A website is a critical tool for any business, be it the Retail, B2B or Service Industry. It is not only your virtual shop window but is also your virtual sales person! And just like any sales person you employ, it’s important to get a good return on investment and convert more sales from your website.
Converting a chance visitor into a loyal customer is one of the main goals of your online marketing campaign. While an attractive website interface is important, there are some key adjustments you can make to increase your website’s sales conversion rate and convert more visitors into customers.
Here are 5 of our top tips to convert more sales from your website:
1. Introduce a Live Chat Service
Give your potential visitor the chance to enjoy prompt and knowledgeable answers to their queries regarding your products and services. A live chat service is a great way to grab their attention, capture their details, and ensure a high conversion rate.
Remember, current internet users want fast results, and if you won’t give them a prompt answering service, they will switch over to your competitor’s website.
Attractive product images are a must to grab the attention of a chance visitor to your website, and ensure they convert into a loyal customer. Besides product shots, images of people using your products or services also adds a touch of trust and sincerity to your brand, and helps your potential customer relate to your offering.
Good quality, attractive, engaging and inspiring images are a must to convert more sales from your website.
Go the extra mile and add video to your website. Adding a visual element to your website is a great way to attract customers and stimulate interest in your offered products or services.
Video offers visitors to your website the chance to enjoy an engaging experience, and promotes your offering through a preferred audio-visual format. There is no better way to make a decision on a product or service than to actually see it in action!
The videos on your websites can be introductory films of your entire portfolio of offered products, or could be be how to use guides for some of the most technical products you offer to your clients.
One of the best examples I have recently seen of this is the online clothing retailer ASOS. They allow potential customers watch a short video of the chosen product on a model walking down the catwalk. The impact this simple function has over a flat image is huge! It allows potential customers to really see the pros and cons of your potential purchase and is in fact an equal exercise in both customer service and selling power.
4. Know Your Audience
It is very important to understand that you need to attract the right audience and traffic to your website. You need to know who your target audience is, and only focus on attracting them to the website, instead of amassing a large traffic which cannot be converted into sales and loyal customers.
Once you define your target audience, it’s important to post quality content to attract them to your website over competitors, and remember – you must optimize every post for SEO! You want your content to be the first thing that comes up during a Google search. Keywords are important and using them correctly can be the difference between potential clients finding you and converting into a sale or being buried on page 10 of the results.
5. Opt For Usability Testing
Opt to get unbiased reviews about your website from strangers, who will give you valuable feedback about the different features of your site. In this way, you can improve the business site to ensure higher conversion rates.
Try implementing some of these top tips to convert more sales from your website and let us know how you get on! And don’t forget, if you are interested in Sales Training or yourself or your team, why not join us at our next Sales Success Workshop Friday 5th February. Click here for more information and to register your place or call us on .
There is nothing more frustrating than a sales person trying to sell you something you don’t want! Don’t you agree?
If a prospective customer gives you a call, drops you an email or visits your store they are interested in your product or service. If they don’t make a purchase something has gone wrong in your sales process. And more often than not, the problem is that you have not uncovered your potential customer’s true needs.
With so much information now at our fingertips, and the ability to purchase almost anything online from the comfort of our couches, the modern sales professionals must really prove their value as consultants, rather than pushy sales people trying to sell their most expensive product. You must offer the right mix of assistance, understanding and advice to help clients make better decisions about what they buy.
By incorporating these 4 simple steps when first connecting with your prospects, it will help build their trust in you, guide them through the sales funnel faster, and if they’re a fit for your offering, it will most likely result in a sale:
To make the experience useful and genuine for your prospective customer, you must be an expert on the product or services you are selling and which they are interested in purchasing. Be one step ahead of your competitors. Advise your prospect about how your product or service differs from competitive offerings. Without this knowledge, the customer will soon see that they are better off going to the internet for answers, than talking with a sales person who doesn’t know their stuff!
Ask Relevant Questions
I cannot stress how important it is to understand your prospects needs. In most instances you are not selling a product, but rather a solution to a problem. Here are some good probing questions to get your prospect to open up so you uncover their real needs and present the perfect solution:
- What are you looking to improve on?
- Do you have any initial ideas of what you’d like and why?
- Who will be the users? Do they need to be involved in the final decision?
- How often will you use the products or services?
- What’s most important to you?
It’s also really useful to discover what the budget is to ensure you don’t waste your own, or their time going through products or services they are never going to buy! A good way to open up this discussion is by saying:
- If you’re working towards a certain budget, and are happy to tell me broadly what it is, I can try and point you to the most relevant options.
The point of these questions is to find out enough to be able to advise your customer well.
Now that you have a full picture of your prospects needs, it’s time to offer your thoughts and solutions. Frame your suggestions with phrases like “I think I understand that A, B and C are most important to you. With that in mind, you may want to explore products X, Y and Z as they most closely meet your requirements.” Explain the differences between each product so that customers can prioritise what’s most important to them. Remember to keep it simple though – you don’t want to overload your prospect with too many options as this could lead to confusion and delayed decision-making.
Be Patient but don’t forget to follow up!
When you have presented your solutions, don’t rush the sale. Ask their opinion and develop your listening skills to give potential clients the opportunity to tell you what they really want. It’s important to not apply pressure, just offers of genuine help.
Finally, not all prospects will be willing to close the sale there and then. This doesn’t mean the sales process is over. Make sure you get their contact details, follow up to see if you can provide any more help or assistance and check in to see if they are well enough informed to make their decision and follow through on the sale.
If you would like to learn more about perfecting your sales process, come along to our next Sales Success Workshop Friday 5th February. Click here for more information and to register your place or call us on 01 891 6220.
As it’s the start of the New Year, you have probably already made some personal New Year resolutions like going to the gym more or eating healthier, which we hope you are sticking to so far! Now is also the ideal time to not only assess your personal life, but your professional life too.
It’s important to look to the year ahead and decide on some resolutions and goals for what you’d like to accomplish in your business. It’s a common fact most resolutions are forgotten about by the time we hit February as it is hard to keep up the enthusiasm for months on end but it’s not impossible. This year try to pick one or two worthy resolutions and stick with them.
Regardless of the type of business, here are five New Year’s resolutions every business owner should make to help you strike a better work-life balance, so you can achieve a truly satisfying and successful year ahead:
- Automate or Delegate Routine Time-Sapping Tasks
There are so many things to do as a business owner and it’s easy to delude ourselves that we need to do all of them. Then we wonder why we’re so tired and frazzled and have no time to do anything else like actually work on building our business or enjoying the fruits of our labour.
Put a value on your own time, and always look for opportunities to delegate or automate recurring tasks or low-value activities. The best use of your time as a business owner is not troubleshooting, being the number one contact for your customers or getting bogged down in admin, but is in seeing new business opportunities, providing leadership to your team and mapping out the future of the business. Give your team the tools and processes, then watch them shine and see how much time you gain for more valuable activities.
- Create a Default Diary & Plan For Fun
During the day-to-day running of a business, it’s too easy to get distracted with unnecessary tasks. By creating a default diary your time will be better-managed to focus on the important, valuable tasks, and you will get more quality work done in the available time.
When setting out your default diary for the year ahead, make sure to also plan in time for fun! Put some time in the calendar for what is important to you – e.g. Holidays, Children’s Birthdays, Sports events etc. You didn’t get into business to work all the hours that god sends. Make sure to reward yourself for a job well done. It will keep you more focused and passionate about what you do. All work and no play is a recipe for mental and physical disaster!
- Learn Something New
Learning something new will add to your skills and add a new dimension of interest to your life. To grow and develop your business, you need to constantly grow and develop yourself! Depending on what you choose to learn, you will also meet new and interesting people, who may become customers, colleagues or friends. This will also help you in achieving a healthy work-life balance.
- Go Meet More People
Join a good local networking or business group. There is nothing like talking to fellow business people to spark new ideas, refine old ones, and make valuable business contacts. It is a great way to spread the message about your business and gain valuable insights into how to move your business forward.
- Review and Plan Regularly
Planning is vital if you want a healthy, growing business. Every business needs specific goals to strive towards, and without a clear roadmap, how are you or your team expected to achieve the desired outcome for your business.
Regular business planning lets you take stock of what is working in your business, what strategies are not working and what needs to change. It also helps you to set new directions or adjust old goals. Learn to set aside time in your new default diary every quarter to review, adjust and look forward. This will help you not only to avoid costly mistakes and stay on track, but will also help you feel more focused and relaxed.
We hope these few ideas help when choosing your professional New Years resolutions for 2016. Everyone knows keeping up these resolutions is hard work but if you can even just apply one or two it will make life easier and business more successful.
If you would like to learn more about how you can plan for 2016, join us on Thursday 14th January, at our 2016 Business Planning Workshop, when we will help you develop your winning plan for 2016. Click here to avail of our early bird special offer.
Happy New Year! 2016 has arrived and with that it’s time to review your wins from last year, make your resolutions, and set out your plan to take your business to where you want it to be by the end of 2016.
Businesses around the country are finally starting to feel the effects of our economies return to growth. When setting out your plan for this year, we cannot stress how important it is to ensure that you are ready to take advantage of the recovery, and have the resources available to capitalise on the opportunities it will bring your way.
If you are unsure of where to start, or need a more structured environment outside the office to develop your plan, you can give your business a head start and join us at our 2016 Business Planning Workshop Thursday 14th January. Click here for more information.
If you are putting off creating a business plan and think it’s too hard or unnecessary, here are some key benefits to business planning which may help you change your mind:
1. A Business Plan will keep you on strategy
Goals cannot be achieved without a clearly defined strategy. However, it can be hard to stick to strategy once we get back into the daily routine and interruptions of running a business. Use your business plan to help summarise the main points of your strategy as a reminder to help you stay on track for achieving your end goals.
2. Your Business objectives will be clear
Every business and its team members need set objectives to strive towards in order to grow and develop. Use your plan to define and manage specific measurable objectives like number of leads, sales conversions, margins or new product launches. Define your success in objective terms.
3. Your educated guesses will be better
Use your plan to refine your educated guesses and carry out some more detailed research and analysis about things like potential market, sales, costs of sales, sales drivers, lead processing and business processes.
4. Priorities will make more sense
Aside from the strategy, there are also priorities for other factors of your business like growth, management and financial health to consider. Use your plan to set the groundwork for these, and then to revise as the business evolves.
5. You’ll understand interdependencies
Use a plan to keep track of what needs to happen and in what order. For example, if you have to time a product release to match a testing schedule or marketing to match a release, your business plan can be invaluable in keeping you organised and on track.
6. Set milestones to keep you on track
Use a business plan to keep track of dates and deadlines in one place. This is valuable even for the one-person business and vital for teams. Celebrating milestones achieved will bring momentum to you and your team and a desire to achieve again.
7. It will help you delegate
If working less hours is one of your resolutions for 2016, your business plan is the ideal place to set out your key objectives, delegate responsibility and clarify who on your team is responsible for what. Every important task should have one person in charge.
8. Managing team members and tracking results will be easy
Including your team in your business plan will help ensure everyone in the business is working towards a common goal. Each individual will know their role in achieving this goal and can be held accountable for it.
9. You can better plan and manage cash flow
No business can afford to mismanage cash. A cash flow plan is a great way to tie together estimates on sales, costs, expenses, assets you need to buy and debts you have to pay.
10. Course corrections will keep your business on track for success
Having a business plan gives you a way to be proactive — not reactive — about business. Don’t wait for things to happen. Plan them. Follow up by tracking the results and making course corrections along the way to keep you on track.
Once you have your plan in place you will have a clear picture of your business and direction it is going to take in 2016. Make sure to review it regularly and make adjustments as necessary, and then watch your business take off in 2016.
Join us on Thursday 14th January, at our 2016 Business Planning Workshop, when we will help you develop your winning plan for 2016. Click here to avail of our early bird special offer.