Thoughtful Thursdays – Closing the online sale
With so many options to make purchases online for the same products, it is a challenge to close sales. Site traffic can be good and visitors may begin the purchasing process by adding items to a shopping cart, but the final step of completing the sale is often elusive.
Today’s Thoughtful Thursdays sales thought is about closing the online sale.
You can track visitor patterns using website analytics that are readily available. It is discouraging to see the sales process begin with additions to a shopping cart, only to have them abandoned.
Here are some suggestions that may improve your online close rate. It involves making the prospect’s experience enjoyable.
- Use high quality images
- Be clear and concise with item descriptions
- Be clear and concise with the Terms and Conditions of Sale
- Do not overcharge for freight
- Make the shopping cart icon easy to see
- Offer more than one way to make payment
- Offer purchasing as a guest as well as creating an account
- Offer package tracking and let the customer know when their item has been shipped
- If something goes wrong, have a simple process to make corrections.
- Don’t be a stranger with your customers, let them know what is going on with their order once it is placed
When you are not there to answer questions or address objections, it is even more important to have the answers available and reinforce value each step of the purchase. Simplify your buying process as much as possible and have people you know test it out and provide constructive feedback.
Trust will build over time with each successful transaction.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.
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