Best Optimization Strategies To Get More eCommerce Sales
Hey, guys. Welcome to today's episode.
Today's episode is all about things you can do to improve your eCommerce store's conversion rate. Hopefully, you'll be able to gain a lot. If you're in a position where you can take some sort of notes, do so. But if not, you can just inculcate this podcast into your mind and then maybe take notes later or take action on it later or get some good ideas from it and get little golden nuggets.
I've been doing eCommerce for almost a decade now. All this stuff I've learned through trial and error and mentorship as well. It's really cool what the combination of all these different things can do for your eCommerce business. It can literally turn an eCommerce business from a side hustle into a full-time gig.
How do I recommend diving deeper into each of these concepts?
I'm going to talk about it. There are a total of nine concepts I'm going to go over in this episode. There's probably more to go over on this, but these are definitely the ones that stuck out to me the most when I went to go plan this episode out today. We're going to start with the first sales trigger, which is trust.
With every eCommerce store, you really want to build trust with the customer.
Trust can be built in many ways.
The first thing that came to mind was, have a phone number listed on your website in the header and footer on the product pages.
Every page of the website should have your phone number listed, especially in the header in the footer. Make it nice and clear and have a little phone icon next to it and put your hours of operations right next to the phone number and say something like calling the order or call customer service or sales or something like that. Have a professional phone number, have an 800 phone number. I recommend using Grasshopper because I use this for my stores, and it works really well. You get an 800 number with them pretty easily. It's twenty-four bucks a month to start, and you want to use their service. We have a referral code. Just go to eCommerceparadise.com, you can find it there, and I highly recommend that.
When you set up Grasshopper, make sure you set up one line for sales and one line for customer service, and maybe one line for returns and warranty issues, and shipping damage. When you do get a call, you kind of know, generally speaking, before you pick up the phone and answer the call it like what it's about. And of course, you can hire virtual assistants, later on, to manage each function as well and create procedures and all that. That can go way down into that rabbit hole even farther in a whole separate episode. But I'm just going to leave it there. Make sure you have a phone number. It builds trust.
Reach somebody, at least leave a message. This matters a lot more, especially when you're selling high priced products because, with high priced products, people usually want to speak with someone over the phone to make sure they're legit, the legitimate companies first. They also want to make sure that it's the right product for them. Ensure they gain the right size or the right shape, or whatever it is, maybe the right color.
There's a bazillion question people might have, and the answers might even be found on the product page. You just have to put the product page and give them those answers there. How about the phone call for you to be 80? That and the sale can be pretty easy. You can even take sales over the phone using Shopify and using their draft orders function.
We take a lot of orders over the phone. Not like a lot. A lot. But 10 or 20 percent of our orders come over the phone because people want to talk to somebody first to make sure it's a legitimate operation. You know, there's a there are some scams that happen online. And people who purchase online sometimes get taken advantage of. They want to make sure I have that phone number for them.
Another way you can build trust is by having a really good 'about us' page.
I recommend not just writing like a template stock or whatever, but actually writing out a story about you and how you got started with your business and your website. Why did you start your Web site? What is it that made you choose that niche overselling something else? Did you start playing around with that product or whatever when you were younger or did your parents, you know, have a thing when they were their business when they were young or whatever, and they wanted to pass it on or something?
There are a million different ways you could just be a lifestyle thing where you want to travel the world and see when to start a business. Don't really matter what nature was, but at least make up a story, even if that's the case. You know, there's got to be some reason why you chose one naturally over the other. And it usually has to do with insert passion. Tell that story in your 'about page.' Include pictures.
A picture with you around the products is a really good idea that really helps build trust. If you don't want to put you on your website, choose a sales representative tool to represent you. I still recommend putting your first name on the about page and just don't include your last name and then have a picture. You know, it doesn't even have to be you could be somebody else but has a picture of somebody with that product to build trust with the customer. Then, tell your story and then make some really good points for you. Unique selling proposition for your company.
Include what makes you better than the competition. This could include free shipping and easy returns, secure checkout, and been in business for a long time. You know, coupon codes and all those things. If you want to set yourself apart in that direction, you can, but include that in the about page. Make sure that you have all your contact information. You're about page, including your mailbox address or your registered agent address or a physical storefront. I don't recommend putting a residential address because people can track you down, but use some sort of either at least UPS store mailbox. I recommend using a virtual mailbox because I travel a lot.
The virtual mailbox I recommend using is travelingmailbox.com, and I have a referral code for that at ecommerceparadise.com. Suppose you want to sign up there, user referral code, and appreciate that the traveling mailbox is really cool. Basically, they will receive your mail, any kind of mail, and even packages, scan it for you and then have it forwarded. You can have it shredded. They can even accept credit cards for you on your behalf and have it scanned the backside for you. We do a lot of our work that way because being out of the states, a lot for traveling, business, and in for leisure, we don't really have an easy way to handle credit card stuff, especially in parts of the country. And that's a good way to do that.
The about page is a really important place. I also recommend getting 'about video' made. "About video" is a really good idea because you can actually build a lot more trust with somebody just by having a really good sales presentation video. I recommend using five-year vids called Video Store. If you just looked at about five or ten guys and doing videos for a long time. There are also lots of other vids on Viber you can use to get a professional testimonial video kind of thing. It really helps build trust, and that's what you're going for.
The last thing we'll go over trust is the SSL secure badges on your website and highly recommend signing up that. There are all sorts of trusted review services. The ones I use the most is the Norton Shopping Guarantee. It actually comes with a shopping guarantee as well as security, which for the customer is really cool and shows up multiple places. I recommend you show it on every page of your website, kind of like a pop-up thing in the corner, and then show it on your product pages and add it to the cart button.
Shopify doesn't allow you to customize the checkout page. Unfortunately, unless you add the enterprise plans, most of them won't be able to do that. But you can actually put an image of the trust badge into your logo and then put that on the checkout page's logo. That actually helps increase conversions. I know that Norton is the most recognized one. There are some really good logos you can find as a trust badge logo into Google and then find one that's copyright free and put it on your website, product page, cart page, checkout logo, and pages on your website where it's important. If you use a shopping guarantee, you should make separate pages with their different guarantees. They had, I think, three different guarantees that make a different page on your website for each one or at least just make one and have it all in there. The consumer will see that, and it builds trust with the consumer more that way, too.
The next one I would like to get into is social proof.
Social proof means when you're shopping around, and you see that a lot of other people have liked something or a lot of other people have bought something. It kind of builds this trust in your mind that like, oh, other people like it. It's like that feeling when you're a kid and not wanting to be left out when you know they're calling people into the kickball team. And it goes with us throughout life. Social proof is really important.
There are a lot of ways to do it. The one theme for Shopify I recommend is Shoptimize theme. I recommend this before, and we have a referral link ecommerceparadise.com on the resources page. Check that out. It has a lot of great social proof stuff built into it already, so that's really cool. That includes showing how many of the product has been sold, how many people are actually currently on your website at any given point. It's just really neat. The main thing, though, is social proof is reviews. I definitely recommend getting some sort of a review app. It's really important to have reviews on your website. Get those reviews, guys, because, without reviews, your products probably won't sell very well.
Testimonials on your home page is a really good idea. Just helps build trust right off the bat with just browsing people, and they'll come back and then buy from you.
The next thing that's going to help raise your conversion rate on your website is urgency.
Urgency is important because if somebody doesn't have a reason to buy now, they're probably going to put it off. People love to procrastinate, and I love to procrastinate. Everybody loves to procrastinate in school. You know, you would like to wait till the last second to do your homework assignment. This just kind of how life goes.
Urgency really works when you're making sales, trying to make sales online and ecommerce websites. You have to make it seem real and like it's happening, and you don't want to have fake urgency too much. Make it like some sale is going to end an example will be a seasonal sale.
You want to say urgency like it's happening today and ends tonight because many people probably find it online for the first time. They're just searching for products, and they come across your site. If they see that they want to buy that product and they're at the bottom, they're just looking for the best deal. You got all these different sales triggers set up on your website, and you have urgency properly set up, then you'll probably make that sale because people see stuff.
Urgency is by providing some sort of a countdown timer usually, and giving somebody the sale. And when it ends, usually it's like with a discount code or just saying free shipping ends tonight at eleven fifty-nine p.m. You can say something ends, but without an actual timer to make it more real and make it more realistic, it just doesn't feel the same. It just adds a visual element to your website. People love visual elements, and it really makes things feel more real. Add account downtime, or I highly recommend the Shutterfly app. I'll add it to our resources page it ecommerceparadise.com.
The next one I'd like to go into is scarcity.
Along with urgency, scarcity helps drive sales because people don't want to miss out. If products are on sale and there's only a few left, they're more likely to make their order because they don't want to miss out on the product or they'll have to wait a few more weeks to get it. That is why I highly recommend having something in your code that says there's only a few left and then changing the quantities on your best selling products consistently to show just a few left. That way, people will more likely make that purchase rather than saying like five or 10 left. If it only says a few, then it probably works really well.
The next thing that can do to increase your conversion rates is to use expiring coupon codes.
This means almost the same as the urgency. Expiring coupon codes adds another level of urgency. It's like you don't only get this discount unless you buy it now. People love to get a deal. If you just throw a discount on them and they're at the bottom of the funnel when they come to your website because you worked on driving your website's best traffic through paid ads or organic sales funnel, email marketing, and retargeting things. I'll talk about it on another podcast episodes and YouTube videos. You can get people to make their purchase right then and there.
The next thing is to follow up.
Follow up is one of the keys to closing sales. Everybody likes to procrastinate on pulling the trigger on spending money to get something, either a service or a product. It's important to use a different way as a follow-up, as a means to close sales and get some aid to buy with you as somebody else. Follow up makes you look more like a professional too.
I recommend using Shopify as a customer portal to store leads, information who call in. I recommend doing that follow up in different ways. Sending your follow up campaigns is really important, and it will move you from side hustle to a full-time gig to a professional gig.
The next one is copywriting.
Copywriting is a super key to making sales online. You have to understand that copywriting is not just about writing a compelling sales copy. It's writing according to that person's needs, but not just the needs you would normally think. You got to write to them according to the primal needs that that person has.
I watched a YouTube video by a guy who made one of the top-selling click bank products. If you don't know, click bankers is basically a place where people usually sell information products and some physical products. It's also a place where affiliates can find great products to drive traffic and make film commissions. He made one of the top products on Click Bank. The reason it's a top product is because he really knows great secrets to copywriting.
In fact, if you just type in copywriting tips into YouTube, you'll find this video, and it's really good, it's Eight Secrets to copywriting or something like that. He talks about the need to talk to people's primal instincts. Our primal instincts are whatever it is for money, food, sex, companionship, or whatever. I mean, there's all these different primal instincts people have. But you've got to talk to them in terms of that.
Whatever your product does for somebody beyond just like the product's feature, like what they're actually going to feel like what they're going to gain from it, you need to write about that. I did that a lot myself and learned how to do it. I actually hired a copywriter at onlinejobs.ph, a Filipino copywriter who was really good. I taught him what I know. He goes and takes all my product descriptions for me, and it's really well filled out.
Copywriting is key. You have to structure your content as well, and I suggest using bulleted lists. I recommend using the headers to separate sections and photographs from illustrating the points. Fill it out at the bottom with a good product sales video, which is actually the next thing on my list, the product sales video.
Sales videos are important because you can take everything that you're writing about in your description, make a video out of it.
People love watching videos. It's way easier to consume. You can put that on YouTube and drive traffic to your product listing from there. You just have to do a little bit of keyword research to know what people are searching for that will actually gain from your content. Put those keywords into your video title description and tags, then make sure you have a call to action and believe in the description.
Do it for your best sellers and highest margin products. Keep it going because that kind of thing can really grow your business in the long run.
The last thing is high-quality product images.
I can't stress this enough because if you have low-quality product images or just not enough product images, people are way less likely to buy it because what they're buying on your website is the product image.
They're buying the thought of getting that product. They're trying to see themselves using that product, and you have to make it a really nice, high-quality image from different angles.
Usually, your suppliers, if you're doing drop shipping, will have these images. If you have your own products, just make sure that you research how to take a really good, high-quality product photographs. Make sure you have high-quality product images, and you have lots of product images, and you put him at the top of the page and inside the description as well.
Make sure you put all tags on all your images so that they're searchable by the search engines, and people will find them in different ways. And you'll probably be winning the game pretty soon in your niche.
Suppose you get all these nine things done with your eCommerce website, guarantee that you can go from a site hustle to a full-time gig for you within a matter of months.
It's always a good idea to sell on one website and sell the same products across multiple platforms. Try to list your items on eBay and Amazon, as well as your website. Just understand, it will be more customer service and more upkeep, especially because on those platforms, you don't want to sell things that are out of stock a lot of times that you may have to hire somebody to do that for you. But I guess that onlinejobs.ph is a really good resource for hiring people to do data entry tasks like that. All you have to do to hire somebody is to do a job description of what you need and then do an interview and then hire them and then give me a test job. The way you make that test job is just to record a video of yourself doing that task just once or twice, maybe three times, just so they get the hang of it, and then they'll do it for you. Filipinos are amazing people. They're really easy to work with and very quick learners.
Check out ecommerceparadise.com and the resources page will list all the links out there for things that I regularly use to build eCommerce businesses and subscribe to the YouTube channel and subscribe to this podcast.
Go to the group on Facebook eCommerce Paradise Group and join. It's free and get a part of the mastermind and share your ideas and questions, and I'll get some good content ideas.
You could also check this Ultimate Guide to Conversion Rate Optimization for eCommerce Store.
Thanks for listening. Take care.
eCommerce Paradise was created by Trevor Fenner of Seattle, Washington in 2015 to help you, the entrepreneur, to start and scale your own eCommerce business selling high-ticket products online with the drop shipping fulfillment method so you can make more profit per sale, have a sustainable and evergreen online business, get started with very little upfront investment, and live a location independent lifestyle. Trevor owns multiple 7-figure High-Ticket Drop Shipping eCommerce stores and is a digital nomad, traveling the world while working remotely with the help of his team of over 10 virtual assistants from around the world. Trevor is currently located in Bali, Indonesia. Trevor is also a passionate skateboarder, surfer, scuba diver, photographer, environmentalist, outdoorsman, fitness and tattoo enthusiast.
AFFILIATE DISCLOSURE: Some of the links on this page may be affiliate referral links. I will get a commission from the vendor when you make a purchase after clicking them at no added cost to you. As a result, many of them also provide you with a special discount just for using my link. You can go directly to their support if you have any issues with their software or product.
Step-By-Step Training for High-Ticket Drop Shipping
Here are the next steps you'll need to take to start your high-ticket dropshipping business:
- Lesson 1: Research The Market And Choose Your Niche
- Lesson 2: Start Your Shopify Website and Legal Business Structure
- Lesson 3: How To Find And Recruit The Best Suppliers
- Lesson 4: Optimize Your Shopify Website and Sales Funnel
- Lesson 5: Launch Your Store With Paid Traffic
- Lesson 6: How To Manage Your Business
- Lesson 7: Automate and Outsource Your Day-To-Day Work
Resources for Starting A High-Ticket Drop Shipping eCommerce Store
These are the resources I've created to help you start your own high-ticket dropshipping eCommerce store:
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