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Brick and Mortar Tips for Online Stores: Part 4

To continue with our current series on translating the values that make brick and mortar stores successful to the online arena, today we’re going to cover bounce-backs and ways to market to the customers who have already shopped with you.

In the retail world, there are several ways that stores market to their existing client base. One trick that shops use frequently is the bounce-back. This is a coupon or flier inserted right into your shopping bag after you’ve made a purchase. A bounce-back can also be a coupon or promotion printed at the bottom of a receipt that a customer receives after purchasing in the store.

The idea of a bounce-back is to get the customer to come back in a timely fashion and shop again. It can be a reminder of a holiday coming up or a promotional offer – either way, it should compel the consumer to spend more at your site.

You can create this same effect through your e-commerce site even though it is not a face-to-face transaction with the consumer. One way to do this is to send an email newsletter to all of the clients who purchased on your site within the last month. This way, you are engaging those recent customers and building a strong brand identity. If you are shipping the product and not a warehouse, you can also include a coupon in the box so that when the package arrives, the customer has incentive to shop again.

Brick and Mortar Tips for Online Stores: Part 3

We hope you’ve enjoyed our series so far on utilizing tools from retail storefronts and bringing them to an online store. Halfway through our series, we want to direct you to two important parts of your site that should be well-written and very clear to your customers – your return policy and shipping policy.

The return policy is very important on a website because there is no salesperson present in your checkout process to reassure your customers about their purchases. If they can easily access and understand your return policy, it will be easier for them to purchase on-the-fence items knowing what the consequences will be if the item doesn’t work out.

The return policy should also enable you to protect yourself from any angry customers. It gives you the opportunity to build a policy that will allow you to reject unwelcomed returns. One major problem in the retail world is dealing with customers who abuse the system and expect to get their products at a discount or threaten to return them. By clearly posting your return policy, you will hopefully deter any of these falsified returns and have written documentation to protect yourself in a legal setting, should one arise.

It is also important to post your shipping policy for some of the same reasons. The shipping policy can help reassure customers who are on the edge about ordering from your website. If the customer better understands the order process and feels more comfortable with it, they are much more likely to impart with personal information through your ecommerce site.

Your shipping policy will also provide clear boundaries for yourself and you customers. Policies are in place to protect you and to protect the consumer, should there be a mishap with one of your orders. If you post your shipping policies effectively, you can help protect yourself from chargeback fraud. Part of your shipping policy should state what name will appear on a credit card statement when the customer purchases with you. This is another good measure to take in order to prevent and protect against chargebacks.

Brick and Mortar Tips for Online Stores: Part 2

To continue with our series on applying brick and mortar ideas to your online store, this segment will cover how you can implement tools to make your online shoppers feel as though they have the same customer service that they would at your shop.

When you go to a retail store, one of the first things that will happen is a sales associate will greet you (hopefully in a friendly manner) and ask you what you are looking for or if you need help finding a specific item. The associate might also tell the customer what specials are going on or what products are currently on sale.

You can do several different things to achieve this same effect online, utilizing multiple features to recreate some of the convenience of having a sales associate to reference.

To assume the role of greeter for your web store, you can use bright banner images on your landing page to greet your customers. This will need to be friendly, informative and aesthetically interesting to engage your customers and get them to look further into your shop. Think about what you do when you visit a site for the first time. Do you give the site a chance to load fully and display all of its images? Do you read the full page before deciding to navigate further? Normally, you are going to have less than 10 seconds to get a customer hooked on your page. The landing page will serve as a greeter and hopefully will achieve this for your web store.

In addition to having great content on your landing page, having a chat feature is another wonderful way to engage your customers. A chat feature allows customer to interact with your support staff in an anonymous way (if they choose) that often times gives them a sense of security. It can help your customers who may have anxieties about talking on the phone with a sales rep as it is a digital interface.

Another tip to creating a great service element is having a properly functioning search bar. If a customer can search for a certain product within your site, it is a great tool for them in navigation. It’s almost like having a salesperson there who you can ask what isle you’ll find the product in. This feature should be user-friendly, adapting to misspellings and other factors of human error. Maybe you don’t carry a certain product online but you carry it in store. This tool should be used in the same way a sales person would be. If a customer asks for something that doesn’t exist in your store, can you offer suggestions like a salesperson would?

These simple steps, although they’ll probably take some programming work from your developers, will ensure that you don’t lose sight of customer service on your ecommerce site.

Brick and Mortar Tips for Online Stores: Part 1

In this series, we will be examining the ways in which retail stores can help us to better optimize online stores. For those of you who already have a brick and mortar, these tips might seem familiar and will be easily implemented. Those who don’t have a storefront might have some trouble with a few concepts, but will ultimately see the value in applying these processes to online marketplaces.

First, let’s talk about window space in retail. When you are at a shopping center or walking down a main street, looking at the shops, the first thing that you’re going to notice is the shop’s windows. These windows stand as a snippet of what the store has to offer. The color stories, the placement, the signage – all of these things are designed to peak your curiosity and get you to come inside. Some stores might even place signage out on the sidewalk or have a greeter, handing out coupons or fliers outside the front door.

In correlation to your web store, the front shop windows are your homepage or landing page. This is the first thing that a customer sees of your store and you have less than 10 seconds to impress them and get them to stay on your page.

Thinking of a retail space, shops are consistently redoing their windows to keep current and interesting. If you passed a store several times and the windows were the same, you probably wouldn’t go in because there wouldn’t be anything new or noteworthy. The same is true of your front/landing page. These need to be changed constantly to keep customers returning.

To recap, treat your landing page like storefront windows – change it up, keep it current and make it interesting to draw in traffic and keep customers coming back for more.

eCommerce Fraud: Preparation and Prevention

Fraud is common in retail, regardless of the interface used, but when it comes to the world of e-commerce, there is a greater risk of fraud for three main reasons.

First, and most important, is the fact that you are not handling the payment method. Think about it – if you walked into a gas station with a piece of paper that had all of the right credit card information on it, they still wouldn’t accept that as payment. You would need the physical card in your hand to use it. It’s different in the e-commerce arena. There is no way to be 100% certain that you are dealing with a real person or if they are using real information.

Second, you are not in charge of your merchandise throughout the entire transaction. At the gas station, the cashier decides when it is ok for you to pump the gas, but when someone is shopping online, you ship the order out in good faith, trusting your preventative measures and hoping that you didn’t just ship it out at a loss to your business.

Lastly, there are several different types of fraud that can occur in an e-commerce marketplace. You have to watch out for counterfeit credit cards and gift cards, but also you have to make sure that you aren’t being taken advantage of by chargeback fraud. The internet is a vast space that allows criminals to take unprepared shop owners by surprise.

So how can you take the proper measures and secure your site to the best of your abilities? There are actually quite a few ways that are simple and effective when it comes to preventing e-commerce fraud and fraudulent activities. Make sure that you have a procedure that you follow every time you get an order and keep it consistent. You should be checking the shipping and billing addresses and security codes or CVV2 codes on all orders. If the shipping address and billing address are different, call the customer to verify the order. These are two steps that can go a long way in preventing fraud. You can also check the email that was given with the order to see if it is from a free email site. If an order is large compared to your average dollar sale, you should be calling or emailing that customer to verify the order and be sure it was correct.

In the end, it is better to have called and double checked an order than to be at a loss. No customer who has legitimately placed an order is going to be mad at you for calling. It shows that you are offering the best customer service possible, because your costs go up if you are constantly losing money to fraud.

Your Value Proposition

For those of you who don’t know, a value proposition should be the X factor that sets your business apart from others just like it, giving your customers a reason to shop with you. It is the mission statement of your marketing campaign. Maybe you pride yourself on exceptional customer service or perhaps you sponsor a local shelter. Whatever your business may be, it is integral to find a value proposition that will stand as a platform for your marketing success.

Developing a strong value proposition for your business is easy, but it should be treated with care. Put some effort into deciding what your value proposition should be. Look at your company from every angle and choose something that will give you a unique quality within your industry.

After you have decided what your value prop is going to be, spend a little time writing it into a concise and fluid plan. Take time to do like most writers do – edit, re-edit and then edit some more. This could be the strategy that your internet marketing adapts for the next few years. It needs to be thoughtful, honest and striking. Having a well-shaped value prop will not only increase your brand image and customer loyalty, it will give the best chance at maximizing any marketing efforts from there on out.

Advertising: The Difference between Social Media and Social Spending

It is agreed, unanimously by the marketing industry that it is important to develop social media pages. We have had many posts on branding and social media writing; however it is time to put a backbone in the newly formed organism that is your marketing strategy. It is well and good to post on your social media pages and to put time and effort into maintaining them. You should absolutely do this. But now that you’ve gotten used to being a Facebook or Twitter pro, it’s time to talk dollars and cents.

We all love that we can get free advertising through our networks of friends and followers, but there comes a time when you need to realize that a strong social presence needs to be accompanied by a strong ad presence on the web. If you aren’t using pay-per-click marketing tools, such as Google AdWords, its time. Brands spend thousands and millions of dollars on web marketing, knowing that you can’t rely solely on a social media presence to bring you sales. It’s all part of a cohesive marketing strategy and money needs to be put into online ads.

Consider how much you spend on a phonebook ad or a billboard. Those are both local, limited ad spaces, while the internet is infinite. Your marketing strategy should already have a budget in place for internet marketing alone, and if you haven’t given this any thought than it is past time to do so. There is a great opportunity to expand your brand, especially if you don’t have a brick and mortar location, through online marketing and advertising.

Diversify Your Income

Many online retailers have specific industry and target audiences that they work with. While it is important to establish yourself within a niche that is going to support you, there are also ways to diversify yourself from this and grow your profits accordingly. This can be done simply by exploring coincidental merchandise or services that your customers are probably already buying. The goal is to get them buying these extras from you. Here are three quick tips to diversifying your site to increase sales:

  1. Do some research on your clientele. Find out what they like and what they are already doing with that extra disposable income that they aren’t spending with you. If you sold plants, you’d sell gardening tools too, wouldn’t you? This is more than that, however. What if you developed a class in which you teach new gardeners the best practices for planting and growing? Products that you sell online don’t just have to be tangible goods. Knowledge is a hot commodity.
  2. Think outside the box. Maybe classes aren’t something that your business does now and isn’t something that is going to make you a household name, but if you made an extra few hundred dollars a month by sharing your knowledge, wouldn’t that help with the mortgage? Be creative in when it comes to boosting your income. Think about what your customers would pay for, or what you would pay for if you were shopping for a specific item. If you had just bought a new pair of binoculars for bird watching, wouldn’t it be great if there was a tour of your local parks on the best spots for bird watching to get you started?
  3. Don’t be afraid to fail. This experiment in online retail is going to take you a few times to get right. You may not see the increase you are hoping for in the first few months, but don’t let that discourage you. Understand that it takes time to get the traffic you want and in turn see the sales that you are hoping for. By diversifying yourself to encompass a customer’s needs, you are already going to be a step ahead of the competition. Think of yourself as a streamlined part of your customer’s experience. A one stop for not just only product but knowledge and community.

Get Visual

If you are producing content for your company site or social networks, note that you need to be producing more than just well-written articles. Generally speaking, you have less than thirty seconds (sometimes much less) to wow a first-time visitor into staying on your site. While they might just be eager to glean information on your business, especially if you have a brick and mortar location, you need to add visual content and other appealing things to get them to stay on your site.

Recent studies have shown that people are less and less likely to read the information on your site and more likely to click on a photo or video that explains the same information in a visual manner. Even better, using images or videos will get your site a better share rate. People are more likely to repost about your page if they can pin an image on Pinterest or share the image on Facebook or Twitter.

Don’t be intimidated by the idea of having to shoot photos or videos, as there is plenty of editing software that makes it easy for someone with basic computer skills to have nicely crafted visuals on their site. If you are unsure of what sort of visual content you should be creating, look at the sites of similar companies to glean ideas. If you are a retailer, it is easy to make information videos about product and current events that are industry specific. Instructional videos are also popular and will get you higher rankings. Google loves content that is user-friendly, so think of content that would be useful or interesting to your average clientele.