Today is all about shopping cart abandonment because I’ve seen some quite troubling stats today.
According to new figures, 74% of shoppers are abandoning their carts before they finalise the purchase.
I’m going to give you 5 tips to help you save the sale and maybe put more money in your pocket as a result.
Be your first customer
So the first tip I’ve got for you is to actually go through the shopping cart yourself.
Listen, I’ve been involved in e-commerce building e-commerce sites since the very beginning – since the 90s. Checking the cart works, from top to bottom, and finding weaknesses is an immediate way to boost your sales.
Maybe if you have a new shopping cart online and you’re not getting the sales you expect, just go through the process and become your own a customer to test it out properly.
Secondly, have a look at this little chart:
56% of people leave the shopping cart because they are presented with unexpected costs.
And that brings us to my second point; check the tax and the shipping costs to make sure that they are appropriate for the user.
How you do that is you use a cookie a location tracking cookie.
That make sure the shopping cart knows whereabouts in the world your customer is, and then provides them with the correct tax and shipping information.
Price match guarantee
And then the third tip that I’d like to give you is something that we see the big guys doing a lot of at the moment which is price matching.
Make a deal with your potential customer promise them that if they find the same item cheaper elsewhere on the Internet you will pay the difference.
This kind of guarantee can have a dramatic increase on your bottom line.
I know it’s not always possible if you drop shipping, but if you can offer that as a guarantee I would strongly recommend you at least test it.
The fourth tip that I’ve got for you is to use scarcity use urgency.
What you could do is show that the number of items you have left in stock or you could have a time-limited special discount.
Now let me say something about using scarcity, it can lead to buyer’s remorse.
That can happen because you’re putting pressure on people to purchase which in itself is okay, but if they’re doing it in a panic state and they’re not really thinking about their needs then the loss aversion driver has kicked.
Then the day afterwards, or a few hours later they may have gone through the process again in their mind and wondered if they’ve made a mistake.
And that’s where buyers remorse comes in. So if you use an urgency or scarcity that is something to consider.
Then the final tip that I’ve got for you is to follow-up.
Now this is such a massive area I could probably make 10 videos just on the follow-up sequence.
But for simplicity sake, chances are you will have their contact information and you can send them a reminder.
And then another really effective way to follow-up is through Facebook Custom Audiences.
The next time they’re on facebook they’ll see a little reminder about their intended purchase.
You could also include urgency and offer a fast-action discount.
I would say it’s probably not a good idea to train your customers to expect a discount in that way, but certainly use Facebook Ads to follow-up and remind them that they forgot to complete the checkout process.
So there you go, I hope you’ve found these 5 little tips to be useful and use them to increase more profit as a result.
Today I’m gonna show you the EXACT strategy I use to introduce myself to new website visitors, turn them into email subscribers, and eventually happy students.
To help explain it in the best way that I can, I’m going to colour-code every stage of the process.
And hopefully by the end of this post you’re gonna know how to:
Increase your traffic
Build your email list faster
Get more students
You can watch the video above if you like, there might even be a diagram to help. Or maybe, if you’re more into all that fancy-reading stuff, there’s a blog post for the intellectuals.
But first, here’s a little refresher in what traffic temperature is, and why it matters. This important if you wanna sell stuff online.
Cold traffic = doesn’t know who you are, or anything about you
Warm traffic = kinda knows who you are, like what they see
Hot traffic = these guys buy your stuff like it’s going outta style
So we got 3 levels to work with. These just-so-happen to line up perfectly with the stages of a basic sales funnel.
Awareness = they read your blog for the first time
Acquisition = they subscribe to your email list
Conversion = they buy your product
Ok, now that we’ve got that outta the way, let’s get down to the nitty-gritty and make some sales.
Obviously we need a piece of killer content for every traffic type, at every stage of the funnel. How do we get that content?
Where Do You Start?
We start at the end result of what you wanna achieve. So I’m gonna assume that you’re selling products and the end result you want is a sale.
You don’t have to make any new content for this, and that means you can get more from less. Your existing content is gonna do just fine, if it’s related to information or e-learning.
This will work great with videos or ebooks, so take your product and split it up into smaller chunks.
Take one of the chunks and turn it into a lead magnet.
This makes sure that your product is highly desirable to the people who have subscribed to your list. So naturally, your sales are going to increase. KABOOM!
But wait, how are ya gonna get targeted people (people who are REALLY interested in your stuff) to subscribe to the email list?
We repeat the process, but this time with the lead magnet. So we split it up into smaller chunks and turn one of the pieces into an epic blog post.
Epic? I’ll run you through it in a second, it’s pretty easy.
But first an example is in order.
So let’s pretend your product is all about maintaining a tropical fish tank, but it can be about anything you like.
The curriculum might look like this:
Pumps, filters & thermometers
Treatments & additives (lead magnet)
In this instance, we take the module about treatments & additives and turn it into a lead magnet.
Now that’s a fairly valuable lead magnet, right? So we repeat the process and split it up further:
Treatments & additives
Foundation powder (epic blog post)
Water conditioner (lead magnet)
Now we’ve got a piece of content for every stage of the funnel.
The blog post is an ideal way to pull new traffic to your site (cold), the lead magnet is great to entice people to subscribe to your list (warm), and your product is attractive enough to covert them into buyers (hot).
See how it works?
What’s happening here is this; your blog post is giving your audience absolute value up-front, for free. But it doesn’t have everything they need – if they want to ascend further and get more value from you, you’re giving them the opportunity to subscribe to your email list, where they can get more detail.
It’s important to NOT pull a bait & switch here (or anywhere else, ever).
You can now easily transition the conversation and move cold traffic from reading a blog post, to becoming a prospect, to becoming a customer. And you didn’t have to get all weird or hypey to do it.
Chances are, your subscribers will be fall over themselves to buy your product because it meets their needs perfectly.