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When it comes to making a purchase, we’re nothing but rational when we make that decision. That is because our brain is incredibly complex. What influences your customers’ decisions are cognitive biases.

Cognitive biases represent tendencies to think a certain way, even if most of the time they are not the most rational ways of thinking.

It’s important to be aware of them and how the human brain works because it will help you market your products more efficiently.

Here’s how you can use cognitive biases to sell more.

Availability Heuristic

This cognitive bias refers to the fact that people tend to rely more on their recent memory. It’s like a mental shortcut.

This means that people will use recent information to make decisions and form new opinions.

You can apply this concept to your online store by taking advantage of what’s happening in the world and the latest news to market your products. For example, if you sell smartphone accessories, you could have taken advantage of the iPhone X release to create new cases or some cool accessories.

Barnum Effect

This states that people will supposedly believe descriptions that are tailored to them, when in fact, they can be applied to a wide range of people.

That’s why horoscopes seem so incredibly accurate.

You can apply this cognitive bias in eCommerce by creating the message with just one person in mind, which is your ideal customer.

For example, you may be selling protein bars that are sugar-free, so your message will target women who pay attention to what they eat, avoid sugar, and go to the gym as well. This is specific and general at the same time, because there are probably thousands of women in this situation. But it’s only a matter of making each woman feel as if the message was specially crafted for her.

Hyperbolic Discounting

This cognitive bias emphasizes the fact that people tend to prefer immediate payoffs, rather than later ones.

If we’re given two rewards, we’ll prefer the one that would arrive sooner, even if the second one would be much larger.

In eCommerce, you can take advantage of this cognitive bias by offering express shipping, even if it costs more. People are willing to pay for it if it means they’re going to get the products sooner rather than later.

Humor Effect

People tend to remember funny memories and they’re also much more eager to share them with other people.

You can use humor to sell more but only if it feels natural and authentic. If you think you’re forcing it, better not do it at all.

Halo Effect

If we had a positive experience with a certain product, then we’ll be more likely to buy other products from that brand.

For example, you may be extremely pleased with your iPhone, and you decide to buy a MacBook as well, even though you could’ve simply bought a laptop from a different brand, with the same specifications.

You can use this cognitive bias for your online store by determining what your store’s greatest quality is. Is it a particular product, its personality, or the experience you provide for your customers?

Find out what sets you apart and use that to create the halo effect.

Conclusion

Appealing to your customers’ logic and reason will not put you in a competitive position. Instead, take advantage of these cognitive biases to persuade your visitors. Look beyond price and product pages, and you’ll start selling more.

Posted in Best Practices Ecommerce By: shop manager

Do you want to start an eCommerce business but don’t want to hire a developer to create the site? Then you need to start thinking about eCommerce platforms.

These platforms are a popular choice nowadays because anyone can start an online store in just a matter of hours. And the best part is that you don’t need coding skills to do it.

Now, there are so many options out there when it comes to eCommerce platforms so you might not know which one to choose. Because of this, we thought it would be helpful to talk about the most important aspects to consider before choosing the best platform.

Let’s get into it.

Customization

Even if you may not have the budget to hire a web designer, you still want to differentiate your online store from others.

To do this, make sure that the eCommerce platform you’ll consider will allow you to customize every little detail and that it has a wide selection of themes to choose from.

That way, you will be able to match the design of the site to your brand.

Interface

This is extremely important for both you and your customers. The interface needs to be easy to use when you work on the website. Because if it isn’t, then you’re going to waste a lot of time trying to understand it and making it work.

On the other hand, you need to make sure that the online store itself will have an intuitive interface so that your visitors won’t get confused when they enter the site.

Scalability

One size does not fit all eCommerce businesses, so we recommend opting for a platform that is flexible in terms of options. A restrictive platform could stunt the growth of your business later on.

Look out for those which allows you to add everything that you may need later on, such as:

  • A bigger server, that can hold more products;
  • Payment and shipping solutions;
  • Marketing features, such as A/B testing, remarketing, instant chat and so on;
  • Security. Are security updates automated or do you have to keep an eye out for them?
  • Technical support. When something goes wrong, to whom will you turn?

While it may seem difficult, you need to start planning out the growth of your online store even before its launch.

Functionality

It’s crucial for your visitors and customers to have an amazing experience whenever they enter your site so you want to choose a platform that will be able to provide this. It needs to support high amounts of traffic, offer a personalized experience to returning visitors/customers, and have the option to send emails based on previous actions/purchases.

Customizing the customer experience has become a norm for eCommerce businesses.

Stock size

If you’re planning on starting small, and then scale your business, you need to choose a platform that will allow you to do this.

You also need to make sure that you won’t be paying more necessary on a platform with a high stock limit if you’re only planning on having a small array of products.

Mobile-friendly

For more than two years now, Google’s search algorithm has been including mobile-friendly as a ranking factor. That is only one of the reasons why a mobile-friendly eCommerce platform is a must.

Make sure that the platform you choose is optimized for mobile devices and uses a responsive design.

Security

Having an SSL certificate is a must for eCommerce businesses because it allows browsers to process sensitive data during transactions and while keeping it safe. A hosted platform will take care of this for you and will also make sure that you are PCI compliant.

If you choose an open-source platform, you’ll need to make sure that you cover these two aspects.

We hope that these aspects are going to help you decide which eCommerce platform is right for your business. In the beginning, don’t pay for the functionalities you don’t need and try to focus on what’s important.

Posted in Ecommerce By: shop manager

Most eCommerce businesses don’t have a problem attracting traffic to their site. They have a problem with the conversion rate.

In this case, more traffic isn’t the solution, but finding the best ways to leverage the traffic you’re already getting and converting the visitors into actual customers.

Here are five changes you can make to improve your conversion rates and grow your eCommerce business.

1. Take Advantage of High-Quality Images

When people shop online, they can’t touch the product; they won’t be able to feel its texture and quality.

This means that you need to convince them through the product images that the item they’re looking at is of high-quality. Use multiple images to show the product from different angles. Even if visitors may not look at all of them, it’s important for them to see that they have the option to do so.

You don’t need to hire a product photographer for this. You can simply take the photos yourself in the highest quality possible.

Then, add white space around the photo, and allow visitors to zoom and rotate the image. It would also be ideal if you could show the product placed in context. For example, if you’re selling shoes, show a photo of someone wearing them with an outfit.

2. Add Product Filters

The more choices people have, the fewer decisions they’re going to make.

If you’re selling hundreds of product on your eCommerce site, then you need to add product filters so that visitors can navigate more easily.

Give them the option to sort your products by price range, popularity, color, size, category, and you can add more depending on what you sell.

3. Use Product Videos

You don’t need a professional studio to shoot product videos. In fact, you can do these with your smartphone or, even better, by taking advantage of user-generated content.

You can kindly ask the customers who already purchased from you to create a short testimonial video about the product.

And even if you don’t have customers yet, you can grab your team and start shooting some cool videos on your phone.

4. Eliminate The Shipping Costs

High shipping costs are the number one reason why consumers abandon shopping carts, which in return leads to lower conversion rates.

Moreover, studies show that they would purchase more products if they had the free shipping option. If you can’t eliminate shipping costs, then you should at least be upfront about the costs or set a minimum spend for which you can provide the shipping for free.

5. Showcase Product Reviews

Studies show that more than 50% of shoppers read product reviews before they decide to make a purchase.

Make it easy for your visitors to find out more about the products you’re selling by adding a reviews section. You can also use the star rating system to encourage your customers to rate your products.

Send an email to them one week after they received the product they ordered and ask them to leave a review. To entice them to do it, you can give them a 5% discount on their next order.

Always Be Testing

No matter which one of these ideas you’re going to test out, remember to measure the results and see if it made a difference in your conversion rates.

In eCommerce, there’s always room for improvement, so aim as high as possible to keep moving forward.

Posted in Ecommerce CRO By: shop manager

When you’re running an eCommerce business, it’s essential to optimize and design the site based on the users’ behavior, not just for search engines.

Today, mobile traffic for online stores accounts for more than 50% of the entire visits.

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Posted in Ecommerce By: shop manager
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