Cum sa cresti vanzarile in afacerea ta eCommerce de sarbatori?

Cum e pentru tine perioada sarbatorilor? E cea mai frumoasa sau pare a fi cea mai provocatoare cand te gandesti la vanzari in afacerea ta eCommerce? Cand activitatile de business si marketing sunt bine puse la punct, chiar si cele mai mari provocari pot avea un final fericit.

In acest articol vreau impartasesc cu tine cateva sfaturi, sa iti prezint cateva idei pe care le poti pune in aplicare pentru a avea un magazin online atractiv si pregatit pentru sarbatori. Dar, inainte de asta, haide sa ne uitam putin la cateva date si statistici despre eCommerce din 2020/

Ce ne zic cifrele din 2020 despre afacerile de eCommerce?

Concluziile unui studiu realizat de Forrester ne arata ca vanzarile din mediul online au crescut cu 18,5% anul trecut. Intrucat milioane de oameni au ramas in casa pentru a influenta cat mai putin raspandirea virsului Covid19, digitalul a devenit cea mai populara alternativa pentru cumparaturi.

În luna iunie, traficul șa nivel global a inregistrat un record de 22 de miliarde de vizite lunar. Cererea a fost extrem de mare, in special pentru urmatoarele categorii de produse: produse alimentare, produse de uz casnic si ingrijire, imbracaminte, dar si pentru produse din zona de tehnologie.

Statisticile arata bine pentru zona de eCommerce, dar nu acelasi lucru putem spune si de cifrele pe care le inregistreaza magazinele fizice. Aici, vanzarile sectorul de sanatate si produse cosmetice au scazut cu 8.2%, la produsele de mobilier cu 15.2%, iar la produsele electronice cu 26.3%. Cea mai mare scadere s-a resimtit la produsele de imbracaminte, unde vanzarile au fost cu 33.7% mai mici in 2020.

Dar ce preconizari s-au aratat pentru perioada sarbatorilor?

Vanzarile din mediul online vor inregistra cifre mari. In sezonul sarbatorilor din 2020, s-a anuntat ca vanzarile vor creste cu 23% pentru nisa de sanatate si infrumusetare, cu 20% pentru produsele electronice, cu 19% pentru imbracaminte si cu 16% pentru produsele de mobilier.

Intr-o nota optimista, Deloitte a preconizat ca vanzarile in perioada sarbatorilor de iarna vor avea o crestere intre 25% si 35% pana in Ianuarie, 2021. Un alt studiu realizat de Dynata, ne spune ca din 1.000 de persoane care au participat la studiu, 62% din acestea si-au planificat sa faca cumparaturile de sarbatori exclusive online.

Si totusi, ce ne-au zis statisticile? Ne-au zis ca va fi o perioada pe cat de incarcata pe atat de provocatoare. Ne-au zis ca Decembrie va fi despre mai multe vanzari, adica mai mult profit. Ne-au indicat sa ne pregatim ca la carte pentru ce urmeaza.

Asta pentru ca in perioada sarbatorilor, mai mult decat oricand, oamenii cumpara si nu cumpara doar pentru ei. În medie o singura persoana cumpara cadouri de sarbatori pentru cinci alte persoane. Nevoia mai mare de conexiune umana declansata de aceasta perioada se manifesta in tendinta de a cumpara cadouri personalizate, cu semnificatie pentru cei carora le sunt oferite.

Asadar…

Cum generam mai multe vanzari in perioada sarbatorilor?

In perioada sarbatorilor, si nu numai, oferta din piata este la fel de mare ca dorinta oamenilor de a cumpara de la un brand care le satisface nevoile si preferintele. Preturile competitive, ofertele personalizate, interactiunea usoara, livrarea completa si in timp, toate acestea influenteaza decizia lor de cumparare.

In articolul de azi, iti prezint 7 aspecte de care sa tii cont pentru a avea o un magazin online pregatit si atragator pentru toti cei aflati in goana dupa cadouri.

1. Ofera-i magazinului tau online un look festiv

Iti aduci aminte ce frumos era cand umblam pe strazile luminate si ne pierdeam cu privirea in vitrinile magazinelor impodobite frumos? Incearca sa redai atmosfera tipica a sarbatorilor, oricare ar fi acestea, chiar in magazinul tau online.

Cum faci asta?

  • Schimba tema din homepage-ul site-ului tau. Foloseste-te de nuantele si simbolurile specificifice sarbatorii care urmeaza
  • Integreaza un timer in pagina principala a site-ului tau prin care sa atragi curiozitatea clientilor tai. Arata-le cate zile si ore le-au ramas la dispozitie sa profite de ofertele pe care le-ai pregatit pentru ei (Poti integra de asemenea si un Hellobar in header-ul de pe homepage in care sa rulezi ofertele principale)
  • Atrage atentia utilizatilor cu oferte clare si greu de refuzat in homepage. Spune-le concret la ce sa se astepte: de ex, livrare gratuita de Paste/ 8 Martie, 20% discount la produsele dintr-o anumita categorie, un voucher cadou, etc.

2. Creaza campanii PPC pentru sarbatori

Campaniile publicitare pe retelele de socializare si Google sunt cele mai rapide si eficiente metode de a te face vazut in multime si pentru a-ti mari veniturile. Totusi, in aceasta perioada si nu numai, important este cum folosesti cuvintele cheie in aceste campanii.

Asadar, primul pas pe care trebuie sa il faci in crearea campaniei este sa gasesti cuvintele cheie potrivite si cum sa le integrezi in continutul textului tau de reclama. Ai o afacere care vinde produse decorative artizanale? Ai grija la cum le prezinti de-a lungul anului, in functie de context, pentru ca rezultatele pot arata total diferit. Uite mai jos un exemplu:

Asa arata statistica oferita de Google Trends pentru ‘’produse artizanale’’ de-a lungul anului 2019:

In timp ce, pentru “decoratiuni de Craciun’’ lucrurile arata cam asa:

Ce inseamna asta? Ca folosirea unor cuvinte cheie potrivite, la momentul potrivit va pot aduce afacerea in fata unor noi clienti si va pot creste considerabil vizitele si vanzarile din magazinul online. Nu uita ca mai exista o parte buna a acestor campanii. Ele iti ofera un ROI masurabil de fiecare data.

3. Creeaza o campanie de email marketing pentru mai multe vanzari de sarbatori

Daca cumva ai uitat de puterea email-ului, e cazul sa il incluzi din nou in strategia ta de marketing. Studiile ne spun ca aceasta practica a devenit una dintre cele mai puternice strategii de marketing.

Uite un exemplu de secventa pentru email marketing pe care o poti folosi in preajma sarbatorilor:

  • Email-uri de bun venit in comunitate pentru noi tai clienti
  • Email-uri in care sa prezinti cele mai faine oferte pe care le-ai pregatit pentru perioada ce urmeaza
  • Email-uri in care sa ceri feedback-ul clientilor tai despre cumparaturile plasate pe site-ul tau sau despre experienta avuta cu afacerea ta de eCommerce
  • Email-uri cu sugestii de cadouri in functie de istoricul lor de navigare sau achizitiile facute

Foarte important, inainte de a gandi secventa de email-uri pe care vrei sa o trimiti, ocupa-te de segmentarea contactelor tale. Ii poti imparti in felul urmator:

  • Clienti vechi
  • Clienti noi
  • Clienti loiali

Trimite aceste email-uri in functie de relatia lor cu afacerea ta. In 2020, personalizarea a fost un punct cheie pentru orice afacere de eCommerce

4. Scoate in evidenta ofertele pregatite pentru sezonul sarbatorilor

Daca te-ai gandit deja cu ce oferte vrei sa atragi clientii spre magazinul tau online, scoate-le bine in evidenta. Cu siguranta nu vor sa le rateze. Dacă nu ai deja planificat aceasta strategie, iti ofer cateva sugestii despre cum poti atrage mai multe vanzari.

cum-obti-mai-multe-vanzari
  • Mizeaza pe o strategie de tipul ‘’cumpara 2 produse si plateste doar unul’’ sau ‘’ cumpara un produs iar cel de-al doilea il primesti cu 50% discount’’
  • Foloseste Upselling sau Cross-selling pentru a creste valoarea cosului de cumparaturi
  • Creaza pachete de produse. Product Bundles, asa cum le intalnim cel mai des amintete, fac parte din cele mai eficiente strategii de marketing pentru eCommerce. Trebuie doar sa pui alaturi cateva produse dintr-o categorie, sau chiar din categorii diferite si sa oferi un mic discount pentru pachet. Va impulsiona  vanzarile din magazinul tau online cu siguranta!
  • Ofera livrare si retur gratuit. Iar daca tot vorbim de retur, acesta trebuie sa fie cat realizat mai usor. Mai mult, fiindca perioada sarbatorilor e destul de incarcata pentru toti, o idee buna este sa extinzi cu cateva zile in plus perioada de retur a produselor.

5. Adauga extra valoare ofertelor tale

Se spune ca lucrurile mici transforma o afacere buna intr-una grozava! Profita de sezonul acesta de reduceri si adauga valoare suplimentara ofertelor tale pentru a converti cat mai multi vizitatori in clienti.

campanie de Craciun eCommerce business

Uite aici cateva idei pe care le poti folosi:

  • Ofera-le un card de membru pentru a le multumi ca au ales produsele sau serviciile tale in aceasta perioada
  • Ofera-le acces mai repede la reducerile de sarbatori clientilor tai loiali, sau ofera puncte de loialitate pentru fiecare achizitie facuta in luna decembrie
  • Impacheteaza festiv produsele comandate in aceasta perioada si trimite-le in colet un bilet cu un mesaj de multumire sau o urare pentru sarbatorile ce urmeaza
  • Daca afacerea ta ofera produse sau servicii cu o anumita perioada de incercare, extinde aceasta perioada cu cateva zile
  • Ofera-le acces la un workshop gratuit sau trimite-le un material de valoare ca semn de recunostinta

6. Asigura-te ca in timpul campaniei de sarbatori, magazinul tau online functioneaza perfect

Daca ai avut experiente mai putin placute in sezoanele trecute, nu mai lasa micile probleme sa iti fure vanzarile in perioadele de varf. Discuta cu echipa de suport a platformei si intreaba-i de ce ai nevoie din punct de vedere al infrastructurii pentru a sustine volumul de vanzari, Verifica viteza de incarcare a site-ului tau.

Daca tot suntem la capitolul: lucruri care impiedica vizitatorii sa plaseze comenzi pe un site, mai am ceva sa iti spun. Ofera posibilitatea de a plasa o comanda fara cont de client. Mai rapid, mai sigur pentru client, mai putin probabil sa renunte la cosul de cumparaturi. De asemenea, pune accent pe optimizarea site-ului pentru mobil. 80% dintre comnezile plasate sunt de pe telefon.

7. Analizeaza si invata de la sezon la sezon

Iti voi spune asta ori de cate ori am ocazia. Experienta ne invata lucruri noi, ne ajuta sa invatam din greseli si sa imbunatatim fiecare activitate pe care o derulam in cadrul unei afaceri. Daca vrei sa imbunatesti experienta clientilor tai in magazinul online si sa cresti vanzarile in perioada aceasta, uita-te in spate la ce ai facut bine si ce poti face mai mult. Uita-te la strategiile comerciale si de marketing pe care le-ai implementat in campanile trecute. Uita-te ce ai facut anul trecut in perioada sarbatorilor si analizeaza rezultatele.

Daca strategiile din trecut au functionat iar rezultatele au fost bune, stii ce trebuie sa faci. Aloca timp pentru a imbunatati mai mult tacticile folosite. Daca ceva nu a functionat, vezi ce anume poti schimba pentru a te bucura de rezultate mai bune.

Concentreaza-te pe ce a functionat concret si pe ce nu a functionat. Contruieste strategia pentru perioada de reduceri in functie de rezultatele trecute din timp. La sfarsitul campaniei de reduceri, ia-o de la capat. Cerceteaza. Analizeaza. Trage concluzii. Vinde tot mai mult!

Spor la vanzari!

Cam aici se incheie povestea de azi, dar mai am multe de zis. Despre eCommerce, strategii de crestere a vanzarilor si afaceri de succes iti voi tot povesti de acum incolo.

Acum te las cu aceste 7 sfaturi in gand si cu speranta ca te vor ajuta sa obtii rezultatele dorite anul acesta. Pana la articolul viitor, iti urez mult spor in eCommerce si vanzari cat mai generoase!

Cu prietenie,

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