The excitement of launching an online store is unbeatable. Once you open the metaphorical doors of your store to the world, you find yourself waiting for the first sale. And when that happens, you can’t help but be over the moon. Soon enough, eagerness creeps in. You want to see more visitors. You want to see more customers, more sales, and watch your profits rise.
When it comes to building and running an online store, the challenge isn’t working with technology or dealing with maintenance; the biggest challenge is getting in leads and converting them to sales.
Increasing conversion is something that can make or break your business. But it’s not something out of the ordinary. Years of research has been spent on understanding buyer psychology, decoding conversion triggers, and optimizing the sales cycle.
Based on this extensive research, we have compiled the top 6 WooCommerce marketing techniques and tactics you can employ to boost sales on your online store.
1. Offer a Personalized Shopping Experience
When you take the time to personalize WooCommerce you can give your customers a sense of relief. Relief from what? Relief from constant information overload. It feels better when you hear a special voice addressed to you, in the chaos of internet noise. You can use this psychological trigger to influence more people to shop on your online store.
Personalization can be subtle. The homepage of your WooCommerce website, for example, can be woven into an interesting tale addressed to the reader. If you can understand the persona of your buyer, that story can connect with your potential customers, it can make them feel you’re talking exclusively to them, ultimately leading them to buy your product.
The more you understand the buyer’s psychology, the more your stories can connect with the audience.
There is a direct way to do personalization too. Simple changes include, addressing your customers by their names instead of a general “Hi, there”. Or sending customized emails on certain occasions like anniversaries or birthdays. A good trick is to pick products out of the customer’s wishlist to encourage them to complete the purchase. Specifics like these help connect with the customers instantly.
Another effective technique to personalization is customizing the price for the customer. Based on the relationship you have with the customer, say he’s a long-term buyer or a wholesale partner, you can set the appropriate prices. Personalizing the price makes clients feel special and can add the perfect boost to your sales strategy.
2. Add Urgency Triggers
Neuromarketing says that making this small change on your website, i.e. installing a countdown timer, can lead to a significant increase in sales. We couldn’t agree more.
It is based on persuasion psychology and the principle of fear of missing out. You can deploy various countdown timers. Like a timer about stock availability, you can talk about a discount period (the lightning deal!) ending soon, or, put a timer to let your customers avail of free delivery.
The underlying concept is clear- Urgent situations force us to act quickly. And scarcity also prompts us to take action. It works all the time. For example, you might not pay attention to a mobile phone launch if you know you could buy the mobile at anytime. But if the stock is available for a limited time or if you could buy it only on certain days – you’d be intrigued. Like magic, an uninterested buyer is now paying attention. That’s what you want on your store too, right?!
A scheduling plugin for WooCommerce can help you set up a timer on a product or category for a given date and time, to make any product available for purchase for a limited duration. Once time runs out, the product’s hidden. Pretty handy, right?! We weren’t kidding about the magic part! 😀
3. Offer Product Bundles & Packages
Understanding consumer psychology is an importantWooCommerce marketing technique as well as one of the most important aspects to achieve business growth in general.
Step in your customer’s shoes, and think about how would you like everything? Join important forums and social media groups related to your business where customers express themselves. Find out their interests, the latest buzz, new needs, authentic feedback and anything that helps you adapt.
Customizers like the sense of getting more value in a single purchase.
Vineet Kumar of Yale and Timothy Derdenger of Carnegie Mellon conducted a 4-year study which concluded,
“Mixed bundling offers a unique and previously unexplored method for extracting more value from consumers over the product life cycle.”
Start by analysing possible product bundles based on past purchases. Club the products that are more likely to be sold together. Offer discounts for bundles.
Creating bundles decreases the buyer’s research and efforts. You end up helping your customer in shortening the buying journey. You put in enough efforts so that your customer doesn’t have to. This is what customers love.
Bundles could be customizable too, so that you can please every buyer across the spectrum of customers.
4. Capture Potential Leads
Every visitor to your WooCommerce store is a lead and should be treated that way. Some leads are more obvious than others. For example, those who add products to the cart and then just leave your store without making a sale. But there are those who want to make a purchase but don’t. The silent ones who you want to get a hold of.
While abandoned cart plugins can be used to try and close a purchase, plugins for wishlists or enquiries can be used to target those browsing your website. These leads might have escaped unnoticed if you didn’t give them the option to save the product for purchase or ask questions about it before deciding to buy it.
One piece of advice is that a solid email marketing strategy should be coupled with your lead capture plugins. Think about creating personalized emails which target customers as per their state in the buying journey.
5. Using Social Signals
Let’s take a look at some relevant stats. 57% of consumers say social media influences their shopping, led by Facebook at 44%. This makes social media one of the most crucial WooCommerce marketing techniques
50 million businesses use Facebook. There is a high probability that you have a business page too. But is it engaging enough?
Make sure you have allowed recommendations on your page so that your customers are able to review your business. Other immediate action can be replying to current inbox messages on Facebook and Twitter pages.
You can work on increasing social media engagement through your website. Make sure there are social media buttons present on all product pages so that customers are able to share the products they like. Also, every time a purchase is done, make sure emails are sent to customers asking them to review the business and product on social media.
If there are negative reviews present, try not deleting them until they are defamatory. Reply to every review. This will increase your credibility.
People often use Twitter to mention their problems or experiences. Keep your Twitter handle active and reply to each query, suggestion or feedback.
You can go one step ahead by appointing a Social Media Manager to look after the handles. Facebook gives you an untapped opportunity to create and convert new leads.
6. Product Q&A
You’ll have noticed this on Amazon product pages. Most popular customer questions being posted alongside the product, and answers by customers themselves. This is an interesting way to build content for a product and answer questions a customer might have before making a purchase.
Fewer customers will feel a need to use the live chat or other support features when you’ll have posted the answers to popular product-related queries beforehand. This will give some breathing space to your support team.
It is advisable to frame real questions. Not just some technical jargon. The language should be simple and solutions must not be confusing.
Try including a Contact Support button near the set of questions and answers, just in case, customers have more to ask. Every lead is equally important. Make sure you don’t leave any margin for it to slip away.
Before We Wrap Up WooCommerce Marketing Techniques, Here’s Another Piece of Advice
The above WooCommerce marketing techniques will give you faster results. The next step is analyzing your website more and coming up with unique techniques according to your business.
To begin with, you can start asking yourself questions about your audience. Start looking at the demographics and come up with suitable marketing strategies. Detailed analytics will help you find out the shopping behavior of customers on your WooCommerce website.
Try to find the root reasons for leads not becoming conversions. Is it the content, or lack of a specific functionality? Is the user interface causing difficulty for customers to browse through the website? Are there technical glitches that led to uncompleted transactions? Or is it the weak support system that is preventing visitors from reaching the decision stage?
Find out the average time that converted leads spent on your store. Try analyzing website visits by customers keeping this average time as a reference. Start diagnosing reasons behind both successful and unsuccessful conversions to find relevant patterns.
Act like customers and visit various competitor sites. Compare that to the shopping experience on your website. Carefully observe the difference and find the missing link.
Assessments like these should be carried out regularly and observations must be compiled for quick access. Patterns begin to emerge, only if you analyze enough with the correct approach.
As Roy T. Bennett says, “Push your boundaries beyond the ordinary; be that “extra” in “extraordinary.”
If you have any questions about the above tips, or some of your own to add just leave a comment below. We’d love to hear your thoughts on WooCommerce marketing techniques.