You have an ecommerce website, and it’s generating a comfortable number of orders, but you’d like to increase your website’s turnover.
You have a few options open to you – sending more potential customers to your website via digital marketing such as search engine optimisation and pay-per-click advertising, or increasing spend from your existing customers.
Here North East ecommerce agency Peacock Carter provide ideas to help you increase your existing customers’ spend with you.
1. Set your free delivery threshold carefully
Do you offer free delivery on orders over a certain amount? It may be wise to review this. If you set your free delivery threshold to just above the average order value, you may be able to entice customers to add another item to their order and increase your turnover – just beware of raising this too high and putting customers off entirely!
2. Introduce a loyalty points system
If increasing your average order value isn’t working, you could try starting a loyalty points reward scheme for your store. These can work by simply allowing customers to accrue a certain percentage of their purchase (say, 5%) in points which can be redeemed on your store; the extra incentive to gain enough points for an additional “free” order can become a powerful driver for increasing your store’s turnover.
Leading ecommerce platforms such as Magento and Shopify have the ability to launch these systems relatively easily, and the rewards can be huge.
3. Offer a free sample
There’s something humans like about receiving a free sample without asking – it appeals to our curiosity, especially if it’s from a brand or company they’re already familiar with. Sending customers a free sample may tempt them to buy an additional product line, or even help upsell them to a superior brand of the same product from you with a better margin, whilst providing a more personal touch for your customers.
Just be sure to target the free samples carefully, ensuring the product offered will appeal to the customer!
4. Email your customers if they don’t check out
This is an often-missed trick for smaller ecommerce businesses, and can yield great results. If your ecommerce software is worth its salt, it will likely have the ability to see abandoned carts – that is, customers who have added products to the cart without completing checkout. You can wait a set period of time (say, a few days), and then email the customer to check if they have any queries, and remind them they have products left in their shopping cart. Sometimes, all you have to do for more sales is to ask!
As with any email communication, be careful with how frequently you contact customers – some can find it intrusive and that may cost you future sales.
This is just a small sample of what is available to ecommerce merchants to help them to sell more, and it’s worth measuring and refining your processes as with anything in your business; if you’d like to discuss your ecommerce project further with us, please get in touch.