E-commerce isn’t just about building a website and uploading product images: it takes passion, expertise, and technology to be successful. Learning to sell online can be difficult. You have to decide what products to sell, where to find them and most of all how to sell them so that your goal doesn’t get intimidated!
Know your audience
You need to understand what motivates your target audience. Immerse yourself in your customer base. Ask yourself: who are you selling to? This will be easier if you already have a CRM (customer relationship management) system in place, as you have the data to build on. So ask yourself:
- Which demographic are you targeting?
- where do they come from?
- Where are they going online?
- Are they more active on LinkedIn or Instagram? Why ?
Once you have this information, go ahead. You must understand the needs of potential customers such as:
- what motivates them to buy;
- What price can they afford;
- How they want your product/service to work.
give lots of free prices
There is a lack of “free value” in most sales processes. But it boils down to something simple: Confidence. By giving something, people naturally want to give back: it’s reciprocity.
Create and organize multiple content with high added value, and answer questions. Focus on helping, not selling (don’t know how you can help? Just ask).
Otherwise, to help probabilities, you can for example:
- Create content (video tutorials, how-to articles, newsletters, etc.). Here Content Marketing and SEO (Search Engine Optimization) go hand in hand;
- answer questions on social networks;
- Provide gifts and contests;
- Build partnerships with other brands (such as social media acquisitions);
- Get excellent customer support.
don’t talk to people
Entrepreneurs are full of great ideas to create and launch new products. But that doesn’t always mean that they are great sales reps. Like selling, you need to know your product from A to Z, but it’s also important to know how to get the message across. And it certainly isn’t from constantly saying how great the product is.
Selling is about building relationships. You should listen instead of talk. People want a real relationship. So join them:
- Be really active on social media;
- Optimize your sales process;
- Reply to every comment;
- encourage feedback;
- Clarify your core values (and stick to them!);
- track complaints;
- Show your appreciation for loyalty and new customers.
Don’t get me wrong: You don’t have to be a psychologist to use psychology in marketing. Anyone can integrate neuromarketing into their strategy. There are many ways to use neuromarketing to guide people through their shopping journey, from using key phrases to using scarcity theory and eliciting an emotional response to promote new products. Technologies that influence consumer behavior, including how they work, include:
- psychology of colors;
- phrases and key messages;
- focus effect;
- social proof;
- Shortage ;
Understand that people don’t care about your product
People don’t care about your profit margin, let alone your bottom line. They care more about what your product brings to them. So focus on your customer. All messages should be about how you will make their lives better. Put yourself in their place, and remember: Every detail is important. Even your CTA (Call to Action) button on your site! You just have to be creative.