If you’re like most people, you probably want to do everything in your power to increase sales. Whether it’s through search engine optimization (SEO) or old fashioned banner ads – the goal is the same: To convert as many visitors as possible into loyal paying customers.
Naturally you’ll need people visiting your website before you can convert them. All of which you can achieve on a modest budget through a combination of content marketing, SEO and reaching out to people.
To get you started on increasing traffic and your search engine ranking, we recommend you check out this post from Cuutio. Here’s the short version to set you on your way:
- Write compelling content
- Identify keywords your target audience use
- Put your keywords in your title and headers
- Also place them in the first paragraph of your content
- Keep your website simple and easy to use
- Identify your competition and research what they’re doing right
- Use Google analytics to find out where your visitors are coming from
- Use RSS, social media, and email newsletters
- Establish thought leadership
- Keep your site updated
And in case you want to read the full post, you can check it out here: Top 10 Easy Ways To Increase Web Traffic and Search Engine Ranking
Now that you know what’s needed to attract potential buyers onto your website through SEO. It’s time to talk about what you can do to improve conversions.
Below you’ll find four science backed ways that will help you grow your business and sell more products.
How To Increase Conversions and Sell More
1. Dress To Impress
With all the scams and reports of hacking circling around the internet, can you really blame people for being cautious when handing over credit card details and personal data.
Not only that, but the appearance of your website can go along in driving away potential customers. In an infographic published by KISSmetrics 42% of online shoppers base their opinion of a website on overall design alone, while 52% did not return because of overall aesthetics.
Design is a matter of taste. But there’s a fine line between putting together a professional looking website and something which looks like it got plucked from the 90s.
Latvian startup Infogram does a great job here with their simple design and explaining exactly what they do. They use visuals to highlight how their product works and how you can start creating infographics within minutes.
In short, make sure your website looks professional and designed to impress visitors. First impressions count and it’s how you establish that initial trust with visitors.
2. Social Proof
In his book Influence, Robert Cialdini describes social proof as a means to determine what is correct by finding out what other think is correct.
In 1969 Milgram, Bickman and Berkowitz conducted a study to show the effects of social proof in action. Their study consisted of putting a person on a busy street in Manhattan and have the person stare at a specific spot on a tall building. Their aim was to find out how many people passing by stopped and stared or walked and looked up.
The experiment showed that when one person was staring only 20% of passers by stopped and stared. However, when the initial number increased to 5, 80% joined in on looking at the building.
For increasing conversions, you want to let people know that your product actually has customers and is being used to encourage more people to hop onboard.
In this example you’ll notice how Nosto puts their social proof above the fold. They highlight who their customers are and also display a real time count of how many recommendations they’ve generated for online businesses.
For your website you want to include the following:
- Testimonials from happy customers
- Media mentions
- Social media followers
- Links to reviews
- Customers you’re already serving
- Number of customers/downloads you’ve attracted
In other words: Be shameless with promoting your achievements, especially when it comes to highlighting that your product is being actively used by others.
3. Free Giveaway
A study by Professor Dennis Regan of Cornell University illustrated that when people were on the receiving end of a favour, they felt obligated to return the courtesy.
So by giving away a free trial or even a free sample, folks are more likely to buy after they’ve received a ‘favor’ from you. The reasons being because they feel a debt towards you, but also because it lowers the risk of buying something.
For instance, below you’ll see how Munich based Propertybase offers new users a 14-day trial to get people to try out their real estate CRM tool – you also don’t need to submit your payment details to try it out.
Scarcity is a powerful motivator for us, it’s the fear of missing out that drives people to act now. To us something that is scarce or in limited is considered more valuable than other items available in abundance. You need look no further than the most fundamental concept of economics, that is supply and demand – whereby a decrease in market supply leads to an increase in price.
For instance iTranslate is offering a 50% discount to celebrate the release of its Mac application.
Limited time offers work wonders here. It gets people anxious because if you don’t buy now, they’ll miss out on a good offer when the price increases. The scarcity here is the time element which is going to end at some point.
Evernote also uses this tactic to retain previous customers who haven’t renewed their subscription for Premium. You’ll see how they also highlight a date for users to act fast with their 10% discount.
For more information on psychology and influencing people to act now, you’ve got to check out Robert B. Cialdini’s book Influence: The Psychology of Persuasion