Las mejores prácticas para incrementar las ventas en una tienda virtual

Por Daniel Mauricio Páez Tobar  –  dpaez@systemsconsulting.com.co

Fuente de la imagen: http://www.xopie.com/blog/2012/11/incrementa-ventas-tienda-online-con-recomendaciones-productos/

Las tiendas virtuales tienen una gran cantidad de visitantes, pero más del 97% se va sin comprar nada. Parte de la fórmula para crear mayores conversiones es asegurarse de que se están respondiendo la mayoría sino todas las preguntas que tenga el consumidor acerca de su producto. Esto puede parecer muy evidente, pero no es sólo lo que se le diga a sus visitantes, es cómo se lo dice lo que puede aumentar las ventas en línea (en un rango entre el 12% – 36% en algunos casos que se han reportado al implementar las mejores prácticas para incrementar las ventas en una tienda virtual).

Por ejemplo, contenido mejorado – el cual se encuentra en la gama desde el texto simple, fotos de producto especializadas, vídeo, vistas de 360 grados, testimonios de clientes y revisiones de los productos (de click en “Tour del Producto” / “Revisiones destacadas”) han probado en innumerables pruebas A/B el impulso a mayores ventas. Aquí hay algunas de las mejores prácticas a la hora de usar contenido mejorado para mover a los clientes hacia abajo del embudo de las ventas.

  • Como de costumbre, los usuarios de Internet no leen cada palabra de texto que se presenta en una página Web; en cambio, ellos escanean la página en búsqueda de información que le sea útil. Por lo tanto, use gráficos e infografías para acompañar cada característica. Los compradores que escanean la página pueden motivarse a leer todo el texto, o pueden encontrar la respuesta que ellos necesitan para tomar una decisión de compra sólo al ver los elementos gráficos. El uso de imágenes grandes mejora la calidad visual de la página y ayuda a los compradores a escanear más rápido entre las diferentes características del producto. (Ver pantallazo de imágenes grandes usadas en la Tienda Virtual de B&H Photo and Video).

  • Con recorridos interactivos, los compradores aprecian una completa vista de las características del producto. Los compradores pueden dar click en cada característica y aprender más sobre el producto. Los vídeos tutoriales también pueden ser incluidos para hacer énfasis en cada característica particular en inclusive mayor detalle. (Ver pantallazo de vídeos tutoriales usados en la Tienda Virtual de B&H Photo and Video).

  • Siempre incluya una lista de todos los ítems que están incluidos en el paquete del producto. Los compradores necesitan comprender qué ítems complementarios, accesorios o partes ellos adquieren y cuáles ellos necesitan comprar por separado. Si no se provee esta información, ellos pueden demorar la decisión de compra. Trate de usar no solamente una lista de viñetas pero también incluya una imagen de la caja destapada, con todos los ítems incluidos. Proveer el completo conjunto de atributos ayuda a los compradores quienes necesitan entender un aspecto particular del producto y así poder decidir si ése producto llena sus expectativas y satisface sus necesidades, por lo tanto, se acelera el ciclo de decisión y se reduce los índices de devolución. (Ver pantallazos de descripción de producto usada en la Tienda Virtual de Dafiti y de accesorios usados en la Tienda Virtual de B&H Photo and Video).
  • Incluya una sección de compatibilidad (o de requerimientos del Sistema) que le permita a los compradores conocer que otro equipo, dispositivo o entorno ellos necesitan tener para poder usar el producto. Esto le ayuda a los compradores a determinar si ellos van a poder usar el producto en su casa u oficina. También provea acceso a los documentos del producto para permitirles a los compradores encontrar la información que puede que no esté incluida en sus materiales de mercadeo Web, tales como: información específica acerca de la instalación, diagramas de conectividad, instrucciones de operación, etc. Guías del Usuario y guías de instalación son particularmente beneficiosas debido a que le ayudan al comprador resolver preguntas e inquietudes acerca del uso y la instalación del producto.
  • Muestre el producto en su contexto cotidiano, por ejemplo, una cámara de vídeo soportada y conectada a un computador portátil. Mostrar los productos dentro del contexto ayuda a los compradores a visualizar cómo puede encuadrar en su entorno y proveerle a ellos un sentido de dimensiones y conveniencia.
  • Otras ideas rápidas por mencionar: una sección de preguntas frecuentes (Frequently Asked Questions – FAQ por su sigla en Inglés) puede ser la mejor forma para responder algunas de las inquietudes de los compradores. Si usted presenta una tabla de comparación que muestre la diferencia entre este producto y otros productos en la misma familia, usted le estará ayudando a los compradores a entender las diferencias y posiblemente subir el nivel de venta hacia un producto más rentable. No olvide hacer énfasis en la estrategia ambiental de la empresa y en su programa de responsabilidad social corporativa. Si usted tiene una nueva funcionalidad en cada edición de su producto (por ejemplo, edición 2013 Vs. La edición 2012), una sección de Qué hay de Nuevo, será de mucha ayuda para los consumidores digitales.

El punto clave es que los consumidores están accediendo incrementalmente a la Internet en búsqueda de información antes de realizar compras virtuales, entre más información usted les ofrezca, en el paquete más impactante y acogedor, las posibilidades de que ellos compren en su tienda virtual o sitio web serán mucho mayores.

Acerca de systemconsulting

Somos una empresa de consultoría de sistemas y asesoría personalizada de tecnologías convergentes. Además, ofrecemos Soluciones Web a la medida, creación de fotografía de 360° y producción de videos tutoriales, entre otras soluciones tecnológicas. Hemos desarrollado un esquema de contratación por outsourcing para ofrecer nuestros servicios, que liberan a nuestros clientes de tareas que no son la razón de ser de su negocio.
Esta entrada fue publicada en Comercio Electrónico y etiquetada , , , , . Guarda el enlace permanente.

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