keywords you bet on. All you’re asked to chip in is a creative description, and the rest is done automatically. Google generates headlines and ad descriptions based on the content it finds on your website.

The results? This is what a company reported to Google:

  • 26% higher click-through rate (CTR)
  • 30% lower cost-per-click (CPC)
  • 37% decrease in cost-per-acquisition (CPA)

40% off the cost of your online sales doesn’t sound bad. But keep in mind that this functionality makes sense only if you’re running a big e-commerce website and have a large inventory of products. Also, your website needs to be optimized and top-notch, or else the content will not be fetched properly.

Ramp up your negative keywords list

Your negative keywords list is probably something you spent a lot of your time on when creating your AdWords account. But are you regularly monitoring it three months down the line?

When creating the initial negative keyword list, you base your rationale on assumptions and experience. But as you run your campaigns, your insights grow. Did a certain keyword+word generate a lot of traffic but had zilch conversions? Take it out because you’re putting your ad budget towards duff clicks.

Online sales in your overseas markets: never translate your ad campaigns word-for-word

Did Best dishwasher keyword bring you a fair amount of online sales? Good for you, but it doesn’t mean that mejor lavavajillas will do the same for your Colombian e-commerce website. The user intent, reflected in the use of search terms, is culture-specific. Search engines know that very well. So trust the keyword research to an apt localization expert. 

See you back here next week for more tips on boosting your online sales.