Free Up Your Time While Gaining Traction

Marketing Tips For E-Commerce Entrepreneurs

Perhaps your sales have begun to plateau. You’re still doing steady business, but you only have so many hours in the day. How can you boost your sales volume without devoting time you don’t have to marketing?

It’s time to hone your sales strategy with this three-pronged plan.

Up-sell and cross-sell to existing customers.

Your most valuable customers are the ones you already have. You could spend a lot of time and money on new acquisitions, but consider this: some simple upsell and cross-sell systems have the potential to raise your revenue faster.

Don’t we all love a system we can set up quickly and reap the benefits of for a very long time? Up-selling is offering more to people who already know they can trust your brand. If any of your customers don’t know you offer a premium product or a related product, you’re the only one to blame! Be sure that every product is tied to a relevant upsell.

Don’t have a premium product that’s an obvious upsell from a lower-tier product? Create one. Expand your catalog.

  • Use a higher-quality material to produce a deluxe version of an existing product.
  • Add a bulk size option.
  • Find out the one thing customers wish an existing product could do and create a new and improved model that does exactly that.

Cross-selling is equally important. Accessorize your offer.

  • Have a weight-loss product? Pair it with exercise equipment or an info product to help  with home workouts.
  • Have a skin-care product? Offer a facial scrub, mask, or toner.
  • Have a kitchen appliance? Pair it with a cookbook, cooking utensils, or a related accessory.

Remember – your bottom line is only as valuable as the offers you make.

Popularize your brand on social media.

Instagram has introduced shoppable posts, and Facebook features shops and a marketplace. Ignoring the millions of active users on social media will lead to a massive loss for an ecommerce store. Many of the tools you already utilize can easily integrate with these systems. If you use them strategically, you can reap big rewards. Here are a few key pointers:

  • Design your Instagram and Facebook accounts to look completely different from what other companies are doing – from the content you post to the features you implement.

These platforms make retargeting with advertising a piece of cake.

  • Incorporate 2018’s hottest trend of using Facebook’s messenger bot for cart abandonment, subscription reminders, and upsells, and you’ll have automated a massive portion of sales work.
  • Leverage your influencers. Use visual search to spot that celeb who wore your product; ask that Twitter maven to write a guest post.
  • Share content that delivers value in and of itself. Gone are the days of just slapping up an ad – now, educational posts, infographics, and short videos that both entertain and inform are all the rage.

Get segmenting.

Simply capturing emails isn’t enough. Drip campaign automation won’t cut it anymore, either. Your customers are getting bombarded with email and text notifications every

minute. If you want to rise above the white noise, you need to speak directly to them. How can you do that without spending all day on it?

  • Be sure your email and text marketing is segmented and automated by purchase history, products viewed, cart abandonment, personal information (allowing you to send, say, happy birthday emails), and types of feedback.
  • Leverage the most powerful but overlooked customer responses. Did a customer have an amazing experience and leave you five stars? Great! Maybe they’re a good fit for an ambassador or influencer program. (If you don’t have one, launch one and invite them in!)
  • Did they only have a two-star experience? Make it up to them. A few discount codes and a little extra love from a customer satisfaction team could recover your customer and take them from “meh” to “must buy.”

The best part? Once the automation is set up, your selling happens on auto-pilot. Your customers will get a personalized response, which will keep them coming back for more.

Have some tips of your own? Submit them here: shipoffers.com/ecommercemarketingtips

 

The ClickBank Advantage for Strategic Sellers – Thomas McMahon

If you work in the ecommerce space, ClickBank is no stranger to you. Meet Thomas McMahon, Business Development Manager with ClickBank, who will give us a sneak peek of what’s on the horizon for ClickBank.

Getting His Start In Direct Marketing

“I’m from a super small town in Hope, Idaho with a population of just over 100 people,” says McMahon. He got his start in the digital world at a link-building firm called Page One Power.

“After three and a half years with them, I joined the powerhouse team at ClickBank as an account manager,” he says. “I thought I knew about internet marketing and SEO and realized that I only had a sliver of internet marketing knowledge under my belt.” He actively built his knowledge over the following year and then moved into a business development role.

ClickBank: An Insider’s Perspective

What does ClickBank do?

“At the core, we’re a merchant processor with a robust affiliate platform built on top of it,” explains McMahon. “We handle a lot of the unsexy back- end work. Without us, you’re tracking affiliates yourself and paying out affiliates yourself.”

They’ve been in the online retail world for 20 years. “We’re kind of in there with eBay and Amazon.” They eliminate a lot of the tedious legwork of online selling for a business owner. “You can have a $2 million sales day as a single vendor and be just fine,” he says. “The best types of clients are the ones that have the resources to do it right and do it quickly,” says McMahon.

Physical Space, Digital Company

“We are built on digital, but roughly five to six years ago we jumped into the physical space. We help you get qualified for a physical or even a digital offer.”

How do they do this? “We look at all the compliance for the FTC and FDA,” McMahon explains. Having a physical product frequently creates higher average order values and better payouts to affiliates. “Your margins might be lower, but the average order value can be higher,” he continues.

Simply adding an element such as a printed book into your funnel can get you started. A tangible item like a book or supplement can play a key role in your overall content strategy because it will be seen, remembered, and even shared.

Streamlining the Physical Product

“If you don’t know how to sell, or if you’ve never sold a supplement, you don’t know the hoops to jump through,” he explains. That poses a tremendous hurdle for newer sellers.

Clickbank’s partnership with ShipOffers has not only provided the benefits of ensuring compliance for affiliates; it’s also dramatically simplified the process of on-boarding new

physical products, says McMahon.

Once you know your product has a market, the partnership with ShipOffers will help get it into the hands of that market as quickly as possible. “It’s a very tactical and strategic

advantage to have a partnership where we’ve pre-approved large swaths of white label supplements,” he emphasizes.

When someone wants to offer a product through ShipOffers, all that remains to be done is to ensure that the labels meet compliance standards and show the product name and that no one has drastically altered the facts panel. According to McMahon, through this partnership, many entrepreneurs can launch a product in as little as a week or two as long as their copy is compliant with regulations.

ClickBank’s Journey to Continued Success

“We’ve got a lot on our roadmap to improve our platform,” says McMahon. “We keep rolling out new features that our existing clients have been asking us about! We have an

improved UI coming down the pipeline. We want to make sure that our affiliates are as high-converting as possible. In the industry itself, we’re seeing much good wind at our back right now.”

Who Benefits from working with ClickBank?

“If it’s physical or digital, high-ticket or low-ticket, anything that can run on a rev share base, it’s worth looking into connecting with ClickBank. If there’s a way to work together, it can be an excellent driver to your bottom-line profit margins.”

 

Learn more about how to get started with ClickBank by visiting their website: www.clickbank.com.

 

Direct Response Solutions: A People-Centered Approach

Discovering the direct response industry.

Travis Gomez, current VP of Business at Cambridge Business, studied business in college. While there, Gomez secured an internship with Cambridge Commerce. “Our primary focus at the time was in the echeck business,” he notes.

Eventually, he took on a full-time role. “As we kept our options open, we got into the direct response infomercial space,” Gomez says. That space will quickly test whether an idea will move the proverbial needle, he asserts.

Keeping merchants in compliance as they scale up.

“Often, what happens is a merchant begins to scale quickly, and once you exceed about $100,000 in processing a month on an aggregated account like Stripe or PayPal, it goes into a different category, and those have to be fully underwritten,” Gomez explains. “It’s just like having a real merchant account, but it’s still a Stripe or PayPal merchant account; not yours.”

People don’t always realize this. “[PayPal or Stripe] may not have cared when you were running $15,000 a month in sales, but when you start processing a quarter million dollars, they’re going to look at what you’re doing very carefully,” he emphasizes. “People think that they can just run anything there, but if you read through their restricted brevity business models, you actually can’t.” “This is where you may seek to obtain your own merchant processing account from a reputable provider,” he notes.

Designing pragmatic, people-focused solutions.

Entrepreneurs turn to Cambridge because of the way they work with people. “We look for vendor partners that have the same type of mentality and values,” Gomez emphasizes. “We look for clients that share the same kind of attitude and values. They are in it for the long haul and not just a quick buck. When we do that, it’s so much more fun to come to work.”

How would Gomez respond to someone just diving into the realm of ecommerce today? “I’d be his fan. I’m a fan of our clients. I’d work with him to help find pragmatic solutions that fit his needs. I love spending time with people to help them understand what their objectives are, both short-term and long-term,” he affirms. “I enjoy designing plans and strategies on how to get them from where they’re at now to where they want to go.”

What makes a good partnership in ecommerce?

“It’s having somebody who’s helping walk you through what to do in the midst of chaos or tell you honestly, ‘That’s what I’d want,’” says Gomez. “That’s what we look for in our partners, from fulfillment to manufacturers to customer service. Many people undervalue service because service is not just coming back with an answer. It’s anticipating what the need is,” he notes.

Quality service may address a client’s pain points before they even become aware of them. In terms of back-end support, Cambridge Commerce strives to provide streamlined solutions for clients that allow them to focus on the core elements of business management. “I love when the client can focus on the marketing elements and the way they’re running and operating their business.

They shouldn’t have to worry about the vendor partners or having to babysit a fulfillment company or management company or not getting the inventory report,” says Gomez. He describes the frustrations that have brought clients to Cambridge Commerce. Some clients were getting their product on backorder. “They’re waiting for their product to come out. They’ve got orders that are coming in; they’ve set aside or held transactions. The systems are going to charge the order and hope it comes in on time.” “Those things can get you in a lot of trouble. It frustrates customers,” Gomez asserts. “That inevitably is going to lead to disputes and chargebacks for products that didn’t come in time.

Our partnership with ShipOffers just makes it so easy because [customers] don’t even have to worry about that entire element of their business. Everything’s taken care of.”

 

Travis Gomez, VP of Business, Cambridge Commerce

Learn more about Cambridge Commerce or get the conversation started at www.cambridgecommerce.com!