10 Online merchandising strategies that can increase your sales

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10 Online merchandising strategies that can increase your sales

Merchandising is the key to success in eCommerce. The right online merchandising strategy can boost your sales, engage your shoppers and guide them towards exciting products.

Here’s a list of 10 effective online merchandising strategies to use today:

1. Mobile first

Today, we are addicted to our phones. It’s almost like the phone is an extended body part. It’s predicted that, by the end of 2021, mobile devices will make up almost 73% of the total eCommerce sales globally. So, one thing is for sure, your eCommerce site must be working for smartphones and have a mobile-friendly layout.

Over the past years, mobile apps have been increasing in popularity, and have given great results. Companies with a mobile app have a big advantage compared to companies that don’t have an app. Mobile apps convert 157% more than a mobile web session. If you don’t have an app, it’s extremely important that your website is optimized for mobile devices alongside laptops.

Man using smartphone

2. Personalised recommendations

Personal recommendations are based on what the current visitor has clicked on or previously bought, what other customers have bought, and on items currently in the cart or that were previously abandoned. Make sure you have good product descriptions on your products. Measurements, colours, materials, and other necessary information about your products.

Personalised online merchandising can increase Average Order Value (AOV) and accelerate upsell and cross-sell while helping customers find what they are looking for.

3. User-generated content and customer reviews

Before making a purchase, online shoppers do their research by gathering information about the product they want to buy. Reading users' experiences, product reviews, and ratings is a part of the purchase decision. Don’t miss out on any chance to showcase compliments/reviews from your previous customers. You should consider publishing user-generated pictures, ratings, and reviews as a part of your online merchandising strategies.

Did you know that…

  • 88% of consumers trust online reviews as much as personal recommendations.
  • Only 12% of consumers ignore reviews before making a purchase.
  • 85% of consumers say they read up to 10 reviews before making their decision.
  • 50 or more reviews per product can mean a 4-5% increase in conversion rate.

customer reviews concept

4. Automated merchandising

It’s almost impossible to track everything and control your online merchandising in real-time. Your merchandising needs to be highly automated. Apptus eSales helps you respond quickly to emerging trends and seasonal assortment changes. The more relevant your products are, the more you can increase your sales. Show the right products, at the right places, at the right times.

5. Optimise your SEO

Did you know that 44% of all people start their online shopping journey with a search on Google?

Having high-quality content on your eCommerce website is one of the best ways to increase traffic and improve your Google search ranking. Find keywords that people search for, choose high-value keywords, and publish content that Google searchers want. These tricks can help to drive more people to your site and therefore increase your sales.

6. Be unique, run A/B tests

Think outside the box and try new things.

You need to be unique and stand out from the mass of companies that sell the same products.

But how?

It’s a good idea to do A/B tests to see what works for your customers. A/B testing means that visitors view 1 of 2 different options of a page. One is called the A version and the other one is called the B version. They usually have slightly different designs, features, or other differences. Through this, you can collect data from real visitors during the test; that way you can clearly measure which of the pages converts best. This is a very powerful approach in determining which design solutions produce the best results and ultimately increase conversion.

AB testing illustration

7. Get your customers what they are searching for

From the second your customers land on your site, you need to identify exactly what they’re searching for. To learn what they like and don’t like from their previous activity, you need their data history.

That means tracking everything from site search and navigation to recommendations and content/ads. Using AI and machine learning, the result will be a consistent user experience, where customers will always see product assortments driven by the same AI decision-making.

8. Visual merchandising

Do display product descriptions, specifications, ratings, and reviews in all their glory, but once a purchase is approaching, the customer needs to be able to see the product properly. Use videos, images in different angles, one image for each colour on the same product, and give your customers the opportunity to zoom in on each image to get a good up-close view of the product.

Make it easy for potential customers to choose to order from you, by using quality visual merchandising on your eCommerce store.

9. Video content

It’s a good idea to have videos that show how to use the product in question. Videos are the most effective way to market a product. By filming creative, good-quality videos, you can raise the awareness of your brand and increase sales.

  • 90% of consumers say videos help them make buying decisions.
  • 64% of customers often buy a product online after watching a video about it.
  • Video on landing pages can increase conversions by 80%

Online video illustration

10. The perfect product page

Make sure you have perfect product pages by having a good copy that sells. One short and one long explanation per product, nice photos, videos, and ratings from customers are the perfect way to get a successful product page.

Educate and inform your customers about the products they’re interested in.