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7. Offer multiple products. Offering products at different price points and to different segments of your target market increases your chances of making a sale. If you only have one product of your own to sell, look into affiliate programs as another income stream.
8. Upsell at time of checkout. Once a customer has made decision to buy from you, you’ve already done hardest part. Before they leave you should encourage them to increase size of their order, this is known as “upselling”. To do this effectively, recommend products that complement what they’ve already decided to purchase.
9. Follow up on every inquiry you get. Excellent customer service is something that is unfortunately lacking on Internet. Do yourself a favor and make it a priority to respond to all inquiries by end of day. If you’re getting too many to make this possible consider ways you can take off some of strain. Are there questions that alot of customers have? If so, include them on your FAQ page. Are there processes you can automate so you don't have to be contacted such as unsubscribing from your newsletter? If all else fails consider hiring someone to help you answer your inquiries.
10. Make order process as easy as possible. Abandoned shopping carts is a problem that continues to plague online businesses. The reasons for this include: a cumbersome order process that involves too many steps, asking for too much information (you really don’t need to know they’re shoe size) and additional fees being added on that weren’t mentioned upfront. On many websites they never even mention product price or shipping costs until you’re half way through order process. By that point customers are feeling too frustrated to purchase anything. Be upfront about exactly what customers can expect during order process and strive to make it as quick and easy as possible.
11. Test, test, test! Finding right mix of product, price and sales tactic is very difficult – if it was easy average conversion rate would be a lot higher than 2%! Your best chance for getting a mix that works is testing different scenarios. If you don’t already know what split run testing is you need to learn about it. In a nutshell it allows you to show different pages to different visitors for purposes of determining which one performs best. Using split run testing you can try different site layouts, sales letters, prices, special offers, and many more scenarios to find what gets most sales.
Now get out there and make some money!
Jennifer Tripp is the creator of MySmallBizCoach, an affordable, personalized coaching service for small business owners. Learn how your business can benefit from becoming a member by requesting a consultation now http://www.mysmallbizcoach.com/consultation.htm