The transformations imposed by the pandemic continue to leave traces of changes in consumer behavior, such as the growth of online shopping. According to the Latin America 2022 survey by Retail X, Brazil is in the lead of Latin countries in the annual comparison with 2021 in terms of revenue obtained from e-commerce, reaching US1TP4Q 49.2 billion. However, to conquer a space in this highly competitive billionaire market it is necessary to adopt strategies and good practices, right? Check out our content today and see how to increase sales even in 2023 with our 10 tips.
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1 – Create a persona for your business
This is a basic tip, but one that many managers end up leaving aside because they find it trivial. However, the creation of a persona is one of the main bases for the retailer or any other company to narrow its scope and fully understand the needs of its consumer. With that at the tip of the pencil, it is possible to plan the sale of new products, the inauguration of a new distribution center, among other key decisions.
2 – Use data to your advantage
Create records, invest in chatbots or artificial intelligence tools that capture information from users who pass through your website or App, remembering to issue warnings to users that their data is being assimilated, respecting the General Law for the Protection of Personal Data (LGPD) ). This information can be used to attract new customers and help you answer the question “how to increase sales?”, creating more assertive campaigns, for example.
3 – Humanized service
Moving now from the opposite side of automation, it is important not to forego the human factor when it comes to quality service. This means providing fast, high-quality service that is 100% available to the customer. Remember, the competitor may sell exactly the same product as you, so make a difference by offering different service.
4 – Listen to what your client has to say even if it is not easy
Tip 5 complements tip 4, and touches on a topic that isn't very easy to deal with: bad reviews. Humanized service also demands knowing how to deal with these moments and that means understanding the customer's complaint in its entirety, in order to solve his problem in the best possible way. Transparency must be maintained above all else, so that he feels free to return later, to buy another product or, who knows, wait for the longer shipping, the subject of any complaint.
5 – Speak like your buyer
Exploring the topic of customer relations a little further, it is important that the service team undergo training and have a profile that addresses the shopper in line with his profile. Remember the persona from topic 1? So it helps here too. This generates greater brand identification and, again, the competitor may be selling the exact same product as you, so make the difference through service.
6 – Facilitate the practice of m-commerce
According to the Latin America survey, almost half of Brazilian consumers prefer to shop online using their cell phones instead of their computers, and the expectation is that this habit will prevail, reaching US$ 52 billion by 2025. In this sense, it is very important that retailers have a mobile-friendly sales platform (tablets and smartphones), so that consumers have a good digital shopping experience.
7 – Consider starting to sell on a Marketplace
In the search for how to increase sales, many retailers end up turning to marketplaces without much thought. The strategy has the advantage of placing its items under the name of a large company, available to consumers who are there for the sole purpose of buying and there is a whole infrastructure in place.
However, there is the disadvantage that your brand name is hardly linked to the customer's purchase. Let's do an exercise here: do you remember the name of the last store that sold it to you through Mercado Livre? Few people remember. In short, think carefully if it's worth it for your store to enter the world of marketplaces.
8 – Awaken feelings
It is important to remember that the consumer is a person with feelings, ideas and values. Therefore, try to go beyond promoting products, thinking about ways to awaken feelings related to that item. A classic example of this are the Mother's Day advertisements for cosmetics that are shown on television, which show happy moments between children and their mothers and grandmothers.
Read too: Check out 6 promotional strategies to move your e-commerce
9 – Bet on after-sales
Knowing how to run a good after-sales service is just as important as knowing how to increase sales. This is the time to nurture the relationship with the customer, so that he gets closer to the brand. Among the practices is the sending of brief satisfaction surveys, announcement of launches, loyalty programs, discounts for future purchases, etc.
10 – If possible, professionalize your retail marketing
It is true that many Brazilian managers learn 'by force' what works and what does not work for their company in terms of marketing. However, nowadays, with the various resources available, it is very easy to get lost not only in the variety of online retail structures, but also in the forms of disclosure. Therefore, it is necessary to do a very well-structured planning so that the efforts are as assertive as possible.
Therefore, having a team of marketing professionals available to your company is an investment worth considering in your budget. Marketing demands strategies and technical knowledge that save resources and can bring surprisingly good results in the long term.
