To increase sales on your eCommerce website, it is important to implement best practices and adapt to emerging trends and changing user behaviors. The key to success lies in optimizing all website elements, improving user experience, and capturing broader audiences.
We’ve listed 16 tips to help you increase eCommerce sales, ensuring your business remains competitive and continues to thrive in the digital marketplace.
Key Takeaways
- Effective brand awareness and marketing strategies are crucial to eCommerce success.
- Optimizing text, visuals, and technical elements will improve website performance and increase eCommerce sales.
- Streamlining the checkout process minimizes cart abandonment and maximizes conversions.
Table of Contents
- Improve Brand Awareness
- Build an Email List
- Create a Refined Email Marketing Strategy
- Build Up Scarcity
- Optimize for Mobile
- Leverage SEO
- Add Chatbots
- Display Reviews
- Include Engaging Visuals
- Showcase Top-Selling Products
- Deliver a Personalized Experience
- Incorporate Targeted Pricing
- Offer Multiple Payment Options
- Simplify the Checkout Process
- Incorporate Best Practices for Cart Management
- Engage in A/B Testing
- Increasing eCommerce Sales Takeaways
1. Improve Brand Awareness
Awareness is the critical first step in the buyer journey. Building strong brand awareness is crucial for driving eCommerce sales. When shoppers recognize and trust your brand, they are more likely to choose your products over competitors.
These strategies will improve brand awareness and boost your sales figures:
- Content marketing: Create high-quality blogs, product guides, infographics, how-to videos, and behind-the-scenes content to engage audiences and establish your brand as an authority.
- Social media marketing: Regularly post engaging content on your social media accounts to reach broader audiences.
- Influencer marketing: Collaborate with influencers to showcase your products, build credibility, and increase visibility.
- Paid advertising: With paid ad campaigns on search engines and social media platforms, you can reach highly targeted audiences and capture the attention of potential customers.
- Brand partnerships: Collaborating with complementary and related brands can further increase your reach and credibility.
- Email marketing: Newsletters with valuable content, product updates, and personalized offers keep you top-of-mind for existing customers and warm leads.
2. Build an Email List
Another great way to increase eCommerce sales is by building an email list. You can collect email addresses from prospects through signup forms, embeds, and pop-ups scattered throughout your eCommerce website. Provide exclusive offers to those who give you their contact information — a one-time discount code or informative eBook that addresses customer pain points can entice interested shoppers.
Building an email list helps with the following:
- Retargeting potential customers who have demonstrated interest in your offerings
- Sending exclusive promotions to those who signed up
- Building a community and engaging with them to foster healthy connections
- Showcasing behind-the-scenes details and humanizing the brand
3. Create a Refined Email Marketing Strategy
Creating a refined email marketing strategy is key to increasing your eCommerce sales. The following elements are crucial for creating an effective strategy that correctly targets and engages interested prospects:
- Audience segmentation: Segment your audiences according to their purchasing patterns, preferences, and demographics. This ensures more personalized and relevant emails, which improves click-through rates.
- Personalization: Use customer data to tailor email content to recipients. For example, recommend products based on past purchases or show items related to what they’ve recently browsed on your site.
- High-quality content: Compelling subject lines and calls-to-action (CTAs) will create a sense of urgency in readers. Of course, your main email content should also be engaging, valuable, and worth reading.
- Testing: Regularly test email elements, like subject lines, images, and send times to arrive at the best-performing message that will encourage recipients to click and convert.
- Diverse campaign: Develop a variety of email campaigns to target recipients at different stages of the purchase journey. Start with a series of welcome emails, follow with product recommendations, and launch seasonal campaigns during holidays. Send abandoned cart emails and re-engagement campaigns to relevant subscribers. Automate these email sequences to reduce manual effort.
4. Build Up Scarcity
Building up scarcity is another great strategy to boost eCommerce sales. This is because FOMO (Fear of Missing Out) is a powerful psychological trigger that can drive urgency and prompt customers to make quick purchasing decisions. Here's how you can build up scarcity:
- Flash sales: Promote short-term sales (24 or 48 hours) for in-demand products to build anticipation.
- Countdown timers: Add timers on the product page or checkout page to emphasize the limited amount of time to purchase.
- Stock notifications: Integrate stock information like “Only 4 left in stock” on product pages to increase urgency.
- Limited edition products: Offer items in very limited quantities to emphasize exclusivity.
- Early bird discounts: Provide certain audience segments (e.g., loyalty program members or email subscribers) with early access to sales or new products.
- Use trigger phrases: Phrases like “almost gone!” or “only a few left!” in email newsletters, social media posts, and product pages can also entice prospective customers to purchase.
5. Optimize for Mobile
Mobile optimization is a basic requirement for eCommerce success, with billions of users shopping online and Google predominantly crawling mobile versions of websites. In fact, mobile eCommerce generated over $2 trillion in sales in 2023.
Important elements of mobile-first web design include:
- Responsive design: Design your mobile site first, then scale up for larger screens. Ensure each web page automatically adjusts to fit any screen size.
- Fast load times: Compressed images, concise text, and streamlined website code will reduce load times without sacrificing quality.
- Simple navigation: Collapsible menus save screen space and simplify navigation on mobile devices.
- Touch-friendly interface: Put enough space between buttons and links to avoid accidental clicks. Use large buttons for the most important CTAs, like “Buy Now” and “Add to Cart.”
6. Leverage SEO
A tested and proven way to increase eCommerce sales is using search engine optimization (SEO) for eCommerce best practices. Ranking high on search engine result pages (SERPs) increases organic traffic and places your products at the top of shopping lists.
The key elements of eCommerce SEO are as follows:
- Keyword research: Integrate terms and phrases that potential customers use when looking up relevant products. Focus on keywords that indicate a readiness to purchase.
- On-page optimization: Keyword-rich webpage titles, meta descriptions, URLs, product descriptions, image alt text, and website content are critical to SEO performance.
- Page structure and navigation: A logical internal link structure ensures a seamless browsing experience for shoppers.
- Technical SEO: Schema markup, XML sitemap, and HTTPS connections are technical elements that impact SERP rankings.
- Link building: Reach out to relevant websites, industry experts, and influencers to earn links back to your site. This increases site authority and credibility, thus improving SEO performance.
- Analytics and monitoring: Leverage SEO tools to monitor traffic, conversions, and other key metrics to track performance and improve SEO strategies over time.
7. Add Chatbots
Adding a live chat feature enables businesses to answer shoppers’ most pressing inquiries in an instant, making it one of the simplest but most effective ways to boost sales. Customers no longer must wait for a response from your customer service team via email or phone call; instead, a quick and simple interaction with a chatbot can deliver everything they need. This can encourage future engagements and purchases.
A chatbot can also eliminate the excess burden on human customer support agents. A warm welcome message on the chat box with the shopper’s name can be a great start to a productive conversation with a potential customer.
Since a chatbot doesn’t require much investment, it is an excellent tool even for small businesses and startups. Reach out to the top chatbot solution companies for the automated messaging tool that will increase eCommerce sales.
8. Display Reviews
Reviews are crucial social proof that your brand is to be trusted and that your products deliver on your promise — 97% of consumers read reviews before completing a purchase.
Here’s how you can use these testimonials to increase eCommerce sales:
- Display average customer ratings on all product pages and the total number of reviews near the product title.
- Include a detailed reviews section where shoppers can read full reviews. Provide the ability to sort by rating, date, or most helpful.
- Share customer testimonials in email newsletters, social media posts, and paid ads to emphasize the quality of your brand’s offerings.
- Display reviews for your most popular products on your homepage to draw in new customers.
- Solicit reviews from customers by offering loyalty points or a discount on their next purchase.
9. Include Engaging Visuals
Visual design impacts customer behavior, engagement, and conversions on eCommerce sites, ultimately, driving eCommerce sales. These elements grab attention, make it easy for customers to understand how your products are used, and help the product stand out in a crowded marketplace.
Use the following visuals to boost eCommerce sales:
- Product images: High-quality photos from multiple angles enable customers to see all product details clearly.
- In-use photos: Show products being used in real-life settings so shoppers can visualize them in their own homes or offices. Lifestyle shots can help create an emotional connection with customers.
- Video demonstrations: Highlight key features and show off your products in action using product demonstration videos.
- Eye-catching CTA buttons: Contrasting colors for CTA buttons ensure they stand out.
- Images from reviews: Feature photos and videos submitted by previous customers to showcase your products in real life.
10. Showcase Top-Selling Products
The best way to increase eCommerce sales is by showcasing your top-selling products on your homepage. This makes a great first impression on website visitors. Here are some tips on how to execute this strategy effectively:
- Create a dedicated “Top Sellers” section that will be easily noticed.
- Use high-quality product images and implement hover effects like image zoom or quick view options so shoppers can learn more about the product without clicking away.
- Clearly show the price, along with ongoing discounts or special offers.
- Display ratings and a summary of customer reviews to boost confidence in the product.
- Include a “Buy Now” button for the top sellers to reduce friction in the purchase process and help increase conversions.
- You can also cross-sell and up-sell related products on the homepage to complement these popular items.
- Regularly update this section to keep content fresh.
11. Deliver a Personalized Experience
Increase eCommerce sales by catering to individual customer preferences and behaviors. Delivering a personalized experience also fosters long-term customer loyalty. In fact, 56% of consumers repeatedly purchase from online retailers that provide personalization.
Here are some techniques you can do to deliver a personalized experience:
- Product recommendations: Customer data like previous purchases, cart items, browsing history, and indicated preferences will help you recommend items that are of interest to each shopper.
- Targeted promotions: Offer birthday discounts, loyalty rewards, and special orders on repeat purchases.
- Dynamic content: Customize banners, pop-ups, CTAs, and even the homepage to reflect personalized messaging, like “Welcome back, [name].”
- Filtered search results: Based on previous customer behavior, show preferred brands or product categories at the top of search results.
- Custom landing pages: Tailor content and products on landing pages to match the demographics and preferences of the targeted audience.
- Localized content: Display content based on the user’s location (currency, language, and region-specific promotions).
- Personalized pricing: Offer unique discounts based on browsing behavior, like a special price for an item they’ve viewed multiple times but haven’t purchased.
- Omnichannel experience: Recognize shoppers across different devices, save their cart items and browsing history, and provide a seamless shopping experience.
- Post-purchase personalization: Send personalized thank you emails with complementary products or personalized discounts for reviews or future purchases.
12. Incorporate Targeted Pricing
Offering the right price at the right time can significantly increase eCommerce sales. Targeted or dynamic pricing involves adjusting prices based on specific audience segments, shopper behavior, market trends, and other criteria.
Here’s how each approach can help drive your sales:
- Dynamic pricing: This model increases prices for high-demand products at peak shopping times and offers discounts during low periods to drive sales. Sophisticated algorithms can deploy these adjustments in real time based on current demand, competitor pricing, time of day, customer behavior, etc.
- Location-based pricing: Leverage tools to analyze traffic, offer specialized prices based on the shopper’s location, and consider factors like regional demand and local purchasing power. You can also add tax rates automatically to orders depending on the country of delivery.
- Customer value pricing: Offer better prices for customers with high lifetime value (revenue generated throughout their lifespan as a customer) to incentivize more purchases in the long run. The opposite can also be effective: special pricing for customers who haven’t purchased in a while.
13. Offer Multiple Payment Options
Another way to increase your eCommerce sales is to offer multiple payment options to your consumers. Don't lose prospects simply because their preferred mode of payment is not available on your eCommerce website. Beyond credit and debit cards, certain key players such as Google Pay, Amazon Pay, Apple Pay, and others are becoming the new norm. Include payment options widely accepted and used by your target customers.
Additionally, paying attention to customer complaints and suggestions can help you refine and expand your payment options to better meet their needs.
14. Simplify the Checkout Process
The checkout process is the final and most crucial step in the eCommerce journey. To prevent cart abandonment, brands must ensure that the process is simple and user-friendly. A complicated or unresponsive checkout can easily overwhelm or turn away shoppers.
These tips will help ensure a simple and streamlined checkout experience:
- Clearly show all shipping costs, including taxes and delivery fees. Do not add unexpected fees at the last minute.
- Provide real-time shipping rates and estimated delivery dates.
- Allow shoppers to complete transactions without creating an account on your website.
- Only ask for essential information (address and payment details) to speed up the process.
- Consolidate shipping, billing, and payment on a single webpage.
- Use autofill for returning customers.
- Implement express checkout.
- Include a progress bar at the top of the checkout page to show customers how many steps remain.
- Allow shoppers to add, remove, or edit items without leaving the checkout page.
- Save cart contents so users can complete their purchase at any time.
15. Incorporate Best Practices for Cart Management
Aside from streamlining the checkout process, optimizing your cart management can reduce cart abandonment and increase eCommerce sales.
In 2024, the global digital shopping cart abandonment rate reached a whopping 70.14%. Fortunately, $260 billion worth of lost orders are recoverable through better checkout design and cart management strategies.
Implement the following best practices for cart management to boost sales:
- Email marketing: Send a purchase reminder within 12 hours of cart abandonment, and another after 24 hours. Use high-conversion keywords in the subject line.
- Exit-intent pop-ups: Track when shoppers are about to click away from your site without completing a purchase. This gives them a last chance to make a purchase.
- Customer support: Provide access to live chat support and include links to checkout-related FAQs to answer customer inquiries in real time.
- Return reminders: Emphasize your flexible return policies during checkout.
- Rewards: Offer loyalty points or special offers for completing a purchase.
16. Engage in A/B Testing
Use A/B testing for each element of your eCommerce site to maximize performance and increase your sales. Test product descriptions, headlines, page layouts, checkout elements, CTAs, etc., to ensure which ones drive the most conversions. Testing tools will provide key insights into the performance of these elements, so you can make informed decisions about what will end up on your site and what you will discard.
Continuously and systematically conducting A/B testing ensures your eCommerce site stays ahead of the curve, delivers the best user experience, and drives business success.
Increasing eCommerce Sales Takeaways
Juggling marketing, branding pricing, customer support, and other crucial aspects while scaling the business can be a monumental task. However, successfully balancing these elements can be a game-changer in driving your eCommerce sales.
Partnering with top eCommerce development companies can ensure that every element of your site is optimized to convert visitors and drive long-term business growth.
