0:00
[MUSIC PLAYING] COREY FERREIRA: As mentioned earlier in the course, when it comes to sales, we're not only trying to get customers to buy we're also trying to get them to buy more. There are a lot of tactics when it comes to increasing the average order value of your store. However, I think the easiest thing any store owner can do is try to get customers to buy more of what they are already buying.
0:26
It's very tempting to try and create complex bundles and discounts to try to get customers to checkout with more in their cart. However it might be easier and make more sense for your customers to ask them to buy more than one of what they already want. For example on my yoga wheel product page I might try and include copy that encourages customers to add an additional yoga wheel to their cart to give to a friend.
0:49
I might also test on the cart page a message that appears asking customers to add another yoga wheel to their cart and receive a free gift or small discount on their purchase. The philosophy here is that it's easier to ask customers to buy more of what they are already buying than asking to buy something complimentary. Of course that isn't the only way to get customers to buy more, there are three different types of offers we can make to get our customers to check out with more.
1:17
Bundles, upsells, and downsells. Bundles are a clever way to get customers to spend more money without making them feel like they're buying more. Usually bundles will offer customers some kind of savings or discount compared to when they purchase the price in the bundle individually. For example, a computer parts store offering pre-built computers or a watch store offering a gift box which includes extra watch straps.
1:42
Upsells are offers made for more expensive price than the customer is attempting to purchase usually a complementary product. For example a customer looking to buy a wool sweater receives an offer to add a winter coat to their cart or a customer browsing for a laptop receives an offer on the product page for a faster laptop with more hard drive space at a more expensive price tag. Upsells also work well as offers to customers who have already bought from you.
2:08
They've already showed you that they trust you by giving you money so why not try a follow up email for a more expensive product that they'll love. Downsells sales are offers made for cheaper products than the customer is attempting the purchase usually a complementary product. For example a customer buying a camera receives an offer for batteries or an SD card. Downsells can sometimes also work as an alternative offer to abandoning cart customers.
2:34
Instead of getting them to come back and complete their purchase, why not offer them a similar product at a lower price point. These offers can live anywhere on your store and within your e-commerce sales funnel but the most impactful place to start testing them is on your product page and most popular learning pages. Begin testing different offers within different stages of your e-commerce sales funnel. You don't want your offers to be too intrusive but you also want it to be visible enough so your customers notice them and take advantage of them.
3:02
In the next lesson, we're going to go over conversions and the factors that affect and influence a customer's purchase decision. [MUSIC PLAYING]
