The strength in our optimization sales process is the audit. The conversion rate from audit to coming onboard as a client is usually high. For our paid ads optimization service, we sweep through the whole account pointing out wasted ad spending and growth opportunities and tailor it by sharing screenshots and account-specific insights. We’ve streamlined the audit process to have minimal time completing the audit and maximum impact. It’s hard for serious business owners to say no to someone who has an optimization plan already in place. Although the audits are in lay men's terms, I would say half of the business owners that receive the audit understand a good chunk of the report. The other half understand just the critical 10% - where money is being wasted, and how to get better quality traffic. But all appreciate the ‘time taken’ to demonstrate our expertise.
If you find it hard to convince e-commerce clients to invest in optimization using their own data, then you may consider comparing their performance to their competitors. Show them the average conversion rate of other companies in the same industry to give them an idea of their rankings and put some pressure if their score is below standard. Though you can't exactly tell the competitors' conversion rates unless they share them, you can find marketing tools that provide free reports about this metric. Or you can make a decent estimate by looking at some of the competitors' data online that can be relevant to their conversion scores. Regardless of your method, having a general view of other companies' performances serves as a wake-up call that will encourage e-commerce clients to optimize their landing pages.
When I sell CRO to an ecommerce company, I typically put together an ROI calculator with conservative/medium/aggressive targets to show the client their potential return on the engagement. However, sometimes this isn't enough to get a deal done. In some cases, if I see tons of of obvious CRO wins, I'll use this no-brainer offer: "If we don't increase your conversion rate at all above your current baseline of X% within the first 90 days, you don't pay." Many ecommerce brands have been burned by agencies and the past and simply need to know that you have some skin in the game. If you're confident, consider testing this for the right deal.
Data Scientist, Digital Marketing & Leadership Consultant for Startups at Consorte Marketing
Answered 4 years ago
When it comes to Conversion Rate Optimization (CRO), math can be very persuasive. Ask your e-commerce client to share some metrics including traffic volume, the current conversion rate, the average order value, and the average lifetime value of a customer. Plug these numbers into a spreadsheet with a few formulas. Then show them the effect of an increase the conversion rate by a fraction of a percent, or the average order value by a few dollars. If you build your formulas correctly, lifetime value and total revenue will go way up as you tweak any of a number of values. This is powerful when you want the client to see the value in your work. For example, a client may get sticker shock if you offer a CRO audit for $20,000 because there's no context. But if you can show them that a one time spend of $20,000 with you can result in an increase of $100,000 per year, it becomes an obviously good investment.
True eCommerce optimization is a time-intensive process that most brands don’t have the labor power to do properly. Our biggest selling point is A/B testing, where we show potential clients case studies of our biggest testing wins. When they realize the potential growth CRO can harness with real-life proof, clients are often ready and willing to invest in hiring the experts to maximize their results.
An effective strategy to persuade e-commerce clients to invest in optimization is presenting a strategic partnership. When choosing e-commerce brands to optimize and work with, proposing it as a B2B partnership with a common goal to boost sales and revenue, brand exposure, and customer data insights is a more compelling angle to target than just presenting it as a B2C relationship. Brands are more inclined to participate in an optimization venture if both businesses are actively involved in the project, which secures the mutual welfare and success of the proposal.
In my opinion, it's less convince rather than show potential E-Commerce clients why they need to invest in optimization. I'm an SEO Consultant who specializes in E-Commerce sites and firmly believe the proof of the pudding is in the eating. When meeting a new client, my team and I never roll out a traditional sales pitch, instead we talk them through case studies. Clients are results focussed and showing them what we can do for their site in real terms is invaluable in building trust from the get go. Although I don't reveal actual sites, the data speaks for itself and it's clear why the client should invest in optimization.
Advise your e-commerce clients they only need to pay for your service if optimization positively impacts their websites. This results-based offer is enticing enough for them as no one wants to spend money on something that won't add value to their business. Plus, most people don't want their time wasted, so they might not have enough patience waiting for a high ROI. As a thriving CRO agency, coming up with this initiative is more than just earning money. It is also your chance to reveal your expertise and ensure you deliver excellent output that will help increase your clients' conversion rates. Once you prove to them your value, convincing them again will not be hard because they will be the ones to proactively seek out your service or even recommend you to their peers.
People need constancy People should be viewed consistently. Top advertisers are aware of this and constantly try to persuade prospects to commit because doing so enhances the possibility that they will eventually convert to loyal customers. It operates as follows: A potential customer subscribes to your Pizza Lovers email newsletter. They must continue being consistent now that they are devoted pizza aficionados. Serve up a slice of advertising next. Requests made by someone they admire are more likely to be complied with. They, therefore, request the assistance of close friends rather than strangers when moving. Additionally, it explains why word-of-mouth recommendations and endorsements from social media influencers and celebrities are effective.
In my view, one of the tried and tested (persuasion) strategies you may use to convince potential E-commerce clients to invest in optimization is to provide compelling evidence of the benefits of optimization. For example, you could share research that shows how optimization has helped your previous clients increase their conversion rates by x percent. You could also provide statistics showing how your target audience spends more time on competing websites. By convincingly showing the benefits of optimization, you can help your client make an informed decision about whether or not to invest in it.
One of the best tried and tested strategies that one can leverage is to design every page with a conversion goal to convince potential eCommerce clients to invest in optimization. Design clarity is the cornerstone of customer fidelity and trust online. As soon as a customer visits your site, they must know three things quickly: What action are they anticipated to take on the site, and will it be your primary conversion objective? Where he is on the site and using navigation menus, page titles, breadcrumbs, and descriptive URLs assists in this case.
Running an e-commerce shop is very easy for 3456 visitors. Persuasion techniques and psychological theories have obtained this set of people. Understanding this will help you craft a way to leverage convincing potential e-commerce clients to invest. By learning how to leverage this clarinet, you will understand why clients abandon their carts, how they can be persuaded and why they finally buy from your store. Our E-commerce has used this strategy over the years to persuade our clients; Reciprocating strategy: This strategy has helped our e-commerce as we give our clients something more valuable that, in return, they will feel the urge to return the favour. For example, if you help me buy a coffee from a store, I will feel obliged to give you some money or anything else.
Optimization (CRO) is the strategic process of designing and developing an ecommerce website that is both easy to use and effective in converting visitors into paying customers. At our agency, we have a team of experienced optimization experts who are skilled in identifying opportunities for improvement and implementing changes that will increase conversion rates. One of the most effective persuasion strategies we use to convince potential clients to invest in optimization is to conduct a comprehensive analysis of their current website. This analysis allows us to identify areas where the website is falling short and make recommendations for how those areas can be improved. In many cases, simply showing potential clients where their website is underperforming is enough to convince them to invest in optimization services. Once we have a client's commitment, our team gets to work making improvements that will increase conversion rates and help the client achieve their business goals.
To convince your potential e-commerce client to make a purchasing decision, focus on building your social proof. Most people like to follow the trends and buy the products that create buzz. Therefore, show your potential customers that many others have already purchased your products and are very satisfied with them. In addition, get their positive feedbacks to share on your social media channels and make other customers aware of your products, timely delivery, and good quality. Additionally, highlight that your buyers are happy with the multiple payment methods. This way, your social proof will compel potential clients to make a purchasing decision.
In the world of e-commerce, it is expected that the leveraging between the seller and the buyers or investors may depend. The potential of e-commerce was seen to double or triple in the following years, as shops moved their operations virtually. As businessmen expand their businesses online, the competition will be intense. There are various strategies you could use to optimize your e-commerce investment and target more customers. One tried and tested method is the power of selling bundled items. Selling bundled items is a win-win situation to keep both investors and customers interested in the products you sold. In this strategy, you allow them to buy your "bundled products" for an affordable price. Perhaps, you could make offers like the "buy 2 take 1 for free" strategy. The customers think they bought a cost-effective product and you earn revenue at the same time. If the competition is tough, your strategy must be tougher. Negotiating well with the price keeps them interested.
Give prospective clients proof of what you can deliver. You can share examples of your work with past clients, including goals, KPIs, the strategies that were implemented, and the actual results. This will help push people towards your desired action since it gives you credibility and allows prospects to visualize how they might benefit from your service. For the best results, be prepared with multiple examples dealing with different industries or niches. That way, you can choose the one that’s most appropriate for any given prospect and demonstrate your experience working with businesses similar to theirs.
A successful e-commerce website provides valuable services, products, offers, and content for its clients to target potential customers. But you need an investor to invest in your optimization. The one tried and tested strategy to convince e-commerce clients is relatable social proof. An e-commerce website is transparent with its clients. It shows authenticity. So a positive impression is necessary for an e-commerce website to generate clients to invest in the optimization. This psychological strategy creates belief and trust. When they offer reliable social proof like ratings, comments, reviews, views, and testimonials to the clients to invest, building a connection with the investor. The truthfulness of the e-commerce website will build a bond with the potential clients, making them invest in the optimization.
Share your vision. That one fundamental fact has always had immense wisdom and force, and I feel it lies at the center of persuasion and influence. Persuading someone to accomplish anything must not only be in their best interests but also provide them with a glimpse of the possibilities and chances open to them. You are more likely to succeed if you can help someone envision and feel a better future, no matter how little your concept or proposal. I think that by using these six basic tactics, you will be able to master the art of persuasion. Please do not follow the advice that some provide to influence others to do things while you contemplate and apply these ideas.
One way to convince e-commerce clients to invest in optimization is to prove that they’re leaving money on the table. This can be done in a number of different ways. Showing them their so-called “money keywords” and how many people are searching for them is one way, for instance. Another method is to show any data you may have about the client’s negative SEO competitors, and how effective their black hat strategies are.
By avoiding ambiguity Consumers are less inclined to act on something that requires a lot of cognitive work to comprehend. They frequently lack the mental fortitude needed to analyze ambiguous and complex material. Therefore, making things simpler for customers makes it easier for them to relate to your messages. They want to know if they can rely on you to fulfill their requirements and expectations. You gain their trust and more sales by streamlining your communications and providing them with unbiased information. Use brief, direct phrases to convey apparent outcomes.