Online shopping is popular for a reason: it’s easy. But are you giving visitors a reason to buy?

increase-salesPut yourself in the shoes of someone who is looking at your online shop for the first time. Do you have a no-hassle return policy? Friendly customer service? Free shipping? Are you using top quality shots of your items (not stock photos!) along with detailed descriptions?– These can instill confidence in your buyer, and lead to sales.

The things mentioned above are the most basic things a handmade business owner should know to sell products. If you want to increase your online sales 10 times, here are 5 ways to do just that:

1. Mobile Website

Having a mobile version for your website is more important than ever. Any recent survey on internet use will show that mobile access is on the rise and that in the coming years the majority of people surfing the web will be doing it from their phones. If your online store isn’t optimized for mobile – site visitors could get frustrated and decide to look elsewhere. In addition, 67 percent of users claim they are more likely to purchase from a mobile-friendly website.

2. Color

It shouldn’t be surprising that the main sense that retail stores go after customers is their sense of sight. For example, color has a big impact on our shopping choices. Each color often evokes or represents a feeling, and some retailers use that to their advantage.

It could be the color psychology of a logo, or if the items displayed in groups of colors that tends to have a big emotional impact. Colors have different associations and those things tend to get people going. So, for example, red is almost always the color associated with sales because it inspires people to take action and it’s a stimulating sort of color. Blue can be perceived as where things are reasonably priced. Value-oriented stores tend to have logos with red, but it could also be orange. Black is almost always associated with higher prices and luxury.

3. Fewer Options

When you have an exhaustive product list, your prospects will have to go through a decision-making process for each item on the list to see what they might buy.

It also leads to what social psychologists call choice paralysis. Choice Paralysis is something we’ve all experienced. Here’s an example: when you go to a restaurant and the menu is 20 pages long, you probably feel overwhelmed and unsure about what to order. This same concept can apply to your online craft store – if it’s not organized and set-up properly, your sales will probably slump. But there’s hope! If you have a large amount of products in your Etsy or online store, you might simply consider placing them into relevant categories. Another useful tip is highlighting items that are best-sellers or on sale.

To summarize, when people are confronted with several options, they often pick none of them and move on to something else. This was evident in an experiment when 24 flavors of jam were available, 97% of people chose none, whereas when there were 6 available, 30% bought at least 1.

4. Promotional Offers

Promotions are highly effective on limited time offers, phrased like this: “Take advantage of this item offer by the end of the week and save 50%”. Or, if a customer buys multiple items, they get a percentage discount. You don’t need to set the discount high, you just need to give the customer a sense they’re saving money.

5. Valuing Existing Customers

Think about your existing customers. They have already bought from you, so if you provide excellent customer service, they might buy from you again. Getting a new customer is much more expensive than selling to an existing customer, so by continuing to sell to them, you are really saving yourself some money.They can give you feedback on your handicrafts and services. They continue to save you money because they can be a major source of referrals. So through them, you get access to new clients.

The easiest way to generate this part of the sale is to think back on things that you yourself have bought. Which times were you happy to have something? Had you waited for it, or did you rush out to get it as soon as it was available? Was it an impulse buy, or part of a plan? Use questions like these to increase your awareness of what your customer has just done, and enrich the experience.

Gary Capps

I live in the one of the most beautiful places in the world on the Sunshine Coast in Australia with my wife and our 2 dogs, Poppy and Mia. Since 2009 I have helped over 15,000 handmade business owners to grow their business with our software and free tools designed for todays entrepreneurial artisan.

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