You’ve found a product you want to sell, and your online store gets a handful of weekly sales. Now, you want to step on the gas and increase sales tenfold.
But with limited time and a finite marketing budget, where do you start?
This guide shares effective techniques to boost your online sales—without requiring a significant time investment.
Table of contents
How to increase sales and make more money
- Uncover your unique value proposition
- Act on customer feedback
- Share customer reviews
- Answer questions via optimized blog content
- Offer free shipping
- Run abandoned cart email campaigns
- Use upsells and cross-sells
- Add trust signals to your online store
- Improve website navigation
- Speed up the checkout process
- Accept alternative payment methods
- Provide exceptional customer service
- Offer customer loyalty programs
- Leverage social media marketing
- Partner with influencers and creators
- Expand your product range
- Launch a flash sale
- Set up instant replies to customer support
- Show a clear returns policy
- Optimize product pages for SEO
- Diversify product collections
- Use price anchoring
- Consult sales analytics
1. Uncover your unique value proposition
Your value proposition explains why your target market would choose your brand and products. Discover yours by surveying existing customers. Why did they choose your products over those of a competitor? What problems did you solve that others couldn’t?
Once you’ve identified your value proposition, showcase it everywhere. Include it in social media bios, prominently on your homepage, and within product descriptions—like NOVO watch does on its online store.
Gabriel Bertolo, founder of Radiant Elephant, uses this technique to increase sales on client websites: “One site in particular, after designing the value proposition and adding it to the website’s copy, saw an increase in the overall conversion rate from 1.9% to 4%.
“Online sales are only getting more competitive. Anything you can do to set yourself apart and address a potential customer’s desires or pain points works wonders for increasing sales.”
2. Act on customer feedback
How well do you know your potential customers? Use apps like Octane AI or Shop Quiz to gather insights.
Ask questions that uncover pain points and recommend personalized products based on their answers. Follow up with targeted email marketing campaigns that address these problems, positioning your product as the solution to increase customer satisfaction.
Skinny Mixes, for example, uses a recipe quiz to understand which dishes its potential customers like to make. Participants receive an exclusive discount code alongside their personalized recipe recommendation, allowing Skinny Mixes to have collected 13,000 customer emails and drive $500,000 in revenue.
3. Share customer reviews
Did you know 93% of customers actively seek reviews before buying a new product or service?
Reach out to satisfied customers and ask them to leave a review on your Google Business, Yelp, or TrustPilot listing. Share these reviews through the following channels to attract more customers:
- Email marketing campaigns
- Social media platforms
- Product pages
4. Answer questions via optimized blog content
Blog content is a cost-effective alternative to expensive social media advertising. Instead of paying to attract customers who might not fit your buyer persona, invest in content marketing to draw your ideal customers when they’re actively seeking your product.
Identify keywords your target audience is searching for. Address their questions on the topic and use SEO best practices to improve your chances of ranking for terms they’re entering into Google.
Noah Kain, founder of Noah Kain Consulting, says, “We help our SEO clients increase website traffic and sales by creating a brand-specific strategy for new content, acquiring backlinks, and addressing on-page and technical issues.
“By aligning and applying these efforts consistently, we can drive traffic and sales for specific keywords that directly tie to increased sales.”
5. Offer free shipping
Regardless of what you sell, shipping fees can harm your online sales. Modern shoppers expect free shipping for all online orders, and 47% will abandon their carts if extra costs (like shipping) are too high.
Meet these customer expectations by running marketing promotions centered on free shipping offers. Have customers spend a certain amount to qualify for free shipping to increase average order value.
Maria Shriver, co-founder and CEO of MOSH, says, “Everyone likes to get a deal. A generous discount for repeat business incentivizes people to take advantage of the convenience of regularly receiving their favorite products without the hassle of repeatedly going through the purchase process.”
Since implementing a 20% discount plus free shipping offer to email subscribers, Maria says, “Our sales have nearly doubled since implementing these subscription-based savings in late spring, helping us hit the milestone of one million bars sold in early September. But, more importantly, they are a terrific way to thank, reward, and retain our loyal customers.”
6. Run abandoned cart email campaigns
People may see a product they’re interested in on your online store, only to exit without buying. Customers abandon their carts for various reasons, from unclear pricing to getting distracted and forgetting to return.
Use cart abandonment emails to remind people they added an item to their basket but didn’t buy. Give them a reason to buy now (like an additional discount) rather than later.
Grenade, for example, encourages new customers to buy products they’ve previously viewed “before it’s too late.”
7. Use upsells and cross-sells
Potential customers often land on a product page that doesn’t perfectly match their preferences. Encourage these people to make a purchase using these marketing tactics:
- Upsells: Product recommendations that are more expensive than the one they’re currently browsing.
- Cross-sells: Product recommendations that complement what an existing website visitor already has in their shopping cart.
For example, if someone is browsing a $19 iPhone case, upsell and recommend a $39 one with drop protection. Cross-sell and increase average order value with a matching $4.99 PopSocket.
8. Add trust signals to your online store
New customers often need help to trust unfamiliar websites. Prove that they should trust your online store with sensitive information—and increase sales—by displaying trust signals like:
- Money-back guarantees
- Customer reviews
- Return/refund policies
- SSL certificates
- Logos of credit card processors
NCLA Beauty uses this technique to boost sales on its online store. In the footer of its website, potential customers see logos of payment processors they’re already familiar with.
9. Improve website navigation
Your website navigation acts as the map for your online store. Help shoppers find what they’re looking for with your main navigation. Point toward main category pages with search/filter functions that allow customers to specify exactly what they need.
Similarly, boost sales by enabling breadcrumbs on individual product pages. That way, if someone lands on that page when they first interact with your store, they can quickly discover similar products.
10. Speed up the checkout process
More clarity at the checkout page equals more sales.
Limit form fields to prevent potential customers from feeling overwhelmed at the checkout page. Enable Shop Pay to auto-populate a shopper’s details so they can check out in one click. Its checkout-to-conversion rate is 1.72 times higher than standard checkout.
Dan Potter, head of digital at CRAFTD London, suggests, “Simplify your page by asking for minimal information and allowing autofill to do its magic when it comes to card processing. Avoid cart abandonment by simplifying your checkout page.”
11. Accept alternative payment methods
The days of punching credit card numbers into an online checkout form are long gone.
Today’s consumers use various payment methods to buy products and services online. Increase sales by offering the most popular options, including:
- Debit and credit cards
- Buy now, pay later (Shop Pay Installments, Klarna, or AfterPay)
- Mobile wallets (Shop Pay, Apple Pay, or Google Pay)
12. Provide exceptional customer service
New customers will contact your sales team for various reasons. Whether their product arrived damaged or they need help using the item they’ve bought, providing good customer service can retain customers and increase sales.
Be proactive, apologize for issues, and rectify them quickly. This strategy leverages the service recovery paradox: You build more goodwill with customers after solving their complaints than you would’ve done with no problem.
13. Offer a customer loyalty programs
You’ve done the hard work of attracting current customers. Encourage them to purchase again with a customer loyalty program.
Two-thirds of consumers say the ability to earn rewards changes their spending behavior. Keep previous customers engaged with rewards for their next purchase(s), encouraging them to support your digital marketing strategies.
Consider rewarding them for the following:
- Generating word-of-mouth referrals
- Sharing your products on social media
- Making repeat purchases
14. Leverage social media marketing
Around 61.4% of the world’s population are active social media users. No matter what buyer persona you’re targeting, there’s a strong likelihood that you’ll find them on platforms like Facebook, X, Pinterest, TikTok, or Instagram.
Effective social media marketing starts with a strong understanding of your target audience. Where do they hang out online? What types of content do they engage with? How do they use social media? Once you know the answers to these questions, you can tailor your ecommerce social media strategy to reach them and drive traffic to your online store.
Most social media platforms also have dedicated commerce features, like Facebook Shops or YouTube Shopping. Shopify integrates with these platforms to display your inventory within each social media app, letting your followers browse products and buy without leaving their social media accounts.
15. Partner with influencers and creators
Influencers and creators are people who’ve accumulated an impressive following on social media. These followings don’t have to be in the millions—nano-influencers (those with fewer than 10,000 followers) often have the most engaged audiences.
Use Shopify Collabs to shortlist potential influencers to work with or create an application page for your existing customers to start promoting your products. Let them choose which products or free samples they want to receive, and send commission payments from the Shopify Billing system you’re already familiar with.
Duradry is just one brand that used Shopify Collabs to increase sales. In just seven months, it built a community of over 250 creators who promoted its products across their social media profiles. Duradry generated $50,000 in sales and reduced customer acquisition costs by 29%.
16. Expand your product range
The more products you sell, the more opportunities you have to increase sales. But it’s a double-edged sword: You want enough inventory to serve a range of customers, yet selling to everyone means you’ll speak to nobody.
The least risky way to grow your product range is to expand on an already bestselling product. If you’re selling hair products and 40% of your sales came from a frizz-taming spray, there’s demand for it.
Consider making the product available in a larger or more advanced formula and retargeting people who purchased the first version. This strategy will increase sales without necessarily finding a new audience—you’re simply re-engaging people who’ve already tried (and loved!) your products.
17. Launch a flash sale
A flash sale works similarly to a promotion but is much more time-restrictive. The “flash” concept means customers must buy before the sale ends. Studies have shown this sense of urgency tempts online shoppers into making a purchase.
To pull off a flash sale:
- Ensure you have enough inventory to meet demand
- Set a concrete start and end date
- Make your marketing messages consistent, like offering the same discount on every marketing channel and your website banner
- Launch them sparingly (customers might not buy if they know another flash sale is coming next month)
18. Set up instant replies to customer support
You could’ve done the hard work driving traffic to your online store, only to fall at the final hurdle by not addressing a customer’s sales objections. An automated chatbot can take that task off your hands by giving customers real-time answers to frequently asked questions.
Shopify Inbox can give potential customers immediate answers to questions like:
- How long does shipping take?
- What’s your refund policy?
- Do you have any discounts available?
- Where is my order?
“People that use chat are high-intent customers that tend to make purchases,” says Rennie Wood, co-owner of Wood Wood Toys. “I don’t know if I can put a number on it, but I do know that if somebody reaches out with a problem, I bet eight times out of 10 we can solve it and win the sale.”
The best part about Shopify Inbox is that you can use Shopify Magic to set up automated replies. The generative AI tool will suggest personalized FAQs that your customers might share and generate a response to address each one without your intervention.
19. Show a clear returns policy
It sounds counterintuitive to tell people how they can return a product before buying it, but it’s crucial to increase sales. One study found that returns policies sway 82% of purchasing decisions, with many online shoppers consulting the policy before placing their first order.
Highlight the essential information from your returns policy, such as:
- How long someone has to initiate a return
- What can (or can’t) be returned
- Whether returns are free or come at an additional cost
Display this information in microcopy like your website footer, checkout message, or beneath product descriptions to give on-the-fence customers the confidence to buy.
20. Optimize product pages for SEO
Search engine optimization (SEO) is the strategy that will help you meet target customers when they’re searching for products like yours.
Start with keyword research to determine which terms your audience is searching for. Once you’ve got this shortlist and assigned each keyword to a relevant product page, include them in your:
- Meta title and descriptions
- Heading tags
- Image alt text
- URLs
- Product descriptions
Pro tip: Don’t limit your ecommerce SEO strategy to Google. While it is the biggest search engine in the world, people are also using search engines like YouTube, TikTok, and Pinterest. Apply the same SEO best practices for each piece of content you’re publishing to these platforms.
21. Diversify your product collections
Product collections make it easy for website visitors to browse specific items they’re looking for. Go beyond grouping your products by category (i.e., “t-shirts”) and experiment with product collections that enable discovery. Examples include:
- Bestsellers
- Items on sale
- Products under a price point, e.g., “Gifts under $25”
- Use case, e.g., “Fishing gear”
- Recipient, e.g., “Gifts for new moms”
22. Use price anchoring
Price anchoring is a sales technique that positions an old price against a new one. If you’re selling a $49 product but drop the price to $39, you’d strike through the “before” price to show customers how big of a deal they’re getting.
A word of caution before using this tactic: the “before” price must be a genuine sale price. You could land yourself in hot water if you inflate a product’s initial price to mislead customers into thinking that the deal is better than it is.
23. Consult sales analytics
Sales analytics is data that’s specific to your online store. It can guide you toward making decisions because you’re basing your sales and marketing strategies on historical data that shows how people buy from you and interact with your site.
Let’s say you consult your Shopify analytics, and the sales performance report shows that Facebook drives 55% of all website traffic, but the conversion rate of these visitors is just 2.4%. On the other hand, TikTok only drives a quarter of your traffic but has a much higher conversion rate of 4.5%. Adjusting your priorities and allocating more resources to TikTok content makes sense. It’s proven to have a higher return on investment.
Increasing sales for your online store is a continuous process
The best way to increase sales differs from store to store. Find out what works for your website and double down on it.
Stay in touch with your existing customer base to stay one step ahead of their ever-changing preferences when shopping online. Whether you need to improve customer service or offer free shipping, you can steadily increase sales.
Read more
- The Ultimate Guide To Dropshipping (2024)
- 9 Ways to Build Customer Trust When You Have Zero Sales
- Your 24/7 Salesperson- How to Create a Product Buying Guide for Your Store
- The Procrastinator’s Guide to Black Friday Cyber Monday
- The 4 Key Components of Ecommerce Merchandising
- 7 Types of Ecommerce Tools You Need for a Successful Online Business
- How TikTok Became a Shopping Platform
- How to Write a Compelling Elevator Pitch That Sticks (Plus 3 Templates You Can Steal)
- Retail vs. Ecommerce- How Are They Different?
- 3 Ecommerce Trends You Need to Know for a Profitable 2015
How to increase sales FAQ
Can offering free shipping really increase sales?
Yes, free shipping can increase sales. Studies have shown that 62% of online shoppers won’t buy from a retailer if shipping comes at an additional cost. It also causes 48% of them to abandon their online carts.
What are trust signals, and how do they impact sales?
Trust signals like reviews, money-back guarantees, and influencer endorsements add credibility to your storefront. This makes a customer feel more confident in buying a product or service from you.
How can I bring more online sales?
- Run abandoned cart campaigns.
- Start a loyalty program for existing customers.
- Use one-click checkout.
- Offer free shipping for all orders.
- Accept alternative payment methods.
- Target lookalike customers.
- Optimize for SEO.
- Partner with creators and influencers.
- Improve site navigation.
- Experiment with different social media platforms.
- Add trust signals.
- Share customer testimonials.
How does investing in post-sales customer service increase future sales?
Rectifying an unhappy customer’s problem can build goodwill and increase loyalty. This can make them more likely to make another purchase, recommend your brand to a friend, and shout about their positive customer experience on social media.
Why does speeding up the checkout process increase sales?
The checkout page holds the greatest risk of losing sales. It’s estimated that the average shopping cart abandonment rate at the checkout page is about 70%. Removing friction and decreasing the number of steps to checkout will allow your customers to buy what they want quickly and will add to your bottom line.
