by shopintegratorsarah

How to generate leads with 5 essential in-bound marketing techniques for small online businesses

Small business ecommerce lead generation Inbound marketing is essentially about attracting people to your website using techniques such as SEO, content marketing, social media and email. For small businesses and ecommerce start-ups it can be particularly appealing as it doesn’t come with the hefty budget required by more traditional outbound marketing approaches like advertising or direct mail.

Inbound marketing delivers 54% more leads than traditional outbound marketing.

Small business and start-ups are unlikely to have an established customer base or a ready-to-use database at their fingertips. In-bound marketing tactics can build awareness, create interest and consequently attract prospects to your website ready for you to nurture into leads and ultimately loyal customers.

The crux of successful inbound marketing is content. It is through the creation of valuable and engaging content that you can draw visitors to your website and showcase all that your business has to offer.

71% of B2B marketers are using content marketing to generate marketing leads

To get the content right for your business it is essential to do some background work first. Ask yourself the following questions:

Who are you trying to target – who is your key audience? What sector or industry are they in?
What information is going to be of interest to them – what kind of content would they find helpful, useful, entertaining or engaging?
Where do they look for information – where are they currently getting their industry knowledge (e.g. competitors, organisations, social networks) and what places could you engage with them?

5 Key inbound marketing tactics

There are all-sorts of inbound-tactics you can use to generate leads and grow your business. In this article we just focusing on a few key in-bound techniques that will get you up and running and help attract visitors to your site. It is important to take a long-term approach to in-bound marketing. The benefits may take some time to come to fruition, but will be well worth the time and effort you put in.

1.SEO

Audiences use search engines to discover information and as a consequence search engines can bring a sizeable percentage of traffic to your website. Optimising your online presence to reflect the keywords and phrases relevant to your business and industry is essential if you want to move up the search engine rankings and be found by your target audience. I don’t for one minute suggest the practice of keyword stuffing, rather use keyword research to find the keywords and phrases that are meaningful to your prospective customers. It is those keywords and phrases that should form the basis of creating engaging, relevant content for your target audience.

2.Blogging

B2B companies that blog generate 67% more leads than those that don’t.

Creating original, fresh, relevant blog posts for your site not only supports your SEO efforts, it draws new visitors to your site, helps build your brand personality, is highly sharable and provides added-value content for established customers.

Think too about guest blogging on other relevant industry sites. This opens your business up to a wider audience and creates links back to your site.

3. Visual content

The last few years have seen visual content literally explode in popularity. Introducing more visuals to your site is a great way to entice your target audience to your ecommerce business. We humans are naturally visual learners so it is no surprise that using visual content can have a greater impact that text alone.

Use inspiring and interesting photos and images to support your content.
Infographics. People are 30 times more likely to read an infographic than a text-based piece of content. Infographics are a great way to convey ‘drier’ content such as research and statistics in an engaging format. There are a number of online tools such as Easel.ly and Piktochart that make it simple for you to create your own infographics using ready-made templates that won’t cost the earth to produce,
Video. People are naturally drawn to other people so videos are a great way to build a brand personality and put a face to your business. Implement an ‘ About Us’ or ‘Meet the Team’ video or try video blogging. You can also use video to help your convey complex information in a digestible format though Video Tutorials or How to Guides. And, interestingly, using videos on landing pages increase conversion by 86%

4. Email Marketing

Email is an essential part of the in-bound marketers’ toolkit. The added benefits for small businesses is that it is cost-effective, easy to measure and offers a healthy ROI. Use email marketing to communicate to your audience on a regular basis such as through a weekly or fortnightly newsletter. Email is a great way to build relationships and keep your business at the forefront of your audience’s mind. Offer links back to the valuable content on your site such as latest industry news, videos or your latest blog post.

5. Social Media

Utilise your social media platforms to drive your prospects to your online content such as your blog, news articles, video tutorials – in fact all the compelling content you have created.

Rather than taking a scatter gun approach to social media, focus your efforts on the key social media platforms where you customers are. For example if you own a craft store you are probably likely to find Facebook or Pinterest relevant. Whereas B2B’s may generate more leads through platforms like LinkedIn or Twitter. Indeed, 44% of B2B marketers have generated leads through LinkedIn.

Converting visitors to prospects

Of course once you have enticed your target audience to your website and sparked their interest with all your compelling content, you need to try to convert them into leads by encouraging them to impart their contact information.

Optimise your website to make it simple for people to sign-up. Don’t ask for unnecessary information and ensure any forms they may have to complete are quick and straightforward. In the first case of getting people to sign up to your newsletter, a first name and email address will suffice.
Offer incentives. Valuable, desirable content such as white papers, eBooks, special offers and giveaways are a great way to get visitors to pass you their details. Rule of thumb – the more valuable the reward the more information you can gather.

Of course the next part of the journey is turning those leads into paying customers…!

We’d love to hear your thoughts and experiences using in-bound marketing techniques, so please do leave a comment.

06.17.15

by Simon Horton

11 Tactics to Improve Checkout Conversions and Reduce Abandoned Carts

What’s worse than not getting enough users to your e-commerce site? Losing out the ones that do visit your site thanks to a slew of abandoned shopping carts.

Abandoned shopping carts cost e-commerce companies trillions in lost sales every single year. The fact remains that nearly 69% of all shopping carts are abandoned by would be shoppers. While the reasons for shopping cart abandonment are many and varied, the solution is simple. Think like a customer when building your checkout process. The lower the easier it is to shop on your site, the lower will be the likelihood of vanishing would-be customers. Here are a few tips on getting those users to stick around longer and buy more.

1. Shorter, Quicker Checkout

Going by the attention span figures we saw earlier, another key takeaway is that your checkout process needs to be short and snappy. Research shows that the average number of steps in the checkout process of the top 100 e-commerce sites came in at 5.08 steps. Try and stay under that number – the shorter, the better.

Data proves this. Online travel giant Expedia grew their profits by an incremental $12 million in 2011 by simply deleting one single field in their checkout process. Sounds tempting now, doesn’t it?

2. Allow Guest Checkouts

Among the many reasons that make me such an Amazon junkie, is how much I hate creating a new profile on new e-commerce sites and remember the new username and password for each new site. It’s just easier to stick with the first profile I ever made – my Amazon one. I’m confident there are definitely tons of people like me out there who do not bother shopping on new e-commerce sites for identical reasons.

Don’t let your shoppers’ inherent laziness prevent you from bagging more conversions. Allow users to check out as guests on your site and save them the torture of compulsory registration. You can always email your users an auto-generated password to go with their email ID after they complete the transaction, if you must have a registered account for every user.

3. Collect Only Necessary Data Via Forms

Some businesses need more user data than others as a matter of fact. Buying an insurance policy online will obviously entail giving a lot more information regarding your health as compared to buying a digital camera. However, many e-commerce businesses do not realize how cumbersome it is for users to provide answers to endless questions on their forms and go ahead with monster sized online forms anyway.

Avoid this fundamental mistake. Ask only for information that is absolutely essential for you to process the transaction. Asking users to part with unnecessary data only makes them part with your site at double speed.

4. Autofill in Forms

Steve Krug’s iconic tome on usability ‘Don’t Make Me Think’, talks about reducing the effort a user needs to put in to complete any task on your website. The lesser the effort needed, the higher are the resulting conversion rates.

Apply Mr. Krug’s advice to your checkout forms. Autofill content wherever possible to make the process quicker and smoother for the user. If the user is signed in, autofill his name, address, phone number, even credit card details if you have them on record. That is not to say that you do not allow users to modify these details for each transaction if they choose so.

5. Checkout Completion Bar

Have you noticed that it is easier to complete tasks when you have the end in sight than those where you have no clue how much more time or effort you’ll need to put in? Yes, the anticipation of a result makes us move quicker and distances seem shorter.

Incorporate a task completion bar near the top of your checkout process indicating the user’s progress. As the user gets closer to completing the purchase, the progress bar lights up accordingly showing the user that the destination is just a step or two away.

6. No Hidden Costs

The single biggest reason why online shoppers abandon their shopping carts is when they are faced with sudden unexpected costs at the payment stage. This could be shipping fees, taxes, services charges or the like that make a user stop short in their tracks.

Avoid unpleasant surprises by displaying clearly all the involved costs upfront within the shopping cart at the very beginning. Leaving a user feeling cheated is the worst thing you can do for your brand.

7. Product Reviews and Ratings

Research by Nielsen has shown that word of mouth advice stands out as the biggest factor that convinces a user to buy a product or service. Buyers tend to believe the words of other buyers like themselves instead of believing the marketing spiel from the brand itself, as they see through the vested interests involved there. Factor in this insight when you design your product pages on your e-commerce site.

Users don’t have the luxury of touch and feel when they buy a product online. All they have to go on are product descriptions from the manufacturer (which they would normally discount) and reviews by other users. A product that has multiple reviews from existing users has a far higher chance of being bought than one that has none. Actively solicit product reviews and ratings from past customers. They will help you reel in new ones in the future.

8. Free Shipping

E-commerce has a huge edge over brick and mortar stores in that they save on rent, utilities, overheads, warehousing and more, thanks to the absence of a real storefront. Conversely, the absence of a storefront means, users have no choice but to pay extra for shipping the products they buy online to their doorsteps. As a shopper yourself, you obviously know how much any shopper hates paying extra for anything in their purchase process. In fact, expensive shipping is among the biggest reasons for shoppers abandoning their carts before completing a purchase.

Get over this bump by offering your users free shipping wherever you can. Amazon has recently started offering free shipping for small, lightweight items with no minimum purchase requirement. This is a smart step to fend off competition from the online versions of Walmart and Target, which allow users to pick up items bought online from their physical locations for no fee at all. You may not be Amazon, but working out at least a free shipping option above a certain minimum purchase amount will not only benefit users; it will also push your average order value higher as users try and qualify for the free shipping offer.

9. Editable Shopping Cart

How many times have you gone back to the rack where you picked up an item in a store and exchanged it for another one before heading to the cash register? If you’re an indecisive shopper like me, multiple times would be my bet.

Not every shopper knows exactly what they want. Sometimes they’re just browsing and might change their minds halfway through the shopping process. Recognize this fickle nature of the average shopper and allow them to go back and edit the contents of their cart without having to redo the entire purchase from the beginning. A shopping cart that allows edits till right before the payments stage is one that loses much fewer shoppers than one that does not. Opt for the sticky version for your online shopping cart.

10. Multiple Payment Options

Imagine going into a candy store, picking out your favorite bits of candy, handing over your cash to the nice lady at the register, only to be told that your cash is no good. You need to pay for your candy in cowrie shells.

That’s kind of what happens to a shopper when your online store does not support the payment option that your user would like to use. In spite of wanting to complete the purchase, the user has no choice but to leave their shopping incomplete thanks to restrictive payment conditions. Stop frustrating potential shoppers and extend your payment options to include the most popular payment methods. Not only will your customers thank you for it, your bottom line will too. A shopping cart like ShopIntegrator allows you to offer users a variety of payment options ranging from debit card, credit card, bank transfers to PayPal and offline payments.

11. Security Labels

It is not enough to merely accept a variety of payment options on your website to convince users to buy from you. It’s equally important to assure them of the security of your site and the fact that their payment details and personal information are a 100% safe with you. This has become even more critical in the last few years thanks to all the cases of data theft that have come to light with large retailers like Target and eBay.

Besides displaying your returns and refund policy prominently in your checkout process, also make it a point to display security labels like VeriSign or McAfee Secure on your payments page. Familiar and trusted security symbols reassure users that they are shopping on a safe site and there’s no danger to their financial information. Making sure that your checkout process is hosted on an HTTPS protocol is another important step in this direction.

Conclusion

Improving checkout conversions is not a quick fix that you implement in one go. It’s a process that evolves with your website and changes based on your audience’s preferences. From helping users with live chat to displaying customer care numbers prominently, to even rewarding users for a completed purchase, there are multiple steps that you can take based on your reading of your users’ behavior on your site.

Remember, reducing cart abandonment is no one-size-fits-all formula. Once you get the basics described here in place on your site, incremental growth comes from understanding your users and modifying your approach accordingly.

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06.11.15

by shopintegratorsarah

How to use online video to improve your content marketing

online video marketing The last few years have seen online video literally explode onto the scene and its popularity doesn’t look like it is going to wane any time soon. Indeed somewhat mind-bogglingly, researchers predict that by 2019 it would take an individual 5 million years to watch the amount of video that will cross global IP networks each month.

Online video has become an increasingly important component of successful content marketing and as such it is something that all small online businesses should be thinking about incorporating into their online presence.

Interesting video statistics include:

Website visitors are 64% more likely to buy a product after watching a video about it.
7 billion videos are watched each and every day on Facebook and YouTube.
4 times as many consumers would rather watch a video about a product than read about it.
56% of consumers believe that if a company has a website, it should have video.
Posts with videos attract three times as many inbound links as plain text posts.
Globally, consumer internet video traffic will be 80% of all consumer internet traffic by 2019.
55% of people watch videos online everyday.

Benefits for small businesses

At a time when we are drowning in online information, video can convey a message in a format that is easily digestible and naturally engaging. As a small business this can help you stand out from the crowd and get your message heard. In addition:

Low production costs. You no longer need a hefty budget or in-depth technical knowledge to produce high-quality videos. Some excellent videos have been put together using just a Smartphone. Online video creation services such as Animoto, GoAnimate and Stupeflix offer reasonably priced business packages that enable even a complete beginner to quickly and easily put together professional-quality videos with their pictures and video clips.

Helps with SEO. Search engines love fresh relevant and original content as Video. Research has shown that websites with video content are 53 times more likely to rank on page one of Google.

Made for sharing. Videos are more likely to get shared than other content. Indeed, 92% of mobile video viewers share videos with others.

Build your brand personality. Clever use of video can help bring personality to your business. You can use it to develop an image of how you’d like your business to be perceived.

5 ways to enhance your online video content

To help improve your content marketing efforts we’ve come up with a few online video ideas to get you started.

1. Showcasing. Use video to showcase your products in real-life scenarios or situations. Your audience will get a better feel for a product which in turn gives them the added reassurance that what they see is what they will receive upon delivery. Many online clothing retailers use video to help reassure customers. For example take a look at how Boden uses video.

2. Demonstrating. Video is a great way to demonstrate how a particular product or service works. ‘How to Guides’ and tutorials can impart complex information in an easily digestible manner. Indeed 4 in 5 consumers say a video showing how a product or service works is important. Here at ShopIntegrator we use online video tutorials to help clients set up their online shops.

3. Personality building. ‘Meet the team’ or ‘about us’ videos, are a great way to build brand personality. Take a look at Stella & Dot’s ‘Our Story’ video. They successfully use video to give their audience a real feel for the people behind the business and its brand values. A short 60 second video about what makes your business unique can be a really powerful sales tool.

4. Customer testimonials. Customer testimonials are a helpful tool in the sales conversion process, they add credibility to your business and offer customer added reassurance about potential purchasing decisions. Whilst text only testimonials are fine, think about capturing some testimonials from your customers on video. Videos are more engaging and visitors will get a better understanding of the kind of business you are from your customer community.

5. Online advertising. Don’t forget about using video in your online advertising. Online display advertising is rapidly on the up with Forrester predicting spending will nearly double by 2019. This rise will be primarily driven by video advertising. Research indicates that consumers are very receptive to video advertising and are 27 times more likely to click-through on online video ads than standard banner advertisements.

15 Tips to Master mCommerce

The march of mobile devices on the humble desktop computer has been happening for the last few years. With smartphone penetration now standing at over half the adult population of both the US and the UK, the first world is finally keeping pace with the rapidly ‘mobifying’ developing economies of the world.

The Branding Brand Mobile Commerce Index compares mCommerce figures for January 2015 with those from last year. Desktop revenues fell from 81% to 76% of the total online revenues, while smartphone revenues grew by 50% to account for 12% of total online revenues.

The writing on the wall is clear. Users are shifting to mobile. They’re spending progressively larger amounts of time and money on mobile devices. If businesses plan to remain in business, it follows that they go where the consumers are. Welcome mCommerce.

mCommerce is essentially eCommerce transported to the mobile platform. While the basic idea is the same, the details differ greatly. Here’s a rundown of the top 15 things you need to fix on your website to master your mCommerce plans.

1. Responsive Design

This is the same advice that prescient web gurus have been touting for the last half decade. No, there’s no more debate on whether we need responsive design. We most definitely do. While responsive design is not the only way for your e-commerce site to be mobile friendly, it definitely is the most convenient from a site maintenance and marketing perspective.

Moreover, Google too prefers responsive design over mobile only websites or adaptive designs. When the big G has spoken, how dare we not comply?

2. No Flash

This one’s a no brainer by now. The Apple juggernaut and the ‘flash blindness’ of all its assorted i-devices means that Flash started to fade away from desktop sites over the last few years. The fact that mobile browsing has now overtaken desktop browsing means that the mobile web will have no room for Flash enabled sites.

Steer clear of flash. If you do have to have animation on your mobile site, opt for HTML5 instead.

3. Full featured Site, not ‘Desktop-Lite’

Too many mobile sites that you see are built as a bonus or add-on to the ‘main’ desktop site. The mobile site typically offers access to the key sections of the site, but a large part of the site’s functionality is often restricted on mobile devices.

No more. Stop viewing your mobile sites as ‘good to have’ add-ons. Soon, they’ll be your primary breadwinners. Equip them with the full range of features and functionality that your main site would provide, but remember to keep them light and easy to move around in.

4. Optimize for Search Engines

The largest chunk of users (48%) begin their product research on search engines on their mobile devices. This means all that effort that you’ve been putting in on your website SEO now needs to be doubled and applied to your mobile site as well.

So what if your pages are tiny? Your keywords still matter on mobile. The fact that you have a mobile optimized site goes a long way in helping your mobile SEO. Quality inbound links to your mobile pages help identify your site as authoritative and contributes to a better ranking.

5. Consistent Look and Feel

Consumers are creatures of habit. Once a customer is familiar with your brand or your website, they tend to expect a similar experience each time they visit your site or store. A sudden change in the UX can cause friction in the user’s purchase journey – something that leads to abandoned shopping carts.

Avoid a jarring change in user experience by designing your mobile and desktop sites in a similar style. The colors, layouts, page elements and transitions should be kept consistent to build a strong brand recall across all devices.

6. Short, Prefilled Forms

Mobile devices typically have screens that are too tiny for typing in long bits of data. E-commerce sites are notorious for the umpteen forms that they expect customers to fill out to complete the sale.

Don’t fall prey to this rookie mistake on your mobile site. Keep the forms short and ask for only as much information as you really, truly need. Wherever possible pre-fill forms e.g. state, country or zip code can be pre-filled on mobile using the mobile’s IP address and GPS location tracking.

7. Personalized Content

As mentioned earlier, mobile devices have much smaller screens than laptops or desktops. While personalization is a given for e-commerce sites; your mCommerce site needs the same TLC from a personalization perspective. In fact, offering users suggestions proactively, makes it easier for a user to see and select relevant options for their purchases on mobile.

It’s a well-documented fact that personalization enhances that user’s experience on your site and helps them buy more as well as buy easily. By offering personalized product suggestions on mobile devices, you’re aiding your users’ product search. You’re also sending a gentle reminder that your users’ preferences matter to you and you take the extra effort to show them what you think they’ll like. Double win.

8. Don’t Skimp on Images, but Keep Them Light

As an e-commerce site, product images are a must have on your website. Expecting users to convert without an image is like expecting your dog to recite Shakespeare after he rips a play to pieces. It goes without saying that your mobile site needs those product images just as much as your desktop site does. There’s just one problem.

The better is your image, the higher is the space it will occupy on the server, leading to higher load times. A way out of this conundrum is to use image optimizers that will resize as well as compress images and make them perfect for being shared on your website whether online or on mobile. Don’t penalize your users by costing them extra in data charges with your heavy image files. Keep ‘em light.

9. Large Buttons, More White Space

How many of us have not experienced the frustration of typing stuff into a mobile screen and pushing teeny tiny buttons only to mix them up and have to redo what we were doing all over again? A sizeable number, is my bet. Fat-finger syndrome is quite universal and overcoming it is often a mobile UX designer’s biggest challenge.

Give your users a break from their fat-finger fumblings by offering larger buttons so they don’t push the wrong one. Reduce the clutter on your pages and keep enough breathing room or white space around your main content. This not only helps your main message stand out in a small space, it also makes it easier for users to avoid mistakes when accessing your site.

10. No Sliders

Automated slideshows that showcased a different offer on each slide were all the rage about five years ago. Nearly every website was designed with a slideshow that had at least four different ‘hero banners’ that rotated on a click or automatically. Most took over the lion’s share of the screen above the fold. When websites started being adapted for mobile, the same design carried on to tiny mobile screens.

Imagine trying to click on a banner that’s in constant motion on a tiny screen. Tough. Besides, the sliders were proven to be a bad idea from a conversion perspective even on a desktop site long ago. You don’t want yesterday’s badly performing technology on your spanking new mobile site.

11. No Drop Down Menus

I am going back to the same argument of small screen sizes and fat fingers to justify this one. Drop down menus typically have five or six different navigation options that a user would then have to pick from to proceed on your site. Trouble is, most drop down menus open in a way that not all options are even visible on the mobile screen as they end up below the fold. By scrolling lower, the drop down menu retract into themselves, thus making the task of navigation pretty well frustrating.

Have easily clickable category buttons that drill down deep into sub categories instead of impossible to handle drop down menus.

12. Search

Desktop sites see about 30% of their users heading straight for the search bar to locate what they want on your site. With navigation on mobile sites not really a walk in the park, I’m going to bet that even more users are search buffs on mobile sites than they are on the desktop versions.

Don’t take search away from your mobile experience in a quest to keep the site light and quick to load. Search is an integral component of the online experience. Let’s not spoil it for our users. You may not be able to offer images of searched items on autocomplete, but you definitely can provide a well-designed search function to your mobile audience.

13. Reduce Checkout Steps

The longer your checkout process is, the higher are the chances that a user gets distracted and / or bored and leaves the purchase process. This is true on desktop sites. It’s doubly true for mobile sites. The reason is simple. There are only so many tiny pages your users have the patience to navigate through before they complete the transaction.

The average length of the checkout process across the 100 top grossing websites is 5.08 steps. That’s for desktop checkouts. Try and keep under that number of 5 steps and you’ll be on the right track. If nothing else, take a cue from Amazon. Their one-click shopping patent was way ahead of the times when it was launched and will continue to be the gold standard for e-commerce checkouts at least for the foreseeable future.

14. Save for Later Option

Mobile users spend inordinate amounts of time browsing online via their smartphones. This means, a lot of visits to your site can be mere window shopping, and not visits with a real purchase intent behind them. But hey, that does not mean we waste the visit that a window shopper makes to your site.

Give your window shoppers a reason to come back by offering a ‘save for later’ option on your mobile site. The constant proximity of the mobile phone, the large amounts of time users spend on them, the ease of retrieving a bookmarked item and the speed with which payments can be processed on mobile all come together to make ‘save for later’ fertile grounds for stepping up your conversions.

15. Allow Social Logins

Very few e-commerce sites allow users to make purchases on a consistent basis without creating a user profile. While some force users to create a new user ID before making even their first purchase, most smart sites create an ID for the user themselves after the initial guest purchase. Even in this more strategically thought out scenario, the user still needs to create and remember a brand new password for all future transactions. Quite a hassle, when you take into account all the various sites an average online shopper shops on.

That’s where social login steps in. Most users are permanently signed in on social media apps on their smartphones. By offering social login on your mobile site, you allow users to sign in with the Facebook, Twitter, Pinterest or similar social credentials making the process seamless and quick for them. Your users are saved the hassle of remembering yet another password. In the process, you get access to your users’ social information – something that can be used to personalize their experience on your site even better.

Parting Thoughts

Mobile internet outstripped PC based access already last year. Clearly, it’s not a matter of should your business be mobile ready, but more of is it ready yet. Share with us what steps you have taken to step into the era of device agnostic commerce. We’d love to hear from you!

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