small business tips: how to sell more on the web
DESCRIPTION
Tips for small business and home business entrepreneurs on how to sell on the Web, including learning how to attract more visitors and then turning them into customers. Learn how to increase conversion rate and increase sales from your ecommerce store.TRANSCRIPT
![Page 1: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/1.jpg)
www.powerhomebiz.com
Small Business Tips:Small Business Tips:How to Sell More on the WebHow to Sell More on the Web
Isabel M. IsidroManaging Editor, PowerHomeBiz.com
www.powerhomebiz.com
Twitter: @powerhomebiz Facebook: www.facebook.com/imisidro
![Page 2: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/2.jpg)
www.powerhomebiz.com
Turning Visitors to Customers
• Getting visitors to your website is one thing; turning them into customers is a whole different ballgame.
• If you are selling on the Web, you need to be able to do both well. You need to be able to attract more visitors and then turn them into customers.
![Page 3: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/3.jpg)
www.powerhomebiz.com
Factors to Entice Visitors to Buyers
• Simplicity or ease of use of web site• Attitude and accessibility • Responsiveness or the quality, speed and
helpfulness of customer service • Transparency of policies including privacy and
return policies • Selection and presentation of products
![Page 4: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/4.jpg)
www.powerhomebiz.com
Challenges of Small Online Retailers
• Lack of technology– Limited personalization and customization– No data mining capabilities– Limited capability to boost site efficiency
• Cannot take advantage of economies of scale to lower costs
• Smaller marketing budgets• No multichannel marketing
![Page 5: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/5.jpg)
www.powerhomebiz.com
Tips to Increase Sales
• Get the right traffic• Build customer confidence• Improve product presentation• Maximize after-sales
opportunities
![Page 6: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/6.jpg)
www.powerhomebiz.com
Get the Right Traffic
• Identify your Unique Selling Proposition (USP)• Seek qualified traffic – visitors that are
genuinely interested in your products• Generate good visibility and reviews from
shopping comparison web sites (Shopping.com, Epinions.com, Bizrate.com, etc.)
• Sharpen your landing pages
![Page 7: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/7.jpg)
www.powerhomebiz.com
Get the Right Traffic
• Get your web pages ready for the sale• Analyze your web traffic• Reduce load times• Your site search is your best friend: examine
what visitors are searching in your site
![Page 8: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/8.jpg)
www.powerhomebiz.com
How the Big Boys Do It: Home Depot
Keep customers engaged by showing them and explaining to them why they need your products
HomeDepot.com provides articles, videos and how-to guides to inform their customers and make their site a go-to place for information pertaining to their products
![Page 9: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/9.jpg)
www.powerhomebiz.com
Build Customer Confidence
• Demonstrate that you are a real business– Include an “About Us” section– Put your contact email information and a
telephone number – If possible, include your physical address– Put a human face to your business: consider
putting in photos of your staff (if any)– Create a section where all your press mentions
![Page 10: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/10.jpg)
www.powerhomebiz.com
Build Customer Confidence
• Get a toll free 1-800 number• Provide evidence of your products’ success• Give customers signals of protection and safety• Consider creating a “first-time visitor” page• Clearly specify your return policies• State your privacy policy• Respond to emails quickly• Do a spelling check of your web site
![Page 11: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/11.jpg)
www.powerhomebiz.com
How the Big Boys Do It: Target.com
Add to Cart is located above the fold in an eye-catching red and prominent size
Price is highlighted using big, red fonts, with availability clearly indicated
Featured campaigns as well as Clearance prominently displayed even in product pages
Several photos of the products are included, including how it can be used
![Page 12: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/12.jpg)
www.powerhomebiz.com
Improve Product Presentation
• Lead the visitors to your sales funnel• Make it easy for visitors to use and buy from
your site• Design your site in such a way that visitors
immediately know what you are selling• Entice customers to buy
– Highlight special promotions or hot new products – Show best selling products
![Page 13: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/13.jpg)
www.powerhomebiz.com
Improve Product Presentation
• Avoid intro, splash, or entry pages• Pictures sell: Invest in great photography
– Clear, clean, big and devoid of any distracting backgrounds
• Write compelling sales copy • Make your call to buy signals consistent and
prominent• Use an Upsell Page
![Page 14: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/14.jpg)
www.powerhomebiz.com
Copy focuses on benefit: “Flattering fit – guaranteed”
How the Big How the Big Businesses Do It:Businesses Do It:
LL Bean
Key Features offer bullets of supporting benefits
Add to Bag uses a different color that makes it pop from the page
![Page 15: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/15.jpg)
www.powerhomebiz.com
Maximize After-Sales Opportunity
• Maximize cross-sell opportunities– Include in your confirmation email other items
they may like, as well as mailers included when the product is sent.
• Give customers incentive to buy again from you
• Provide return and money-back policies• Consider a loyalty program
![Page 16: Small Business Tips: How to Sell More on the Web](https://reader035.vdocuments.site/reader035/viewer/2022070304/54bf95ea4a7959f47f8b4572/html5/thumbnails/16.jpg)
www.powerhomebiz.com
Read the article
“How To Sell More on the Web: 30 Tips To Increase Conversion Rates For An Ecommerce Site”
http://www.powerhomebiz.com/092006/ecommerce.htm