3 Ways to Boost Sales on Your E-Commerce SiteMay 7th 2015 Sally Ormond e-commerce sites, FOMO, increasing sales with timers, psychological selling, sales techniques, scarcity
Do you sell exclusively through your website?
It’s tough selling to people you don’t get to meet, isn’t it?
If they came into your shop you have the opportunity to greet them, chat with them and answer any questions they may have. You can tell them how your product will help them and help them choose which model is right for them.
You can talk through their concerns and reassure them, constantly building and strengthening your relationship with them.
Then finally, you close the sale.
In the e-commerce world all that has to be done by your website, its copy and its functionality.
That’s a big ask.
So if I were to tell you there are 3 small things you can do to boost your sales rate, you’d probably want to know what they are.
OK, hold on to your hat, here we go.
Tell them your product is in short supply and they’ll want it all the more.
Just look at the hullabaloo that takes place every time Apple launch a new product or a new games consul comes out. By making sure demand always exceeds supply for any new product will have people fighting in the street to be the first to own it because no one wants to be the sad guy in the corner who’s just discovered he’s got to wait 3 months for his consul because he didn’t get up early enough to be at the front of the queue.
Retailers usually use the “limited supply” tag to increase buying urgency, but more and more you’re seeing prompts that show how fast something is selling. This is especially true on travel or hotel booking sites when you see the words “only 2 seats left at this price” or “only 1 room left” or “5 people are currently viewing this deal”.
This leads nicely onto the next motivator.
Fear of missing out (FOMO)
No one wants to miss out on something. The age of social media has fuelled the rein of FOMO by giving us the opportunity to show people where we are and what we’re doing 24/7. It’s like we’re in competition with our friends to see who has the most exciting life.
Brands are getting in on the act and exploiting this anxiety over missing out by positioning their products as tools to prevent the dreaded FOMO feeling. Things like Apple’s FaceTime is marketed as the answer to your FOMO fears because using it means you’ll never miss out on important moments again.
Preying on our anxieties in this way is a powerful motivator to buy.
Have you spotted one yet?
Timers are the latest tools in the e-commerce armoury. Highly effective, they give a real-time moving countdown that’s hard to resist.
Naked Wines use it to encourage you to place your order for next day delivery:
Here’s how Amazon use them:
Tests run by WhichTestWon show that a countdown timer, however inconspicuous, can triple website sales.
Isn’t it worth testing one?
So, if you want to sell more use scarcity, prey on your customers’ fear of missing out and include a countdown timer.