4 Proven Strategies Used By Digital Marketing Agency to Increase Sales Conversion
Are you struggling to get more out of your business even if you have a nice, good looking website?
Do you wonder why there are no sales even though you have consistently high targeted traffic?
If your answer is yes to any of these questions, your website may have a sales conversion problem.
First of all, a good looking website alone is not enough to increase your sales conversion. There are more strategies that you should apply to your business.
We are going to reveal 4 ultimate strategies that are used by us, as well as many other digital marketing agencies to help businesses increase sales conversion.
Let’s dive in right now.
#1 – Make Your Website Look Like an Authority Site
Website or blog is the foundation of any business online. It represents your brand in front of your visitor. It also helps build your authority and relationship with your leads and customers.
A well-designed website will give confidence to visitors.
Just imagine if you landed on an old design website below.
Are you willing to engage with the owner? If given a choice, most people would rather choose a modern design and professional looking website.
There are various characteristics to make a site look more legit in the end user’s eyes.
For example, does your website have full contact information, about us page, and customer testimonial?
All these parts of the website enhance the confidence of the website visitors and increase their chances of engaging with your business.
Do you wonder what the characteristics of an authority website are?
#2 – Optimize Your Website Content Well
It is important to structure and deliver your content gradually for first-time visitors.
You have to understand that every visitor comes to your site with seeking a solution.
Your website content should show that you align with users’ needs and problem, educate them on how to solve their problem, show your solution, and the benefits of choosing your offers.
Each of these steps will become your sales point. Your website should move the visitor step by step and lead them to make a purchase.
Hard selling is a big No in today’s business world.
For local businesses, how-to guide and professional tips will be helpful to help clear users doubts about your product or services. It also shows your expertise in your niche and indirectly builds up your branding.
Even if they didn’t make any purchase, you will be the first one to come into their minds when they need a similar or related service.
If you are having an eCommerce store, it is more effective to focus on how-to guide, comprehensive product information, and professional tips that can help visitors make a better decision.
We often see lots of products page only consisting of the product name and pricing. There are no comprehensive product details, like specification, dimension size, weight, reviews and references (if the user wants to find more out).
In this case, visitors are will opt to purchase and navigate to the other website. Why? This is because the website doesn’t provide any information to help them evaluate and make the purchase decision.
What if the product page contains rich information plus lots of positive reviews? It will definitely increase the sale conversion.
#3 – Build a Sales Funnel
Sales funnel also called a purchase funnel, is a process to describe how a sale proceeds in a linear fashion from the visitor, to lead, to prospect, to becoming a customer.
It can be a website or squeeze page where it educates and moves people from a visitor level by until a customer.
It often begins with a large number of prospective customers and ends with a much smaller number of people who actually make a purchase.
Why You Need a Sales Funnel?
Put your shoes on your website visitors.
They don’t know who you are.
They don’t know your company.
They don’t know your company’s reputation.
They don’t know your company’s products.
And now you won’t sell a product to your visitor?
Without a proper sales funnel, the conversion rate usually happens between 2-4%. This means that if you have 100 visitors landing on your website, only 2-4 visitors can potentially become your customers.
A good sales funnel will be able to convert more visitors into customers with a series of engagement such as helping visitors solve a small problem or educate them about the value of your services.
This strategy is often able to increase the conversion rate at least 3-4 times or more.
How Sales Funnel Works?
Generally, a sales funnel consist of the following points:
- Targeted Traffic – The prerequisite element to run any sales funnel. You need visitors to come to your site in order to make any sales. There are more than 7 types of traffic source commonly used by many businesses.
- Read Magnet – The landing page to attract your prospects. It usually shows one small problem being faced by your prospect and you provide an opt-in form for them to enter the email to download or read the solution (Lead Magnets).
- Lead Magnet – This is the solution to solve one problem for your prospect immediately. You provide small value to your prospect and you get them to join your mailing list in return. It is also linked to Irresistible Introductory Offer (Many called Tripwire).
- Tripwire – An irresistible offer that sells at very low prices which often cost less than $20. It provides more value to your visitors compared to lead magnet. This is the important step where you convert your prospect to become a customer. The sale generated through this strategy can be used to cover the cost spent during traffic generation campaign.
- Core Product – This is the high ticket offer where you can make a big margin from. Imagine if you are hard-selling a $ 497 product to first-time visitors. Do you think you can get a lot of sales from there? Now consider selling it to your existing customer who already knows you well and bought your $20 tripwire? The answer is clear. The latter definitely can make more sales.
- Follow-Up – This is the step to bring back any prospect who didn’t make a purchase the first time and back to the funnel. For example, if someone downloaded your lead magnet but didn’t buy your tripwire, you should follow up, have more engagement, provide more value to them, and push them back to buy your tripwire.
And to clarify further, the sales funnel works for almost any type of niche industries. You may need to twist a bit here and there to match your business.
#4 – Define Your Value Ladder
To answer all the questions in the previous section, you need to find out the value ladder for your business.
What is the Value Ladder?
Value Ladder is a series of products that convert a prospect into the customer and continue to lead them into increasing levels of commitment to a brand.
In other words, you continuously provide value to your client. When your client receives the benefits of the value, they will want more value from you.
It often starts from low price products and increasing to high price products, each leading logically to the next. Then, it moves on to continuity products (continuous value) that are able to generate recurring income.
The products can be tangible goods, services, programs, or digital content.
For example, if you are a fitness trainer, the value ladder will be:
- A free step by step exercise guide that helps someone to lose flabby arms.
- A comprehensive exercise guide that not only helps to lose their flabby arms but also other parts of their body.
- A private consultation session with your client to design a series of exercise and meal plan that best fit their body.
- A weekly fitness class that allows your client to do exercise and provide necessary guidance in their weight loss journey.
Once you have defined your value ladder, you can easily map it to your sales funnel.
- Lead magnet – Free step by step exercise guide
- Tripwire – A comprehensive guide selling at < $20
- Core Products – A private consultation session selling at $197
- Continuity Products – Weekly fitness class selling at $37 per session
Ideally, every business should have their own value ladder before starting with any marketing campaign.
There are some of the niche industries that may not be easy to layout the value ladder immediately. But the overall concept is the same.
- Something free and bring small quick value to your prospect.
- A low price product that brings more value to your customer.
- Your high price core product.
- A continuity product that can help you provide value to your existing customer again and again.
It’s your turn to do some homework.
Download the 12 Characteristics of an Authority Web Site checklist and fix your website now. Some of them are quick fixes that you can do within hours to improve your sales conversion!
Next, grab a pen and paper. Think about the value ladder for your business and write it down. Expand it to design your first sales funnel!
P.S. Have questions? Post it below. We are happy to help.