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Advices and insights Sales

E-commerce has become an important part of the sales world. In fact, the e-commerce market is growing rapidly year after year. All companies have to adapt to this rapid evolution of online sales, otherwise they risk disappearing. 

However, it is not enough to create an e-commerce site to increase your sales overnight. To sell more thanks to e-commerce, you must take specific actions and implement well thought strategies. Discover in this guide the solutions you can exploit to increase your sales by using the e-commerce lever.

Create a persona for your typical customers 

If there is one secret that makes all the difference between an e-merchant who sells and another who struggles to take off, it is this: offer the right product to the right target at the right time. Indeed, to sell better online, you must know your target and its problems perfectly. This is how you can better respond to their needs. You will know what to sell and the arguments to use to convince them. You must be able to almost “read their mind”. To do this, find the answers to the following questions:

– Who is my target audience?

– What are their demographics?

– What are their sources of information? 

– What are their values and key objectives?

– What are their needs and desires?

– What are the main obstacles that hold them back?

– What level of expectation do they have of your offerings?

– What are his potential objections to the product or service offered? 

– Why wouldn’t they want your product?

With the answers to these questions, you can create your customer personas. Thanks to these personas, your messages will be more precise. Not only can you communicate better with your target, but you can create better ads and offer products that are in line with what they really want. When you do this work, you’ll see that your sales will grow naturally.

Build brand awareness

Brand awareness has an irrefutable impact on the trust that a brand has with its target. The more trust your community has in you and your products, the more sales you will make. But how to improve your brand awareness? To improve your brand awareness, focus on quality.

Create high-quality content, consider partnerships with influencers, partner with other companies in your industry, don’t neglect paid advertising and be active on social media. By implementing all of these levers, you can be sure to increase your awareness among your target audience.

How to sell more thanks to e-commerce

Advertise on social networks, especially Facebook

Advertising on social networks remains one of the best ways to attract new visitors to your online store, convert them into customers and build loyalty. The average return on investment for Facebook ads in e-commerce is 152%. 

Facebook remains the reference in the social media world for lead and customer acquisition. Not advertising on this channel is a big loss for your online brand. If you don’t have the right skills to launch advertising campaigns on these networks, you can hire specialists to do it for you.

In addition to Facebook, other social networks should also be exploited. The objective is to meet your prospects where they are most active: Facebook, Telegram, Tik Tok, LinkedIn … You should not limit yourself to launching advertising campaigns to sell directly to prospects.

You can also launch advertising campaigns to stay in touch with your target, to increase your notoriety or to drive traffic to your online store (first contact). After this first contact, you can then launch other campaigns called “retargeting”. This strategy may take a little more time than direct online sales, but it will bring more results (increased sales).

Use email marketing to increase your sales tenfold

Social networks like Facebook, Instagram, LinkedIn… are not your property. They can disappear overnight or have a problem that prevents them from being accessible. They can also change their policies at will, which can impact your business. It is therefore a great risk to build your entire e-commerce activity on social networks. 

You must create your own mailing lists in order not to depend only on social media. Do not hesitate to create a database of contacts of people who are interested in one way or another in your brand or your offers. You can then use solutions like email marketing to communicate directly with the prospects on your mailing list.

Many e-tailers neglect this lever or do not use it properly. If you want to stay ahead of the competition, use email marketing! Continuously grow your list with qualified leads and launch regular campaigns. This is another key to selling more through e-commerce.

Retain your existing customers

When e-commerce businesses struggle to grow, they immediately think it’s because they don’t have enough customers. This is a misconception! Instead of focusing all your efforts on customer acquisition, you should also improve your customer retention strategy. Loyal customers are more likely to reorder than new customers who have only made one purchase on your e-commerce site.

Sure, it’s great for your business if you can keep getting new customers. But make no mistake. Acquiring new customers is a more expensive marketing strategy than retaining customers. Why? Simply because it’s easier to convert people who already know your brand and how to use your products. 

So focus on improving their experience and you’ll make far more sales than you ever expected. For better results, put in place the solutions necessary to provide excellent customer service.

Alicia Gomez - Senior Content Manager | Alicia is an author, blogger, and certified Enneagram coach with a bachelor's in Communications. She's been blogging for six years and run a consulting business offering communications, strategy. Her favorite quote: Be you. Break free. Break through.

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