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15 Expert Tips on Accelerating Your Sales

This post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

Before you sell your thousandth customer, your hundredth customer, or even your tenth customer, you have to sell that crucial first customer. For a new startup with no case studies or testimonials at its disposal, this can be a daunting task.

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New European Social Media Benchmarks: How Does Your Company Stack Up?

Do you spend hours reporting on your monthly marketing activities, but are not really sure how you’re performing among your industry peers? Do you find it difficult to find social media stats related to your industry? Are you currently developing or revisiting your social media strategy, and unsure of how many times you should post or what to include in your posts?

If you share any of these uncertainties or challenges, you’re not alone — many other marketers also worry about the performance of their social media accounts.

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The Impact of UX on Brand Perception

Let’s play a little word association game. I’m going to share the names of a few companies for you to consider. Think about what word you would use to describe your opinion about their brand. OK, here we go: Virgin … Read More Continue reading

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Twitter Offers Conversion Tracking Tool to Measure ROI

Twitter has launched two new conversion tracking features to its analytics toolkit in an attempt to help brands measure a Promoted Tweet campaign’s ROI.

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Are the New Net Neutrality Regulations Solving the Problem? [POLL]

The FCC voted on Thursday, 2/26,  to pass strict new regulations to keep the internet equally open to all individuals. Opponents, mostly ISPs, argued regulations would interfere with the free market. The vote passed the regulations with a 3-2 decision. … Read More Continue reading

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How Customer Expectations Can Affect Your Conversion Rate

Richard Lee McNair was a convicted murderer. He’d just broken out of federal prison and was on the run. Police were everywhere, and he needed to get out of sight fast. He ran for a few hours, until he was stopped by Officer Carl Bordelon. For most prisoners, this is where the story would end, […] Continue reading

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5 Must-Read Optimization Posts for the Week of February 23

Design is a creative endeavor, but that doesn’t mean it can’t benefit from a rigorous, systematic approach. This is especially true in testing programs that may be growing rapidly, onboarding new designers frequently, or recruiting resources from departments that may not be immediately familiar with the brand, product, or funnel. One solution is developing a […]

The post 5 Must-Read Optimization Posts for the Week of February 23 appeared first on Brooks Bell.

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4 Ways to Get Customers to Add More to their Shopping Carts

In many ways, just getting more people to your eCommerce site already represents some small wins – just getting more visitors over time means your SEO program is chugging along, your referrals are holding steady, and your content is delivering on the acquisitions front.

Because just getting the right number, and the right type, of visitors is already a challenge, you need to present customers with what they set out to find, present them with related products that complement those primary items, and maximize how they use your cart.

Here are a few ideas that can help you do that:

1. Show related products

Personalization is all the rage, but one of the core uses of that technology, “You might also be interested in … “ is not a novel play. There’s a good reason for that – assuming you have the data and the technology savvy to make it work the right way, showing related products can provide huge lifts. To get it right, though, you need to test pretty thoroughly.

Experiment with placement. The related items can show up in the areas below:

  • Product page
  • Cart-add confirmation popup
  • Fixed cart-add confirmation page
  • Cart
  • During checkout

Macys Cross Sell Add to Cart

Aside making recommendations on the product detail page, Macy’s cross-sells too on a fixed cart-add confirmation page by showing what others have bought with the primary item.

You’d do well not to rely on automation completely. Watch out for poor cross-sell selection or off-target cross-sell that’s based on too little information. Cross-sells should be reasonable if they’re not based on a reasonable number of people who have been cross-sold in a similar situation. Showing random stuff will only take away from the customer experience.

Also, decide if cross-sell, upsell, or a combination of both is appropriate. Cross-sell if you’re selling one main item that has a bunch of accessories. On the other hand, if you’re selling comparable items in different price ranges, you might want to upsell the customer to a different item, or maybe combine the two.

2. Upsell to free shipping threshold

Irrational as it may be, free shipping is a powerful motivator to get people to spend more (although shipping might not cost them that much in the first place).

Make sure that you’re maximizing your free shipping offer by reminding customers how much more they need to spend to get free shipping. Do this intelligently, however. Only offer if the customer is within a certain percentage threshold or dollar amount of your free shipping. If the customer only has 5 dollars worth of products in their cart, it doesn’t make sense to ask them to spend 45 dollars more, just so they can take advantage of your $50-minimum free shipping.

sephora shipping

Sephora reminds customers how much more they need to spend to qualify for free shipping in the cart-add confirmation pop-up and in the cart.

Here some best practices for upselling to free shipping:

  • Clearly indicate the free shipping threshold
  • Set threshold based on your economics
  • Reward additional sales by setting prices properly – increase average order value by setting the threshold just above the most commonly bought product or price point

3. Offer a discount on certain price threshold

Nudge customers to checkout more stuff by offering a discount if they spend a certain amount. You can either offer dollars or a percentage off if a customer buys X worth of items.

This tactic is very useful especially when you’re trying to move inventory faster in a specific department since you can also limit the coupon to apply only to certain products.

Victorias Secret Upsell Discount

Victoria’s Secret offers a limited time discount that varies depending on the cart size- the higher the amount spent, the higher the discount.

4. Bundle Products

You can also persuade customers to checkout a set of related items by grouping them into a cheaper package. A Harvard Business School research reveals, however, that such deals are only effective if customers are also given the choice to purchase the items individually.

GoPole Bundled Products

GoPole sells GoPro accessories individually and also groups the items into cheaper packages.

As we mentioned previously, don’t trust the technology too much. You wouldn’t want to commit the same mistake that Urban Outfitters does where they supposedly offer a “discount when you get 2” of the same shirt. Each shirt is priced at $9.99, but the discounted price for a couple of shirts is $28.

Urban Outfitters Discount

You work arduously to get customers to your site and to convince them that you’re the best company to do business with. So, aside from presenting them with what they initially wanted to buy, leverage the customers’ buying mindset by showing them related products. Also, give them compelling reasons not to postpone their purchases by offering some sort of incentive if they check more items out in a single transaction. 

‘Want to optimize your conversion funnel but don’t know where to start? Find out how we can help you with conversion rate optimization

 
Sites generating more than $5 million
 
Sites generating less than $5 million

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7 Unlikely Places to Get More Personal Brand Exposure

Building your personal brand is all about getting the right kind of exposure. What is “the right kind of exposure? It is the places and activities that lift your personal brand in front of your target audience. Lofty branding goals and big audiences are one thing. Getting there is quite another thing. If you’re familiar [...]

The post 7 Unlikely Places to Get More Personal Brand Exposure appeared first on The Daily Egg.

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The Battle between Short and Long Pages Continues. Guess which Scored a Point.

I think I should make a series of all the A/B tests that I have personally come across in which removing a certain element worked for one company, and adding that same element worked for another. (To understand what I mean by element, you should read this post.) After all, every business is different. And so are their target audiences. Few months back, I came across this wonderful test in which an SEO company went from a content rich page to one with only a form and headline texts, and improved their conversions. I was intrigued, and curious to know the science behind why such pages work, and why even giants like Facebook, LinkedIn and Quora have bare minimum homepages. I have added my findings about why they work, and what the challenges of such a page could be in the same post. Do give it a read. In fact,…

The post The Battle between Short and Long Pages Continues. Guess which Scored a Point. appeared first on VWO Blog.

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How to Do Keyword Research for SEO: A Beginner’s Guide

While Google keeps us on our toes with all the algorithm updates they keep rollin’ out, one thing has stayed pretty consistent for inbound marketers looking to optimize their websites for search: keyword research.

Well, the need to do keyword research has stayed the same. How you actually do it hasn’t.

So I’m going to lay out a keyword research process you can follow to help you come up with and narrow down a list of terms you should be targeting.

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The Top 10 Big Data Challenges [Infographic]

This week’s infographic looks at the top 10 challenges organizations face in capitalizing on Big Data, courtesy of Tata Consultancy Services. The Top 10 Big Data Challenges 1. Cutural: Getting business units to share information across organizational silos 2. Technological: Being able to handle the large volume, velocity and variety of Big Data 3. Cultural: […] Continue reading

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29 Common Google Analytics Data Errors And How To Fix Them

With the Ecommerce Foundation quoting B2C eCommerce figures of $2.2bn worldwide for 2015, it seems that if a business is not focusing efforts online then it’s falling way behind the current trend. Doing business online these days IS doing business, and the trusted means by which to measure our results is Google Analytics. “If you […] Continue reading

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4 Ways to Test Your Product In the Wild

These days, you can test more user experiences than ever before. Here at UserTesting, we recently launched our new mobile recording technology, which makes it possible to test user experiences in real-world locations like retail stores, restaurants, stadiums, airports, and … Read More Continue reading

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Kalzumeus Podcast Episode 11: Bootstrapping vs. Raising Money

Keith and I are joined by special guest Jay Winder, CEO of MakeLeaps, in this 11th episode of the podcast.  We talk a bit about doing business in Japan, raising money vs. bootstrapping as a SaaS company, how AngelList is going to eat the world, and the usual eclectic mix of topics. [Patrick notes: The transcript below […] Continue reading

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