Advertising Tricks That Trigger Impulse Buying

Impulse Purchase: How To Boost Your Online Store Revenue?

Advertising Tricks That Trigger Impulse Buying

Are you looking for ways to get a quick sales surge for your online store? Have you ever heard about an impulse purchase? Well, today we are going to tell you how to make the most of your ecommerce business using knowledge of customer psychology only.

What’s the main aspect of any ecommerce business? Right, it’s your profit! Otherwise why have you started it?

So, are you satisfied with your online store revenues? Or do you have a good income, but you want more to make a fortune with your business? If so, there is a perfect solution for you – try to trigger impulse purchases!

What is an impulse purchase?

First of all, in order to discuss the benefits of impulse purchases, let’s take a look at the impulse buying definition.

An impulse purchase is a customers’ trend to buy something without prior planning.

So have you ever decided to purchase a tiny thing when just surfing an online store, even if you were not going to do this? This is, actually, the way an impulse purchase works.

In fact, impulse buying is the main engine of sales if speaking about online stores. But how much can you gain from impulse shopping if running an ecommerce business? Let’s figure it out!

How can impulse purchases influence your business performance?

We have found out what an impulse purchase is. So now you understand that you are able to get extra sales in your online stores if you follow this approach. But, indeed, can you earn a lot using this trick?

In fact, if you focus on impulse purchase generation when considering the product range for your online store, you’re highly ly to get a lot higher income than usual. According to a recent survey of 2,000 respondents, Americans spend $182.98 monthly on impulse buys. And that’s 18% more than what they spent before the pandemic!

Sounds impressive, doesn’t it?

the above-mentioned facts, we can say for sure that impulsive shopping is a blessing to you and your ecommerce business!

However, in order to make the most of impulse buying, you need to know what impulse products are, how to organize your category pages in the right way to make your online store visitors add as many impulse products to their shopping list as possible, etc.

So, here’s our action list for how to trigger impulse sales online!

How to generate an impulse purchase in your online store: product choice

First, you should understand what kinds of products suit impulse purchases more.

However, there is no easy answer to this question because buying behaviors can differ very much. Impulse buyers tend to choose various impulse products. Seriously, people from different parts of the world have various interests, life concepts, needs, and what’s most important – different levels of income.

For example, if we are speaking about a young shopper with an average income, pretty socks are going to be a promising impulse product.

Well, $1.34 is not such a large sum for a person with median earnings to think a lot about, right? The most important thing is that a product looks very pretty, and that’s why it goes straight to the shopping cart even though it’s not essential.

If we are talking about a population group with high income, then the impulse products will be absolutely different. For example, with the rise of robot vacuum cleaners’ popularity, you can offer such a vacuum cleaner at a relatively low price. And this is going to be a great solution to encourage impulse purchasing when you deal with this audience segment.

So what does this mean? In fact, if you want to succeed in your business, you have to define your target audience carefully. Well, get a profile on your potential customer. After that, you will be able to bet on some impulse products.

However, we suppose you didn’t open this article to read typical advice on running an ecommerce business, right? That’s why we have examined the theory of impulse purchases and now we are ready to provide you with a set of recommendations on how to generate impulse sales.

Tips on increasing your online store revenues through stimulating impulse purchases

First of all, you need to create an environment that is going to encourage your customers to make an impulse purchase in your online store. It’s all about a theme for your store.

So if you want to make a good-looking website that will attract your customers’ attention at first sight, look at the themes from AliDropship! All of them include the necessary features for you to build a money-making online store.

Meanwhile, if you buy a theme from AliDropship, you get free customer support, free updates, and a wide range of customization options. What’s more, pay attention that all the AliDropship themes were designed to comply with your dropshipping business.

Beyond this, when focusing on impulse purchases, it’s AliDropship Plugin that can help you much. With this dropshipping tool, you’re able to create perfect product pages that will serve as one more way to encourage your website visitors to purchase from you.

We have already pointed out that it’s essential for your business to define your target audience. Definitely, if your potential customers have higher income, you can use impulse products that are a bit more expensive. But still, it’s a lot easier for your business to make a fortune on low-cost impulse products!

By the way, if you think that it’s difficult to make lots of money on inexpensive items, you’re totally wrong. As a rule, different tiny things have incredibly low initial prices.

However, when you add this kind of products to your online store, in most cases you’re able to get a double or triple margin price. Some products can let you get even a 1000% margin. Great profit, isn’t it?

You should understand that it’s crucial to put impulse products at the right places on your website. If you don’t pay enough attention to this, your website visitors are highly ly to miss these products.

However, if they are in sight, and the offer is quite tempting, you will have all chances to sell a huge number of these items.

Where to place impulse products in an online store?

  • Near the most popular and desired items
  • On single product pages of related products
  • Closer to shopping cart and checkout

Remember that impulse products have to be eye-catching on your website!

We recommend that you try to provide your potential customers with discounts on impulse products. As a rule, discounts are good enough at encouraging customers to purchase even expensive goods from your online store.

But in fact, this approach can help you when selling impulse products as well.

Moreover, try to make additional proposals: are you eager to buy a T-shirt? Get a discount on shorts as well!

When doing this, pay attention to the Product Bundle Add-On from AliDropship! It lets you easily create product bundles with attractive offers which can significantly boost your profit!

It’s also a good idea to use FOMO (fear of missing out) to lure impulse shoppers to buy something from you. FOMO is able to tell your potential customers that the product is extremely popular among your purchasers, but the number of items is limited.

In sum, FOMO is one of the perfect tools for convincing your website visitors to make unplanned purchases from your website.

Moreover, AliDropship is glad to present to you the Urgency add-on. It includes a set of features (social proof icons, trust badges at checkout). Primarily, it aims at making your potential customers think that the products in your store are flying off the shelves.

Don’t forget to use additional dropshipping tools that are essential for increasing your customers’ engagement. For example, feel free to use the Countdown Timer Plugin. It’s going to inform your potential customers that the offer is limited in time.

In fact, AliDropship permanently develops some IT solutions that are going to facilitate your dropshipping journey. So look at the add-ons AliDropship is happy to provide you with right now!

As you can see, this is not challenging to start making money on impulsive buying right now. So if you follow, at least, some of these recommendations, you are extremely ly to boost your online store revenues substantially.

Enjoying the benefits of impulse purchases: final thoughts

There is no doubt that lots and lots of people make impulse purchases every day. The statistics tell us that impulse spending constitutes a significant part of all money spent on ecommerce.

So if you’re an online store owner, no matter if you use the dropshipping business model or not, pay attention to impulse purchases. This is really a must-have for you since it’s a chance for you to make a fortune on them.

However, if you want to succeed with impulse purchases in your online store, you should know how to use them in the right way. So, follow the tips from AliDropship and greatly increase your chances of success!

As you can see, providing opportunities and stimuli to make an impulse purchase is very important for ecommerce businesses. Haven’t you started your business yet? Then, today AliDropship is glad to offer you 2 newcomer-friendly OPTIONS to start your dropshipping business ASAP: Custom stores and Premium dropshipping stores! Don’t lose an opportunity to get a money-making venture right now!

Источник: https://alidropship.com/impulse-purchase-secrets/

The Impulse Buyer: How to Create an Effective Marketing Strategy for This Persona

Advertising Tricks That Trigger Impulse Buying

My sister can’t resist a bargain. She’ll go into town to buy a new pair of shoes… And return with three shopping bags filled with makeup and a new jumper, sweets and who knows what other unintended purchases. She then loves telling me all about the great deals she got. But the truth is, most people are guilty of an impulse buy here and there.

Around 84-86% of Americans admit to making impulse purchases in-store and online. Whether they’re consumers who make a spontaneous purchase here and there or they’re regular impulse buyers, this is clearly an important segment you can target to increase sales. Now the only question is, how can you draw out this type of customer’s natural impulses?

Well, it all starts with establishing the personality traits of the impulse buyer.

Take a look:

What Is the Impulse Buyer’s Persona?

If you want to segment and target customers effectively, you need to establish customer personas. They provide a deep understanding of the behaviour and desires of different segments of your audience. Which you can use to provide a better overall customer experience. In fact, using marketing personas makes websites 2-5 times more effective and easier to use for targeted users.

When it comes to impulse buyers, you no doubt want answers to the following questions:

  • What drives them?
  • And which psychological tactics can you use to improve the way you market to them?

According to analysis from Crazy Egg, this is the first key attribute you need to recognise:

“Spontaneous buyers delight in quick purchases with perceived emotional benefits rather than following logic.”

They also claim that impulse buyers…

  • Are prone to distraction
  • Get impatient during purchase decisions
  • Don’t traditional processes
  • Make decisions subjectively

Another discussion of the motivations behind impulse buying comes from Ian Zimmerman at Psychology Today.

Zimmerman believes that impulse buyers…

  • Find it difficult to control their emotions
  • Use shopping as a means to improve their mood
  • Are social and make purchases to boost their image
  • Are less ly to think about the consequences of buying

So, impulse buyers have distinct characteristics that drive their buying behaviours. This is powerful information that you can use to your advantage.

But how do these common personality traits and behaviours translate into marketing strategies?

Create an Emotional Response

All customers are driven by emotions when they make a purchase. Even the dude from American Psycho loved his material items a sense of vanity. But the particular emotion we must look at for impulse buyers is their fear of missing out (FOMO). You can heighten the emotional response by creating a sense of urgency surrounding a purchase.

Impulse buyers want to snatch up a deal before it’s gone. This is a strategy that has proven to be successful for many e-commerce brands. In one case study, an entrepreneur made a limited number of Groupon package deals available for just 100 hours.

He emphasized the sense of urgency by adding a countdown timer to his landing page:

This evoked a big old FOMO response in buyers that helped him increase sales by 332%.

Here are a couple of other ways you can create a sense of urgency that forces impulse buyers to take action:

1. Offer Free Shipping for a Limited Time

Shipping costs can be a deal-breaker for potential customers. In the above example, Kiehl’s displays their limited time offer of free shipping prominently on their homepage. So, there are no shipping costs to hold an impulse buyer back but only if they act now.

2. Offer Limited Time Deals

Many e-commerce stores offer “Today Only” deals. Here, Target cleverly creates a two-week event their daily deals. It’s ly to spark curiosity and encourage visitors to make purchases that they might not usually. They also rally excitement by giving customers the option to preview upcoming daily deals. By creating a sense of urgency you can evoke a range of emotions in impulse buyers.

3. Cross-Sell and Upsell Products

Impulse buyers are the perfect customers to upsell or cross-sell. As we know, they’re spontaneous and unly to think about the consequences of putting that extra complimentary item in their cart. They simply want a good deal. And the bottom line is, cross-selling and upselling is excellent for business.

Dan Magill at WooCommerce says;

“Consistently upselling and cross-selling to new and existing customers can increase revenue double digits, depending on your business. Not using this time-tested marketing strategy means you’re leaving money on the table.”

Upselling means increasing a customer’s average order value by offering a premium version of the product or a better deal on multiple items.

For example, you might give the customer a discount if they buy several of your products at once (a multipack):

Cross-selling is slightly different as it means offering products that compliment the item the customer is interested in.

For example, clothing stores often recommend complementary garments and accessories:

Here are some tips on how to cross-sell and upsell effectively:

1. Placement is Everything

You have a bunch of opportunities to make your move:

  • The checkout page
  • Product pages
  • In a post-purchase email
  • Via a popup message

Test out these different options and monitor your sales to discover which works best for your store.

2. Make a Reasonable and Relevant Offer

Your upsell or cross-sell must be relevant to the product in question. As opposed to just a random product recommendation. Furthermore, you should minimize the difference in price so the offer seems reasonable.

For instance, when you buy a growler bag from Brothers Leather Supply, they give you the chance to get a growler for $10:

The offer makes complete sense and the low price doesn’t seem such a stretch. Make a good offer at the right time and impulse buyers won’t be able to resist.

3. Run a Flash Sale

Impulse buyers are drawn to sales. A flash sale is a particularly good idea because it incorporates a sense of urgency. Many flash sales last no more than 24 hours, some last only a couple of hours. This triggers an impulsive reaction as customers know that items will be more expensive in a very short space of time. Therefore, flash sales can achieve monumental results.

When Cardi B collaborated with Fashion Nova on a pre-Black Friday flash sale, her clothing line sold out in just three hours and made nearly $11 million.

No doubt customers rushed to the online store for fear of missing out on Cardi’s new line.

Here’s how to run your own flash sale:

1. Pick the Right Products

It might be difficult to ascertain which products to include in your flash sale if you have a large catalogue. But you do have a few options in this case. Discover which product keywords your target customers are searching for.

Or simply choose popular products or seasonal items:

2. Promote Shortly Before the Sale

Impulse buyers are enticed by a quick, non-traditional buying process. If you market your flash sale weeks in advance you lessen the sense of urgency. Therefore, you should promote your flash sale via email, social and Google Ads a couple of days or even just hours before it commences. When done correctly, flash sales feed the desires of impulse buyers.

4. Make Buying Easy

Impulse buyers are impatient. So, your job is to make the customer journey as quick and easy as possible. The best way to do this is by creating a positive user experience. Which will be hugely beneficial for your business, too…

Sites designed with the user in mind can see an increase in conversions of up to 200%. The point is, you need to help impulse buyers come to a quick, simple decision. For instance, provide only one cross-sell so impulse buyers aren’t bogged down with too many choices. And make sure your site is not only easy to use but works exceptionally hard for them.

Next does this by placing popular subcategories at the top of their category pages:

Here are a couple of ways to boost user experience:

1. Check for Usability Problems

Customers don’t notice if your site is working perfectly… They just expect it. Thus, it’s better to monitor for any usability issues.

Does your site load quickly? Has all of the information that a customer would need being displayed clearly? Can they search for and find products easily? Etc.

If usability is good, it takes minimal effort for impulse buyers to make a purchase.

2. Optimize for Mobile

It’s predicted that by 2021, over half of the e-commerce sales in the US will be made on mobile. So, you need to make sure users have an optimal experience on mobile as well as desktop. Plus, mobile is the perfect place to encourage impulse buyers. They can make purchases from anywhere at any time. Essentially, the easier the journey is, the greater the lihood of an impulse buy.

5. Use Social Proof

Impulse buyers are social and image-conscious. Therefore, if you market a product as a hot item, they’ll just have to have it. You can do this easily by providing social proof, of which there are several forms… Positive customer testimonials, for example, prove that an item is popular among buyers. Plus, when a customer interacts with a review they are 58% more ly to convert.

Social proof not only shows that unbiased parties have used and benefited from your products… But also encourages the impulse buyer’s desire to conform and buy the product for themselves, too.

Here are some examples you can emulate:

1. Ratings and Reviews

Star ratings are customary these days. Here, the rating gives customers an extra push on the product page. In other words, they don’t have to seek out reviews or ratings elsewhere. Which is also good for impulse buyers as they’re looking for a simple, easy process.

2. User-Generated Content

Most online stores source user-generated content from social media e.g. Instagram.

Which works well. Moleskine has gone even further by creating a community where customers can upload the artwork they’ve created in their notebooks. They encourage potential buyers to act as using this product is the only way to be a part of the community. Which is a great example of how through social proof you fulfil the impulse buyer’s need to be social and boost their image.

6. Target Them Where They Hang Out

When you know where your audience hangs out, it makes life a whole lot easier. You can determine which marketing channels are best for targeting impulse buyers. And gain further insights e.g.

what kind of content they engage with, their s and diss and so on. You learn how to speak their language. Plus, what it takes to entice them to your e-commerce store.

Social media is a good place to start.

The reason being, most impulse buyers fall into the 18-24 category. In other words, Gen Z and young millennials, and you know they love social media more than they love their own families. But how do you work out exactly where they hang out?

1. Use Your Keywords

Search relevant terms related to your products on social media and forums. Let’s say you sell furniture, you might search for terms such as “interior design” or “home decor”. This will help you find groups, Pinterest group boards, subreddits and the where you can market your brand or products.

2. Delve Deeper

Once you know where your audience hangs out online you’ll want to do some further research. What kind of content do they share and from which sites? Not only will this help inform your content and social media marketing strategies… But you also get an idea of sites and blogs you can use for guest posting or display ads.

As you can see, it’s beyond useful to know where your ideal customers hang out and what they do there.

Final Word

To create an effective marketing strategy for impulse buyers, you must first look at their key characteristics. This will help you come up with tactics to tempt them.

Impulse buyers make purchases their emotions so you need to appeal to their fear of missing out. Also, they can’t resist a good deal which makes strategies such as upselling and flash sales particularly effective.

They want to be able to make quick purchases with minimal effort, so make the process easy for them.

And they’re social characters so they respond to social proof and spend their time on social media which is the perfect place to reach them with your marketing strategies.

Now it’s up to you to implement these strategies.

To begin with, try making a list of traits you associate with impulse buyers.

About the Author

Emil Kristensen is the CMO and co-founder of Sleeknote: a company that helps e-commerce brands turn their website browsers into buyers—without hurting the user experience.

If you’re looking for a woocommerce developer in the UK, we’ll be happy to help, call us on 0115 971 8908.

Sign up for our free monthly newsletter to get the inside scoop on the world of digital marketing.

Источник: https://www.imaginaire.co.uk/the-impulse-buyer-marketing-strategy/

How online stores trick you into impulse buying

Advertising Tricks That Trigger Impulse Buying

A new study analyzes the tricks of the trade that may contribute to impulse buying.

Researchers studied 200 of the top major online retailers and asked consumers what tools would be helpful to curb impulse buying.

They found that retail websites contained an average of 19 features that can encourage impulse buying, including discounts and sales, product ratings, and interactive displays that allow users to, for example, zoom or spin product photography.

Five websites topped the chart—Macys.com, OpticsPlanet.com, Amazon.com, Newegg.com, and Target.com—and the team identified more than 30 features on each of the sites that could contribute to impulse buying.

Traps for shoppers

“Many consumers are familiar with marketing tactics that might push them to buy in a store but what’s interesting online is that e-retailers have so much data about their consumers that they can display real-time information, the number of people who have already purchased something, the exact number of products left in stock, or the number of customers who also have that product in their shopping cart right now,” says Carol Moser, the study’s lead author and a doctoral student at the School of Information at the University of Michigan.

“Some of this information can be helpful for consumers but it can also encourage impulsive purchasing of products that in the end might not be worth it to the consumer or in some cases, might even be regretted.”

“One of the challenges consumers face when they go online is that they don’t know what is true or not.”

The researchers selected which sites to study from an industry report of the top internet retailers in the United States by online revenue. Of these 200 retail websites, 192 contained what the researchers call “social influence” features, which recommended products what “other people” bought.

Other strategies included increasing the buyer’s sense of urgency (69 percent of the websites) using features limited-time discounts with countdown clocks. Some websites (67 percent) also made the product seem scarce with low stock warnings or “exclusive” product offerings.

“One of the challenges consumers face when they go online is that they don’t know what is true or not,” says coauthor Sarita Schoenebeck, associate professor at the School of Information.

“If a website says there is one room left for the chosen dates or that a pair of shoes is a popular item and 12 other people are looking at it, people have no way of knowing if it is true. People do not want to miss out on good deals and may be encouraged to buy items that they aren’t sure if they want fear that the item will not be available later.”

What shoppers want

In the second part of the study, the researchers surveyed consumers about their impulse-buying behaviors. Researchers recruited online shoppers who frequently made unplanned purchases. The survey asked about items they had purchased impulsively in the past, and about successful and unsuccessful strategies they used to try to resist making impulsive purchases.

The team found that the most common items people purchased impulsively were clothing, household items, children’s items, beauty products, electronics, and shoes.

Participants suggested a variety of ways to do less impulsive purchasing. For example, they proposed that if shown what the amount they were spending was equivalent to, such as “eight Chipotle burritos” or “three hours of work,” that might help them to curb their impulse buying.

Participants also wanted tools that encouraged them to reflect on the items they were purchasing by prompting questions “Do I really need this?” and “What would I use this for?”

The most unpopular approaches, however, suggested that they did not want to be embarrassed, shamed, or controlled about their purchasing. Most participants did not want tools that required approval from someone else or that made them post their purchase to social media.

The team highlights concerns about website designs that prioritize business goals over the welfare of people. These practices might trick people into doing things that are not in their best interest, a practice known as “dark patterns.”

The researchers point out that interventions to support consumers are hard to do without the cooperation of the retailers, and suggest that greater transparency, ethical practices, and even regulation might be needed.

The researchers presented the study at the ACM CHI Conference on Human Factors in Computing Systems in Glasgow, Scotland. The National Science Foundation funded parts of the research.

Source: University of Michigan (Originally published April 26, 2019)

Источник: https://www.futurity.org/impulse-buying-2047282/

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