The main goal of any ecommerce seller is to convince customers to open their digital wallets readily and often—but that’s easier said than done. People work hard for their money and they’re loathe to part with it for anything less than stellar, and your job as an online merchant is to embrace that. Many of our customers not only sell successfully on Amazon and Rakuten’s Play.com, but through their own online stores too so we thought we would offer some great ways of getting customers to spend more, which offline sellers have been mastering for years.
Give Them Extra Incentive Based on Loyalty
It’s hard to think of any big-name store that doesn’t have a loyalty program in place: Amazon has Amazon Prime, credit card companies have airplane points or miles, drugstores have cards where you can amass points to earn in-store credit, and some stores even use their own brand of currency you can rack up to purchase products just from that store.
It’s a way of making customers feel exclusively special, and helps keep them in that store instead of hopping around for the best deal because if you’re consistently offering them little perks and your competitor isn’t, why would they be motivated to shop elsewhere? Of course, if you’re an FBA seller or third party seller on Amazon, you’ll already benefit from the loyalty Amazon has acquired but you should continue to look for areas where further customer loyalty can be garnered.
Learn about the Subliminal Influences of Colour
Colours are divided into one of two camps: warm hues, or cool hues. Warm hues are your reds, oranges and yellows, while cool hues are your blues, greens and purples. The trick is knowing how to play around with each colour to maximize customers’ buying.
On your front page, you should feature warm hues much more predominantly than cool ones because the former entice shoppers in much more readily than the latter, and why not? Warm hues are very inviting and naturally make a person come closer, which is your initial goal. But once they’ve moved off your front page and ventured deeper into your site, it’s time to switch to cooler colours so your shoppers can evaluate your inventory with a sense of detachment — an excellent strategy to really highlight the objective details of your products. Whilst this is quite common in offline stores, the theory should hold true for your online site as well—what’s important, is to be aware of the influence of colour and try to exploit that knowledge where ever possible.
Install Limited Time Offers
Shoppers love feeling proud of themselves for having snagged an awesome deal, especially if it’s something that won’t be around forever. It gives them a sense of accomplishment for capitalising on something at a specific time, even though they didn’t actually achieve anything that involved effort.
Two ways to use this trick are to feature daily deals and/or have a big “SALE” box on your front page. This gives shoppers the idea that a little treasure awaits them; once they’re on your site, they’re that much likelier to buy other, non-sale items. Again, for FBA and third party Amazon sellers, you’ll be enjoying Amazon’s efforts in this regard with higher traffic to its sites, but you can also drive further targetted traffic to your own site through Amazon Product Ads.
Throw in Small-Purchase Items
The goal is to always increase sales, and the smart way is to chip away at it little by little. Ask any baseball player what their goal is when they step up at bat, and most of them will say it’s to connect with the ball strategically based on what pitch is thrown, and not to swing as though everything is a homerun-worthy pitch.
What you want to do is aim for bunts and line drives, but in the form of the online equivalent of cash register goodies. Say you offer free shipping over $100 — you can offer little trinkets for a couple of dollars so that your customers use that to get themselves free shipping. Another way is to cross-sell, placing items together to show how well they work together. Remember, the goal is a bunch of small sales so, over time, you have a healthy bottom line.
As an Amazon FBA merchant or third party seller, this concept is known as bundling and can be a great way to differentiate yourself from competitors whilst keeping your margins in check.
Taking on board all of these tips will definitely help your sales, and if you’re serious about growing your Amazon business, you’ll certainly need our repricing solution that keeps your prices competitive automatically and 24/7. Check out our 15-day free trial today, and let us know how much more inventory you’ve moved because of our repricing software.
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