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Shopify如何提高店铺销量的三种方法
Shopify如何提高店铺销量的三种方法
2020-07-24
101人浏览
Shopify如何提高店铺销量的三种方法
不管是在建独立站的人,还是做平台的人,面临的最大问题就是提高销量,大家千辛万苦引流是为了什么,还不都是为了增加销量。
今天给大家介绍几个简单又不费力的销售手段,Upsell、cross-sell和downsell就是这三个销售手段,它们能节省花在广告上面的时间和精力,用最少的成本轻松帮你获得更多的收益。
01:定义
那么什么是Upsell、Cross-sell和Downsell 呢。
Upsell,追加销售,也可以叫“向上销售”。就是在顾客打算购买某产品的时候,用一个新的追加广告,向他们推销更贵的产品,或是升级版本的产品,以实现追加销售,增加订单价值。
因为在顾客已经有意向购买产品的时候,再推广产品的升级版会更容易成功。
这种心理用在销售上就是追加销售。如果是卖太阳镜,就可以用防紫外线或偏光的镜片来做upsell。
给顾客提供升级版本的产品,顾客会觉得这对他们是一个很好的提醒,因为他们如果不清楚太阳镜的一些高级功能,就会对这些额外信息感兴趣。
Cross-sell,即交叉销售。交叉销售是通过向顾客推广相关产品或补充产品,以实现更多的销售。
交叉销售对于客户来说,要能够改善购买体验,有助于客户在最初购买的基础上获取更多的价值。
顾客已经下定决心要购买某商品的话,适时向他推出一些辅助产品,会有很好的增销效果。
比如说顾客要买羽毛球拍,那么他有可能还会需要羽毛球,这时可以拿羽毛球来作交叉销售。交叉销售是给用户提供了更多的。
以上是upsell和cross-sell,很简单、也很常见,一般设置为自动弹出窗口,有的也会出现在产品页面,两者都是通过提醒客户注意其它产品和产品变化,来增加平均订单价值。效果好的话,还可以延长顾客的生命周期,让他们多次回购。
Downselling,这是和upselling相对的一种销售方式。它不是给顾客推荐更贵的产品,而是通过为顾客提供价格较低的商品来增加利润。
当客户准备退出购买的时候,你可以根据客户的预算调整报价,给顾客推荐更便宜实惠的商品,提高他们购买的机会。
最常见的例子就是更新换代很快的3C产品,如果客户买不起最新版的苹果手机,你可以给他推荐价格较低,是去年的型号的苹果手机。这样顾客就有机会购买了。
downsell让你在顾客买不起优质产品的情况下,还是可以销售,用不同的价位给顾客做选择比较,还有助于建立品牌忠诚度。
02:运用注意点
1. 把客户放在首位
追加销售和交叉销售虽然是用来增加销售的策略,但如果你做得好,同样也可以提高客户忠诚度,增加回购率。
所以说,你应该了解客户的需求,通过提供其它产品或功能实现这种价值,改善客户体验。
简单说,就是你的增销手段切实帮到了顾客,让他们觉得你提供的选择给他们带来很大的便利。
但如果客户认为你的增销手段和他们的需求目标无关,并且你提供的选择不是升级产品或中看不中用,这都会引起顾客的反感。
把客户放在首位,意味着你的推销不是单纯的推销,而是给顾客提供方向和选择的推销。
2. 不要过度
增销如果可以给顾客带来便利的话,他们是很乐意接受的,但如果推广过度的话,就会让顾客反感,没有人会喜欢过度推销。
过度推销还有损品牌形象的提升,所以即使是推销,也要专注在改善客户体验上。不要给顾客提供太多的选择,选择太多反而会造成他们的“选择困难症”。
建议你们要集中推广和顾客所购产品最相关、最吸引人的产品,三四个就够了。
3. 不要贵太多
顾客可能会选择价值高一点的产品,但如果比他原来打算买的产品贵太多,他会很容易放弃。
一般情况下,追加销售的商品价值不要超过原商品的1.25倍,也就是追加销售价值低于25%。
原商品如果是100美元,那追加商品最好低于125美元。追加销售价值低于25%,既有机会增加平均订单价值,又不会吓走顾客。
4. 展示推销商品价值
增销的商品只是简单地列出来,是没有很大的说服力的。还要让顾客相信这些商品的价值,建议在追加页面添加推荐或客户评论,或者发送邮件列出产品价值,加强他们的购物积极性。
5. 利用产品生命周期进行推销
可以根据产品的生命周期对客户再次进行推销,比如说你销售的是生活日用品,3个月就用完了,那么你可以在3个月后给客户发一封增销的邮件,给客户一个提醒,让客户容易回忆起你的品牌和产品,这样就增加了回购的几率。
6.激励措施
如果目标是为了增加单次购买的价值的话,那么客户在购物车中加购的产品越多越好。
有一些激励措施也可以起到增销的目的: 设置一个消费额,达到多少就可以免运费;购物满一定限额可以赠送免费礼品卡,或打折、免邮; 购物满几件可以享受折扣优惠。
关于upsell,可以分为购买前upsell和购买后upsell,也就是既可以在顾客结账之前作追加销售,也可以在顾客结账之后作追加销售,交叉销售也是一样,但是什么时机最适合使用这些增销策略?又在哪些地方可以用到?下面用例子来详细讲一讲。
一. 在产品页面上追加销售和交叉销售
在产品页面做追加销售和交叉销售是最常见的了,比如说速卖通上面you might also like,或recommended for you,seller recommendations, more to love这些部分都是增销的地方。
如果你用的是shopify,增销产品功能可能内置在shopify的主题上,同时shopify的主题商店中,也有一些可以用来做upsell和cross-sell的软件,比如说OneClickUpsell,CartHook, Sweet Upsell,Product Upsell等。
二. 在结账过程中追加销售和交叉销售
我在将一台笔记本电脑添加到购物车后,马上就会跳转到一个cross-sell界面,和这台电脑一起买的最多的是下面这些产品组合(类似于捆绑销售),这就是用交叉销售的方式来增加顾客的订单价值,也可以为顾客提供全面的产品服务。
结账过程中增销的产品要和所购商品是紧密互补的商品,这样顾客才有可能连带购买。
如果这里你还提供很多不相干商品给顾客选择,会干扰顾客购买的欲望和决心,不利于增销,所以增销的时机和产品选择要符合顾客的心理,还要能切实引起他们的兴趣。
三. 在电子邮件收据中追加销售和交叉销售
首先我要说的是,各位一定要重视邮件营销,因为相比于社交媒体、内容营销、点击付费广告,邮件营销是投资回报率最高的一种营销方式,投资回报率达到4300%。
电子邮件营销中,购买收据邮件的打开率高达71%,比电子邮件的平均打开率要高很多。既然购买收据邮件有这么高的参与度,那很适合拿来做增销推广啊。
比如:沃尔玛发出的购买收据邮件中,右边的推荐栏就是一些相关的增销商品,顾客在检查购买收据的时候,就会看到这些商品,邮件增销给顾客提供了更多的购买信息,增加了他们额外购买的机会。
给顾客下次购买提供礼品卡、折扣或是免运费类似的优惠,可以激励他们做出更多的消费。
邮件服务提供商可以设置这样的购买收据邮件,比如Drip或GetResponse。
shopify软件商店也有这样的软件可以设置收据邮件,如Conversio,可以自定义电子邮件收据,或者给顾客提供额外折扣。

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