How to Easily Increase Online Sales for a Small Business

By | August 29, 2019


– If you’re a small business and you need to generate more leads and sales from your website, then in this video I’m
gonna show you a process that you can use to do exactly that. (dramatic music) Any visitor to your website needs to go through a very specific process in order to become a lead or sale. So, in this video, we’re gonna
outline what that process is and I’m gonna show you tips
on how to optimise each stage. So the first stage obviously is to get traffic to your website. Nothing happens without
people being on your website. So, we’re gonna look at some
different ways to get traffic. Once that traffic is on your site, those visitors need to
convert into leads or sales. This is known as conversion
rate optimisation. Is the process of increasing
the number of visitors that turn into those leads or sales. If you’re a company that
sells services for example, your website is probably
a lead generation tool. So, in that case your equation
is website with traffic, then you’re converting
that traffic into a lead and then your sales team is
following up with that person and turning them into a sale. So in this video we’re
gonna look at traffic, we’re gonna look at conversion and we’re also gonna
look at what you can do to increase the number of those leads that you’re turning into sales as well. So, starting with traffic theme, because everything begins with a visitor landing on your website. If you need to increase sales, then you can increase you traffic. And there are a hundreds of different ways to get more traffic to your site. but broadly, all traffic sources
fall into two categories; either is paid traffic. So for example, Google Ad
traffic, or LinkedIn ads, or Facebook ads, or YouTube ads where you’re actually paying for somebody to click on one of your ads, and come to your website. That’s paid traffic. Or is organic traffic. An organic traffic if traffic that you don’t directly pay for, but you pay with your energy to make your website
visible in these areas. For example, getting your
website ranked on Google. Now getting your site ranked
in Google’s organic listings doesn’t directly cost money, you’re not spending money to get there. But what you have to do is
put in a huge amount of time and energy to show Google that
your site is an authority. And you might be paying an agency like Exposure Ninja to do that. So you’re not paying
for the direct result, but you’re paying for the work that goes into getting
that organic result. In a similar way, organic
social media visibility. So if you’ve got a large
following on Facebook, or Instagram, or LinkedIn or Twitter, you’ve paid with energy, or you’ve paid an agency to
build that following for you. So when you’re getting
traffic from Facebook to your website, if you’ve got a large following, you’re not paying per click, but you’ve paid with all the
time that you’ve invested to get that profile to that stage where it has that audience. So those are the main
two sources of traffic. Now if you need sales quickly, then paid traffic is
the best way to do this, because unlike with organic channels, you don’t have to build
up visibility over time. Soon as you turn on the ads, you’re gonna be getting traffic
through to your website. Now within paid traffic, we have two different
types of advertising. We can do intent advertising, or we do interruption advertising. The most relevant type for
your business will depend on what you sell and who you sell to. So let’s say for example, that your business sell
something to people that know they need that thing. Now, if that’s the case, your visitors are typically
going to be on Google. Let’s say for example, that
you sell video microphones. If I search Google for video microphones, or a Rode VideoMic, which
is the name of this product, that shows that I have intent to purchase or intent to you
know, look at these products. So if you’re selling something
that people know they need, for example, you’re a locksmith, somebody knows that they need a locksmith, so they’re going on to Google and they’re typing in locksmith,
Nottingham or whatever, then Google and search engines are really good advertising
channel for you. If you’re selling something instead, that is more of an interruption
or impulse purchase, let’s say for example, clothing. Now, I might know that
I need a new jumper. But also at the same time, if I’m just looking through Facebook and I see a nice jumper, I’m like, “oh, that looks all right.” Click it and buy it. I’m unlikely to buy something
like that from an impulse. I might because that’s
a very specific thing to do a very specific job. Whereas a new phone case
or like makeup remover, not me personally, most of the time, or something that’s more
of an impulse purchase would typically be a stronger interruption advertising target. So interruption advertising
is through things like Facebook ads,
LinkedIn ads, YouTube ads, where you’re interrupting people as they’re looking at whatever
social network they’re on. And you show them something with the goal of getting
that impulse purchase and getting them through to buy. So you can imagine that
if you’re a locksmith, Google is gonna be much better for you because people are gonna be
typing in locks with Nottingham. Then Facebook, ’cause if
I’m locked out of my house, the last thing I’m doing
is going on Facebook and just hoping, praying
to the gods of Facebook, old Zach up there. Last thing I’m doing is scrolling through, hoping that I just see
an ad for a locksmith. That’s not gonna happen. So understand, first of all, whether your intent based advertising or interruption based advertising is gonna work best for you. And lots of businesses
will have a bit of both, but they’ll be predominantly
one or the other. Now, organic traffic, on the
other hand is a slower burn. So you’ve got to build visibility, whether it’s on Google or
whether it’s on social media, this takes time, it takes energy and it takes money if you’re
paying an agency to do it. But the results, long term, can be much, much more significant than paid traffic sources. For example, all of our
most successful clients, without fail, have a very large component of their traffic coming from
organic search, for example, because that traffic
is very well qualified, it has high commercial intent, and it tends to convert better. So organic search is
something that you’ve gotta put some time into
getting that visibility. But once you have that visibility, it can be the most profitable traffic, not least because you’re not paying for every single click like you will be with paid advertising. So the first thing to do, if you need more sales
through your website, look at how much traffic you’re getting, and to make sure that you’re
picking up qualified traffic, either from PPC, from paid advertising or through organic sources. Step two in the process is to look at how many of your visitors
your website is converting into leads or sales. This is known as conversion
rate optimization. So there are a few different
ways that you can convert more of your visitors into leads or sales. And we’re gonna look at
some eCommerce examples. First, although all your lead generation business’s out there, you can learn a tonne of
lessons from these examples too, because all of us are selling to humans. So you can see on this example, on the MandM Direct side, they’ve got this little box in
the bottom right hand corner, which just pops up and
asks for people’s emails in order for some offers. So what they’re really looking to do here is capture that traffic that maybe isn’t ready to purchase now, or it’s just browsing around the site, get them on the email list, and then once they’re on the email list, they compound them relentlessly with emails to make them buy. Great way of capturing
more leads through the site and not just making your
site a pure eCommerce site. And you can see here
on the Vue Cinema site, how they’re using a sense of urgency. So by having a little countdown clock up at the top of the page ticking down for when people’s tickets are gonna be rereleased out of their baskets. They’re encouraging
people to take action now by giving them a deadline. We see this on hotel sites
as well, for example, where you see four
rooms left at this price and you think, “Oh my god.” Well, there’s four
rooms left at this price until they released more inventory. But whatever, it makes us buy because there’s a sense of urgency. On the Iceland site here, you’ve got this purchasing sensor, free next day delivery when
you spend 35 pounds online. So this serves two purposes. Firstly, it increases conversion rates because nobody likes paying for delivery, we’ve been conditioned repeatedly that delivery should be
free and fast anyway, so any paid delivery
feels like a punishment. We’d rather pay for
products than delivery. The second thing that it does is increase average order value, because what happens is when you’ve got 25 pounds worth
of products in your basket, and you say, “All right, if
I spend another 10 pounds, “I get free delivery, “well, I might be paying five pounds “for delivery at the moment. “So really that 10
pounds worth of products “only cost me five pounds,” then you increase your basket value to get over that threshold. So this can be a great way to increase average
order value on your site. What you need to do is work out what your average order value is, and then set your free delivery threshold just slightly above that, to encourage people to
add that one more thing to that basket. In this example, the Superdrug site offers 100% Happiness Money Back Guarantee. So this is a really key principle that applies to eCommerce sites
and lead generation sites. And that is that you
want to remove as much of the perceived risk in your
audience’s mind as possible. So in the case of eCommerce businesses, people can be a little bit cautious about buying things online, if for example, they’re
unable to try them on first, or they’ve not tried out that thing before or they’re worried about making a mistake. For example, you’ll notice how
ASOS and companies like that have used their returns policy as really a USP of their business. They make requesting a return really, really straightforward and easy. And that lowers the perceived
risk in the shoppers mind, because when they’re
browsing on the ASOS site, they can add a whole bunch of different products to their basket, not being too concerned about
whether they’re right or not, because they’ll try them on and they’ll send them back
if they don’t need them. So as long as that returns percentage is built into your business, it can be a great way to encourage people to shop with you knowing
that if it all goes wrong, they can send that thing back anyway, in another example, that applies just as much to lead generation
businesses as eCommerce, we’ll see here on the Real Foods site, how they show customer
testimonials really prominently. And in this case, they using Trustpilot, which I happen to think is one of the world’s biggest
scams on the (mumbles). Anyway, people still trust
Trustpilot, so that’s awesome. And you can see just by
adding these reviews, or adding a little average star rating, again, you’re removing the
perceived risk from people, because they’re thinking, “Okay, what other people
have made this decision, “and they’re happy with that decision.” So therefore, there’s that
social proof element there. Now, if you’re a lead generation business, you can use these exact same
principles for your site. So for example, having some
kind of newsletter pop-up, if you position that
newsletter effectively, by offering a free downloadable
guide or free consultation, something higher value
than just newsletter because that has zero potential value, can be a great way of
building an email list of people who maybe aren’t
ready to do business with you, aren’t ready to actually
make an inquiry yet, but might be interested at
some point in the future. These trust signals and showing
the star ratings apply just as much to eCommerce businesses as lead generation businesses. So if you need more sales now, then consider adding wherever
you asking people to trust you like by your contact forms, consider putting a reason
for people to trust you, like an average star rating. So when we’re asking for their trust, we’re giving them a reason to
trust us, at the same time. If you’re a service company, you can tap into urgency or scarcity. So we worked on a dating agency site, and we wanted to increase
the number of leads that this dating agency was getting. They were actually getting
zero leads from their website, so it wasn’t too hard. And what we did is we
actually made a takeaway sale. So we said this dating
agency is so exclusive, you’re probably not gonna be accepted, but if you wanna have
a go, then feel free, you can apply here. And the conversion rate went
from zero percent to 12%. Now, we didn’t actually change
anything about the offering, they already had this kind
of application process, we just kind of reposition a bit, and use that as a takeaway sales, imply urgency and scarcity. And the conversion rate increased, because now people you know, everyone wants to be a member of the club that no one except them. Now maybe your site’s getting
a lot of traffic already, and you have a lot of
these conversion elements already in play. What can you do if people
just still on converting? Well, the first thing that you can do is look at simplifying your sales journey. So if you’re an eCommerce business, this will be things like making sure that you have a one page Checkout, or you have condensed your Checkout into as few steps as possible, making sure you’re not forcing people to sign up for something
before they can checkout. So making it as fast and easy for people to put their credit card information into your website as possible. You might also look at adding
different payment options, things like Apple Pay, Google
pay, Amazon pay, or PayPal, where people don’t actually have to have their credit card detail to hand in order to buy from you, they can just tap the side of their phone or scan their thumbprint and they can make that purchase that way. Remember, we’re trying to remove friction, we’re trying to allow
people to go down this, or call it a slippery slope
down into your business. We wanna make that slope
as slippery as possible and as compelling as possible, and forcing them to
jump through hoops like, go and find their credit card and type in the number onto your page. Real pain, no one’s got
time for that these days. So offer additional payment options. If you’re a lead generation business, the sales process and simplifying it is about giving people a very clear, very logical next step
to take on your website. So for example, on the
Exposure Ninja website, where we’re looking to generate leads for our digital marketing agency, we run a free website and marketing review where you fill in your details and you request the free review from us. And we’ll create this
video which shows you how to improve the number of leads and sales to your website, and then we’ll offer you our services if we think that’s relevant. So by doing that, by offering
something that valuable, free of charge, we increase
the number of people that are requesting that from us. If we just said, “Contact us if you need
some digital marketing,” we generate very, very few leads. But by offering this sorts of offerings, we can push our conversion
rate much higher and generate many more leads for the same amounts of traffic. So think about what can you
offer to your website visitors that’s really good compelling, and it’s gonna get them excited about giving their details to you. Compelling of any of these,
but I have to be honest, one thing that you might wanna
do is revisit your product and pricing strategy. We often send websites to review where the owner has actually implemented a lot of the conversion optimization stuff that driving traffic to the site, and it’s not converting
and the question is, what technically are we doing wrong? Well, we look at all the
technical stuff and say, “Actually, you’re not
doing too much wrong. “The main problem is that
your pricing is way too high “for the quality of product
that you’re offering, “and you’ve got absolutely
no brand recognition “in the market, so why
would anybody buy from you?” And however good your digital marketing is you can’t disobey the
golden rules of business. And that is the price that
you charge needs to reflect the value that you’re
providing to the customer. So if you’re, for
example, a luxury startup, well, you’re not gonna be
able to charge Gucci prices until you have a Gucci brand, right? And that takes a lot of
time and energy to build. I had a DM on Instagram
from someone last night who they’ve created this store. And they’re saying, “Why
aren’t we making sales?” And I looked on the
site and their products were exactly the same
price as competitors. But the competitor’s much better known, and actually these
products can be available from loads of other stores that you would have heard of. Stores like Amazon. So why would anybody buy from this site that’s just selling me two
products, at me to prices, but without the brand recognition. It makes no sense. So either you have to be cheaper, you have to have lower margins, because you’re selling the same but you don’t have as high perceived value because no one’s ever
heard of your business. Or you need to find some other way to add value to the customer, for example, putting them
in a subscription club, which means that they get
this product recurring because it’s like a consumable products, which makes it really easy for them. So now you have a reason to stand out, and you have the ability to
stand up in that market and say, “Right, we deserve to be here, “this is what we’re all about.” So consider if you’re driving traffic, you’re not getting conversions, and there’s nothing technically
wrong with that process. It might be a case that you
need to look at your products and pricing strategy. If in doubt, request a free
review from Exposure Ninja, at exposureninja.com/review, and we’ll take a look for
you and be very honest. If you’re an eCommerce site, one really quick wins to
increase your conversion rate is to use better products imagery. And here we are on the
Best Made Co. website. I’m a big fan of the site, love their products
imagery and descriptions. Have a look at the quality
of the imagery here that they’re using to sell an axe. This is an eCommerce master
class and it needs to be because this is potentially a $348 axe. So, I can see the handle and nice detail, I can see the head, I can see more handle, I can see the axe head
sheath that’s covered, I can see lots of different handle styles. I feel like I’ve got a pretty good idea of what this x looks like, all in really high resolution
product photos as well. We can see the engraving, we
can see the logo being applied. This is a really high
quality products inventory. When we’re selling our products online, we’ve really got to try to replicate the in person buying
experience as much as we can. So if I was in a store
looking at this axe, I’d be picking it up,
turning it around, looking, feeling all the textures. That’s quite an immersive experience. So on a website, we need to try and replicate that experience
as much as possible. Every day, with some sites to review where people have got
an expensive product, a high quality product, and there’s one grainy little image and they’re expecting
people to buy based on that. Look at how much work they’re
going into to sell these axes. Then we’ve got a lot of story about it, we’ve even got a video
showing the axe in its box, so you know exactly what you’re getting and exactly how it works. This is a really good model to you. And it’s all about giving people as much of an immersive experience as possible on the product pages. If you’re selling a jacket, for example, don’t just show the jacket on someone, because that only gives
them one dimension. Show it on someone, show it from the side, show it on a hanger, show the details, show what’s inside the lining, show the stitching, show the pockets, all of the things that
someone would be looking at if they were holding that
product in front of them. If we can replicate that
experience on the website, we stand a much better chance
of converting that visitor. And my final tip for converting visitors is to make sure that your messaging is consistent across your site. So your brand’s tone of voice is the words and the style of the writing that you use. Lots of people make the mistake of thinking that their website needs to be this corporate speak,
very traditional, formal event. Well actually people buy from people and even super serious
solicitors and accountants and real professional people
like that do appreciate a fun, and interesting brand, if
that’s relevant for you. Now, obviously, if you’re selling some kinda safety products,
you don’t wanna be joking and having memes all over the place. But having a personality
and making sure that that personality comes
across on the website is a great way to stand out. And I really would encourage
you to consider being a little bit more
yourself on your website, rather than just going for this boring, corporate, generic speak that everybody else seems to be using. Alright, so you generated a lead, and now if you’re a service business, you’ve got to then
follow up with that lead in order to turn them into a sale. So also, this isn’t the
sales training video, there are a couple of things
that we’ve noticed from working with our most successful
clients in this area, that you can do to increase the likelihood of that lead turning into a sale. The first key is speed, you’ve gotta get in contact with that lead as quickly as possible, because you can imagine that that person might have put their email and their phone number into
five or 10 different sites for people offering what you offer. So you need to be the first on that phone or in that email inbox
to reach out to them. If you’ve got people filling
in your forms overnight, it’s a good idea to just
send an automated emails to them saying, “Thank you. “We’ll pick this up
during our opening hours,” just so that they know
the thing has worked. What we’re trying to do is get them to tick off
that task in their head. Along the same sort of lines, having a live chat on your
website can be a great way to engage people that
just have a quick question and might end up becoming leads if you can service them
through the live chat. We also love a service called LiveCall, you can find it a livecall.io. So it’s almost like the
website is calling the prospect and it’s super cool. So for a lot of our lead
generation clients, we run LiveCall and we’ve seen it do as much
as double conversion rates, because it’s just a really fast
way for people to get a call and there’s something lazy about people where they don’t even
click the phone number. They’d rather just click a little button and have someone call them
back at their own convenience. So check out livecall.io. It’s a nice quick way to get
some more leads from the site. So I hope you found this video useful. Don’t forget to click
the like button below and click subscribe in
the little bell icon to be notified when we post more videos. And if you want some help
with your local visibility, then you can go to exposureninja.com and request a free
digital marketing review. What will happen in this review is we’ll put together a 15 minute video, showing you how to improve
your local visibility and get more leads and
sales from local clients. It’s completely free service, there’s no obligation to use
our digital marketing services although of course if we
think that we can help, we will let you know and
it’s genuinely awesome. So go to exposureninja.com/review to request your free review video today. Until the next one, see you soon.

One thought on “How to Easily Increase Online Sales for a Small Business

  1. Exposure Ninja Post author

    What are you finding hardest about selling through your website?

    Reply

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