The way sales are made has changed a lot over the years. As the digital world grows, the way we sell has undergone huge transformations. Read on to discover 4 ways to sell more online using traditional tactics reworked for the digital age.
The sales tactics listed here are traditional and as old as sales itself. But as well as looking to the past, it’s important to look to the future too. Click here to discover 6 digital marketing trends you cannot ignore in 2019.
Scarcity can be a powerful thing
Everyone reading this will have seen those posters in store windows, compelling passers-by to “buy now! Once it’s gone, it’s gone!”. This is the scarcity technique at play. The aim is to put pressure on shoppers to make a purchase immediately, lest they miss out completely.
The threat of a great deal or product running out is enough to compel even the most ad-savvy customer to purchase — in essence, nobody likes the fear of missing out (FOMO).
And the scarcity technique can be exploited even further online.
Regular email updates to customers with urgent subject lines keep special offers at the forefront of their minds. Countdown timers, in particular, are great at ramping up the pressure, ticking down to either a special offer deadline or even how many products are left.
The art of good conversation
The key to successful sales is building a relationship. And the key to that? Conversation. Communicating with customers creates a bond between you, winning them over to your product or service with a natural, organic approach. It’s a traditional tactic that has been employed by sales teams for years — with good results.
And despite the naysayers, communication is still alive and well in this digital age. Social media, emails, SMS, messaging apps, and more all provide a vital channel for brands to communicate with their customers.
Of course, not every business has the time or resources to nurture a meaningful conversation with every single customer. So why not automate your conversations? AI chatbots like LivePerson can field customer queries, resolve complaints, and other tasks with realistic and comprehensive responses.
Conversation is still a valuable sales tactic, but automating it saves you time so you can focus on more pressing tasks.
Personalized pricing for personal relationships
Personalized pricing is a traditional tactic that focuses on driving sales based on incentives tailored to specific customers.
Indeed, up until the invention of the price tag in 1861, most prices were negotiated based on personal relationships, incentives, and other factors. Personalized pricing like this helps boost sales by giving valuable customers special treatment. It also strengthens your customer-brand relationship by rewarding loyal shoppers with custom prices.
While dynamic pricing (that is, hard prices that are the same for everyone) largely replaced this, the ecommerce revolution has made it easy to implement personalized pricing for online businesses.
Take apps like Bold’s Custom Pricing, for instance. Designed for merchants using Shopify, it lets you set up a number of different pricing tiers. It then automatically assigns your customers to each tier when they reach certain criteria, such as a purchase threshold.
This is traditional sales tactics truly made digital. Automated for ease, great for customer loyalty, and a powerful sales driver — a must for your ecommerce strategy in 2019.
Get your foot in the digital door
The foot-in-the-door technique is a classic sales method that goes back to the days of door-to-door sales. The phrase it literally refers to salespeople jamming their foot in the door to stop it from being slammed in their face.
But the technique itself is actually about asking your customer for something small, and then once they agree to that, building on that with a larger request. For instance, in offline sales, if a customer agrees to take a free sample, then they’ll be more willing to listen to a sales pitch. It’s a tried-and-tested method that has been utilized throughout the years.
For online sales, the principle is the same, but the requests are different. For example, you could first ask your customer for their email address or a follow on social media.
These requests are free and easy for the customer to do, so there’s little chance that they’ll decline. But once they’ve acquiesced, you can then build on this with a larger request such as asking them to download a free resource or sign up for a free trial.
Browser push notifications a la Pushcrew are a great way to get a foot in the digital door, but don’t overdo it. Remember to always offer value, and don’t just push for a sale.
They say you can’t teach an old dog new tricks. But you can certainly give the digital treatment to old sales tactics. Follow the tips above and embrace the digital and the traditional to sell more online in 2019.
As humans, we’re very visual creatures. It’s an evolutionary imperative. In nature, colors play a big role in survival. Bugs, for example, may be colored red to signal to predators that they are poisonous. Flowers are brightly colored to better attract bees.
Applying color psychology is a powerful way to boost website conversions. Check out this detailed color psychology infographic to learn what emotions specific colors convey and what will covert best for your brand and industry.
Establishing a relationship with your customers is the cornerstone of any business. It is even more important when it comes to your marketing strategy. If you are concerned about building a strong relationship with your audience and cultivating brand loyalty, then you should know that having an effective content marketing strategy is a must. Marketers worldwide agree that content marketing is one of the most powerful digital marketing techniques. In fact, content marketing generates three times more leads than paid search advertising. It makes sense why 42% of companies have a dedicated content strategist!
This means your efforts are not only focused around getting new customers, but also in nurturing your relationship with existing ones. Read on for some of the ways content can help you can do that.
In April 2019, Stikky Media helped Alzheimer’s Society of BC maximize the use of their Google Grants budget by increasing CTR by an astonishing 40%. This case study explains the challenge, the solution and how we helped our client move the needle through some of our best search engine marketing work this year.
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In this blog post, we provide an overview of SEO strategy and review the tools Moz Pro and SEMrush Pro can offer to deliver it.
Search Engine Optimization (SEO) is a set of strategies that can help qualified customers find your website… by helping their search engines find you first. Search engines retrieve information on behalf of people, but their abilities and their limitations are different. SEO can help you understand and respond to the particular ways that search engines perceive your website, as they crawl your pages, extract important pieces of the code, and add them to a massive index for future reference.
SEO strategy has been demonstrated to significantly improve ranking in search engine results pages (SERPs). Top positions on SERPs will deliver more traffic to your website and lend prestige to your business. SEO is available to improve your website’s ranking, so why not take full advantage? (more…)
As a digital marketer, you analyze a variety of email metrics on a regular basis. Some of these metrics include:
Open rate. This is the percent of recipients that opened your email campaign. Say you sent a welcome email to 200 new subscribers and 50 of them opened it. That means your email’s open rate is 25%, which is a good metric for a majority of industries.
Click-through rate (CTR). This is the percent of recipients that clicked on any link or linked image within your email. For example, you sent out an email with a linked image to your list of 1,500 subscribers and 150 of them clicked on the link. Your email would then have a 10% CTR.
Unsubscribe rate. This is the percent of recipients that clicked on the unsubscribe link in your email after receiving and opening it.
These are all basic metrics that every marketer includes in their email analytics toolbox. But what about an email metric that plenty of marketers might not measure, let alone even know about – like click-to-open rate?
In our practical guide, we’ll explain what this key metric is, what’s a good click-to-open rate and why understanding CTOR is is important to the success of your next email marketing campaign.
The digital marketing landscape in 2019 is undergoing dramatic changes. There are a number of new digital marketing strategies and trends that are starting to assume importance in this landscape that encompasses SEO, content marketing, social media and PPC. These include elements such as visual search and artificial intelligence, which not too long ago, might have been dismissed as the stuff of sci-fi movies. But, we now know they are real and here to stay. As a business, you need to use them in order to succeed and get ahead because the digital marketing strategies that worked last year may not necessarily prove effective this year.
Here are 6 of the hot digital marketing trends for 2019 that irequire your attention.
Good reviews are very useful for marketing today. While a positive review takes a good product and a good service, simply having a strong offering doesn’t guarantee any reviews. After you have a good service and products, make leaving a review as easy as possible, then you need to ask your customers to leave them. Once you’ve generated positive reviews, you can present them to potential customers and increase your conversions thanks to the concept of social proof. (more…)
Why is Creating a Brand Identity with Your Logo Design Important?
No matter the scale of your business or the target audience you work with, branding plays a pivotal role in your ongoing success. According to research, consistent brand identity across all mediums can raise your overall revenue up to 23%.
While this may seem like an insignificant number at first glance, it practically represents a quarter of your potential customer base. It’s also worth pointing out that 70% of company managers agree that building an audience takes precedent over direct, short-term sales gain.
With that in mind, the first and most obvious step in creating a brand identity is through your company’s logo design. But how do you design a logo that will be timeless and provide just enough information for people to visit your ecommerce site or retail store on instinct? Let’s find out through several important, tried and tested logo design tips. (more…)