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What to do if there is no sales. Why sales fell: reasons, consequences, ways to increase

Hello everyone whose business and sales are somehow related to Instagram. Today the key word is sales. What if they are not there?
⠀
✅ First, don't panic. If you have something to sell, and you have an account (and you have one), then there will be sales. ⠀
✅ Secondly. Check all buttons / links / phones. Place a test order yourself. Does everything work? ⠀
✅ Third. Let's agree that offering a product / product / service and selling them are still different things.

If you are just offering, then you give the client reason to doubt whether he needs it or not. Is it necessary now, or let him wait? Is this necessary or something else? Buy from you, or look elsewhere?

But if you really sell, then you leave the client in complete confidence that this is exactly what he needs and needs right now.

To make sales, you need to understand to whom and what you are selling. A girl doesn't need nail polish by itself. She needs confidence that a manicure with this varnish will be the most beautiful and noticeable. And even this is not entirely true. She needs confidence that it is with this varnish that she will be the most beautiful, attractive and desirable.

How many such girls do you have in your subscribers? Check the statistics. All statistics: reach, new subscribers, number of profile views, number of clicks, calls and emails sent. Review and re-read your publications.

It's one thing if you don't have subscribers. Here I can help you - right now follow the link in my profile to the site / enter and master all 15 tools for attracting followers to your Instagram account. And the issue of recruiting subscribers will never be a problem for you again.

If you have subscribers, then they are already interested in your product. Have subscribers but no sales? So you are not selling. Start selling - there will be sales.

Think about what problem / question / task of the client your product solves. People don't need sneakers on their own, they want comfort and convenience.

People do not need flowers on the cake, they need a sense of celebration and solemnity of the moment. A housewife does not need a homestos and silit-bang. She needs cleanliness in the house.

Remember that your product may be needed for different purposes: one will buy a dress because “it is cooler than Masha's”. Another will buy the same dress because it hides figure flaws. The third - because this dress emphasizes the dignity of her figure.
Men do not buy flowers for a woman, they buy themselves hope for her favor😉

Only - shh ... Few men know this. Even fewer will agree with you when they find out. Therefore, it is enough just to hint that “it is these roses that open the way to the hearts of the most inaccessible beauties”. Sell, sell and sell again. Your product is the best on the market. It's just that your customers don't know about it yet. So tell them.

Practice in the comments to the post. Sell \u200b\u200bme an idea right now go to your profile. Who knows, maybe I will become your customer too.
I sincerely wish you to sell often, a lot and at a high price.

Hello dear readers! Today there will be a short article about sad things. Today I will swear, express my misunderstanding and kill the main cockroach in the heads of people who start doing business or just make money on their own, do some kind of project, etc. In general, I will talk about the main, gross mistake of aspiring entrepreneurs because of which many people ask such questions: "I did everything, but there are no sales" or "I did everything, but there is no traffic on the site", etc. Read every letter in this article and everything will start to move upward: traffic, sales, customers, revenues, results ...

No competitive advantage

Yes! This is the main mistake and problem of today's entrepreneurs, and especially beginners. Below I will tell you one more, but for now let's stop at this one. I'll explain why now.

Absolutely different people turn to me through their contacts and their number is growing every day. I receive more than a hundred questions a day and almost everyone who complains has one problem - lack of explicit competitive advantages... I openly answer such people that if you are not a marketing guru, then nothing will help you specifically in your situation, because you are the same as everyone else!

I can't figure out why people get so much laziness in their pants, which is pulling them down? Why are you all used to copying? You people are fucking not a copier! Sorry for the abuse, but sometimes I am ashamed and offended for some. It seems that people are smart, purposeful, but why did not God reward them with fantasy? Or is it really lazy mother in the way? Why did you see something, and like monkeys under hypnosis, run to copy one to one and fervently believe that everything will trample. It can trample, but very rarely in such situations. But more often than not, you are left with no customers, no sales, and no website traffic.

Now, although there is not much competition in various markets, it still exists. You enter a market that has been shaped by someone and you want to take a bite of it. But at the same time, you did not even try to move the gyrus and think about how you are different, why customers should go to you and not to someone who is already in the market! In any fight, you need to not only wave your arms, but also turn on your head.

Solution to the problem

The most important thing that you should think about at the stage of the APPEARANCE of an idea is how I differ from competitors. Those. as soon as you get an idea, you sit down at the computer, choose the TOP 10 competitors, see what you can improve, how you can stand out from their background, and only then make a decision whether to start such a project or not! It sounds sad, because you can dismiss some projects in the bud, but I assure you that this is even good, because you will not waste energy and money on their implementation in vain.

How everything should look like. You have to write on paper MINIMUM 3 of its advantages... But only CLEAR ADVANTAGES... And the fact that your price will be 5 rubles lower is not an advantage, but a nice bonus, do not write this.

Benefits can be looked for:

In improving the quality of services (IMPORTANT). But they need to be shown even before they buy from you for the first time and it will be appreciated;
The usefulness of your product, service or information;
In the price, if the difference is large and the quality is at a high level;
Free bonuses, but SIGNIFICANT, and not a gift in the form of a trinket;
In professionalism (there are few professionals now);
In the assortment, but in a significant difference, and not by 5-10 positions;
In the exclusivity of the offer. What really a person will receive only from you. Maybe you make something yourself or you are an official distributor of some goods that no one else has, etc.;
In personal qualities (more for the service sector). It can be just pleasant to deal with you as a person. This point is difficult to explain, but try to understand.

This is the first thing that comes to mind!

Next, you should show 5 of your main competitors to your acquaintance or friend (preferably several), and show the results of thinking about your project. And when there are 6 pictures in front of them (roughly speaking), then your friend should point a finger at the one to whom he would turn. And for him to point his finger at you, he needs to immediately see your benefits.

And only when you have done this, you can proceed to further thinking about the idea and its implementation.

In my brief for the development of one-page sites and landing pages, I added the item "Name at least 5 of your competitive advantages." And what do you think? Filled out briefs began to arrive in response in 2 times less)) And in those that come, these items are empty or complete nonsense is written. God grant that people grab their heads and find these advantages in themselves and in their business.

When you find really clear advantages, then your advertising will start working, and sales will go to customers, money and everything in the world.

This is how I do

I always start thinking about a new website or a new product or service project by identifying the benefits. Eh, I would have been filmed when I do this)) I walk around the apartment like mad, waving my arms and ideas just pour out of me. Not because I'm such a genius. NOT. But because I really want to do COOL! I want to do it like no one else has done. I want my readers, clients or buyers to say WOW! I also steal ideas, but I recycle them so much that it turns out that the product is practically not similar to an analogue, from which at least I enjoy! I wish you to do so too;)

But what about earning schemes?

All of the above can be compared with various earning schemes that you can find on various sites in paid and free formats. The circuit is inherently clear step by step actions, according to the results of which you achieve certain results. But any scheme stops workingwhen many people start using it. Because there is not enough market for all the monkeys who do the carbon copy! It is necessary to continue to experiment, move away from the scheme, invent, fantasize, etc. Therefore, only those who got up first can repeat one-on-one and get a positive result!

Conclusion

So my reasoning has come to an end. In conclusion, I want to say that in life there are no absolutely identical people, and your friends are with you because YOU are such or such. They love and appreciate you for not being like everyone else and each of them loves you differently, because they are also different. So in business, your customers are with you because you hooked them with something, because you are not like everyone else. And if you are ordinary, the same with someone, then hardly anyone will reach out to you.

Therefore, I wish not only you, but also your future and current business to be different and interesting in their own way. Try to do so cool so that you can feel the thrill yourself and feel pride that it was YOU who did it.

P.S. I look forward to disputes, disagreements and other discussions in the comments!

Best regards, Nikolay Schmidt

Greetings, dear friends!

This article is dedicated to those who already have an online store, but no sales. I myself was once in a similar situation and, to be honest, this state of affairs is very demotivating. After reading the article, you will understand in which direction to move and how to emerge from the current situation. This is the first in a series of articles planned on this topic.

And, before we continue, a few words about what I have prepared for you in 2015:

Now let's go directly to the topic of our article today and I will clearly show you 10 reasons for the lack of sales in your online store.

ATTENTION!

Several articles are planned, aimed at a step-by-step approach in solving the problem of no sales in your online store. But you should definitely start with this article, it will give general impression about the situation.

Loneliness

An online store is opened, a lot of effort and money is invested in the creation of the site, its filling and preparation for the start. And then either the money runs out (less often), or a complete lack of understanding where to start and what to grab onto (more often).

To be honest, I myself once opened an online store and sat down to wait for customers who, however, had nowhere to come from. This is comparable to the situation when you get a new number for a mobile phone, insert a SIM card into the phone and silence ... After all, until you give out your phone number yourself, how will they know about you?

Decision: estimate your monthly advertising budget and start slowly introducing the first sources target audience... From experience, it is easiest to start with contextual advertising... You can ask for its professional setting. Just leave a request and I will answer you. We have already done more than a dozen campaigns and can be proud of our CTR!

Did not reach the victorious

On the first day, I chalked it up to failure.
On the second day, I suspected something was wrong.
On the third day, I re-furred the ad, but it didn't help.
And on the fourth day I tried to place an order on my own website.

Imagine my surprise when it turned out that it was simply impossible to place an order through the site due to an error in the program code.

Decision: if you see a sharp drop in the number of orders through the site or their complete absence, then try to place an order yourself. Suddenly, and you will not succeed, like me?

Additionally, you can connect Google Analytics Alerts, which will automatically notify you of all significant changes in traffic. For example, you may receive a letter when the traffic from Moscow has dropped sharply. Try to track such a change manually, it will be much more difficult!

Have you invited those?

In my practice, many times there was a situation with clients when a non-target audience was attracted. You yourself understand that this led to an almost complete lack of sales in online stores.

A simple example:
The online store of dresses for women 40+ attracted a young audience. You yourself understand that the styles for these audiences are different and the young people simply did not bite the offered assortment.

Now do you understand what this is about? They just didn't make it to their audience ...

Decision:in order not to waste the advertising budget, I highly recommend that you clearly understand who and how you are going to attract to your online store. Cut off and don't pay to attract non-target audiences. If you sell clothes for children, then it makes sense not to advertise in the motorcycle fancier group. Although there are wonderful exceptions, but rarely

If we talk about the example above, then in their case we started our work with the following:

Contextual ads were designed so that they immediately cut off the youth audience;
The ordering process has been simplified to a minimum, since the older generation is not always familiar with sites;
Also, great emphasis was placed on telephone orders. It is easier for this audience to place an order by calling than to fill in the fields on the site. 8-800 was put into operation.
And then, according to the results, they increased their momentum.

The result is obvious (click on the image to enlarge):

When the cancer on the mountain whistles

Oh, this is one of the most common mistakes when starting an online store and I have already mentioned it several times in my articles. It often leads to a lack of sales in the online store at the start-up stage.

Here you have opened your online store and:

We ordered an internal optimization of the content part of the site (from 5000 rubles);
We also added external SEO optimization (from 10,000 rubles / month);
We invested in an even greater spread of word of mouth (flyers, catalogs, offline promotional codes. From 10,000 rubles);
We ordered powerful email marketing, developed triggers and series of letters (from 50,000 rubles and above);
We decided to spam on forums in our free time (free or very cheap);
And, finally, we asked your VKontakte friends to repost your messages about the opening of an online store (priceless!).

What is the bottom line? ZERO SALES in your online store !!! Or quite a minimum. But how much they did and how much money they invested.

And the solution lies on the surface: you are using really high-quality tools for attracting the target audience, but their action is greatly delayed in time:

Internal and external SEO optimization takes effect in 2-3 months;
Word of mouth advertising also yields results as the number of orders grows;
E-mail marketing is directly proportional to the size of the subscription base and site traffic, and this is bad at the initial stages;
And spam on forums in its classic form has long ceased to give an effect;
And only friends who repost your VKontakte posts could give the first sales.

After 1-3-5-7-10 months, you will be able to feel a significant effect of these investments, but for now, use more fast ways like contextual advertising. At least it gives immediate results. And in the initial stages, use quick methods to attract your target audience.

Feeling the soil

Often, the lack of sales in the online store is due to the not entirely correct choice of a niche. Here are some examples:

Decision:here I can only give general advice, since each project has its own subtleties. Take a look at your niche from the outside. Evaluate if you have a clear market positioning. Is the assortment in your online store sufficient?

These and other similar questions will help you figure out which way to dig. Sorry, but I can't give you clearer general advice. But you can get them within the framework.

Pricing

Another important reason why you may not have sales in an online store: high prices, which can scare away the buyer.

No, I will not ask you to lower prices (this is a dead-end path), I will ask you to answer yourself the following questions:

My online store is actively represented on Ya.Market or a similar aggregator;
I rarely track competitors' prices;
It is easy to compare my products by price in other online stores (electronics, appliances, auto goods, etc.).

If you answered yes to at least one statement, then read on.

In this situation, experienced ecommerce market players will offer:

Monitor competitors' prices on a daily basis;
Write software parsers for automatic price grabbing from sites;
Automate Yandex.Market (or another aggregator);
And if you work with several suppliers, then write a software package for purchasing from a supplier with the lowest price for a specific product ...

And they will be right! But how much effort will you spend on implementation?

Regardless of how long you have been working, I want to offer you a proven path from which you can start working on INCREASING your prices and, accordingly, your ARRIVED... And this path is described in great detail in the article about. There you will also find a step-by-step way of getting rid of price competition in principle.

There, by the way, in the comments, readers have already shared the success of the implementation, read it.

Inconvenient terms of delivery and payment

Users will only adjust to your harsh shipping and payment terms if you are actually trading in exclusive items. In all other cases, I highly recommend that you give your customers the ability to buy your product effortlessly. Or they will go to competitors, where it will be easier to buy.

Yes, unfortunately, I often come across online stores that, for reasons unknown to me, significantly limit the market for their products. Those who particularly distinguished themselves are limited to delivery in their home city and only 100% prepayment, citing the fact that “ and it is so convenient for us!”. We wish them success.

I want to give you a different advice.:

You must have delivery all over Russia! Fortunately, in addition to the Post of the Russian Federation, there are also other transport companies (CDEK, DPD). By the way, in the training I gave a deeper strategy for the development of logistics and many immediately appreciated its effectiveness!
Similarly for payment. Gradually, one way after another: cash. C.O.D, plastic cards, electronic money.

To make everything even more transparent, see how the number of orders from the regions is growing:

The Northwestern and Central Federal Districts are no longer a top priority. Now do you understand why I recommend covering the whole of Russia and not concentrating on MSC / SPb?

IMPORTANT!Already tomorrow tell on the pages of your site that now “Gifts in every order!”. You don't have to write which ones, leave the intrigue. But if the gifts are really valuable, then it is better to tell what you put in the order. Checked, WORKING!

Your sales funnel

We continue to work on the bugs. Answer yourself to the question: do you know why people do not complete an order in your online store? How many buyers are you losing on your website pages?

When I approach the task of increasing the conversion of an online store, the most precious work is done during the checkout process. Here's why:

The screenshot above shows the customer journey from the catalog to the Thank You for Purchase page. And, as you can see, they bought only 2.5% of all those who looked at the catalog pages. By the way, such a conversion is a very good indicator.

Roughly speaking, out of 8187 people who put the goods in the basket, only 1710 completed the order to the end. And, most importantly, you can immediately clearly see where the visitors go (blurred in the screenshot above).

Remember: the checkout process can and should be constantly improved and such a sales funnel will give you food for thought where to dig.

The illusion of great choice

Another mistake, the realization of which came only with experience. For the overwhelming majority of MI owners, it is not at all obvious.

Let me explain with an example. For example, you are going to open a children's clothing store and over time you realize that there are a lot of categories and subcategories in this topic. And the budget for the initial purchase from you is not so large as to fully “fill” each of these categories with goods.

And then you decide to cover the maximum of categories, but there will be a minimum of goods in each of them. In principle, a logical thought, I once reasoned the same way.

5-10 shirts for boys and girls;
10 bodysuits for babies;
7-10 T-shirts for all children's ages;
2-3 expensive sets for the winter;
And 10 models of shoes for boys and girls;
Etc.

What conclusions does the buyer make? He sees a very meager assortment and lack of choice. And he goes to other sites, while you have already paid for this visitor

Decision:if you have a small start-up budget or are planning further development assortment, you do not need to piece together and cover many categories. It is better to concentrate on 1 or 2 categories and work through them properly. The effectiveness of these actions will be significantly higher!

This is exactly what we have recently done with a client's online store of clothing and footwear for girls (the children's theme is generally one of my favorites for me, where I work wonders!). And the result was not long in coming (click to enlarge):

If in the summer there were 1-2 orders in week, then by October we reached the standard 2-3 orders per day... And in December, up to 15 orders per day, which is very good for a small store with a staff of 1 person. Further on, the chart shows a decline in the first week of January, but the growth continues. Work is in full swing!

What to do next?

In the following articles on this topic, I will show you how I approach the growth of sales in an online store and you can easily learn from my experience.

Collaboration is highly motivating, let's share our experience together!

And now I will be extremely grateful to you if you share your experience of increasing sales in your online store:

What mistakes did you find?
What sales growth methods have been the most effective for you?

When creating his own online store, its owner is in high spirits, full of optimism and dreams of how very soon he will enjoy huge amount sales and, accordingly, income. But often, in reality, everything turns out to be completely different. What if there are no sales in the online store, and why not? Let's figure it out.

Nobody knows about your website

Simply building a website and expecting it to get tons of traffic right away is pointless. After the launch, a new resource on the Internet is lost among millions of others of the same kind. Therefore, its owner is faced with a responsible and difficult task - website promotion. it whole complex actions, which includes:

website optimization for search engines;
creation of a full-fledged marketing campaign to promote the resource on the Internet;
work with social networks;
contextual advertising.

Website SEO

This is the optimization of a resource for search engines and its further promotion. SEO specialists are working to make it easier for search robots to understand what the website is about and to provide relevant websites to the user based on his search query. SEO includes:

work with descriptions and page structure;
drawing up semantic core (list keywords and phrases);
writing structured content for pages;
creation of useful articles taking into account key phrases;
setting up contextual advertising campaigns.

Social media promotion

Everyone uses social media these days and should definitely be used as a marketing tool. If there are no sales at all in a clothing store, try creating an Instagram account and promoting your brand on this social network with the help of beautiful photos of clothes and accessories.

The user is lost on the site

Even the coolest visual design can have its drawbacks. For example, it is inconvenient for the user. You, of course, as the owner of this website, who knows it like the back of his hand, may find it very easy to use. But often it turns out that site visitors just leave it without figuring out how to use it.

This happens especially often with large online stores, which offer a wide range of products. The user comes to the website in search of the thing he needs, tries to find it, and does not find it. This can happen for several reasons:

incorrectly working product search;
incorrect descriptions and names of goods;
illogical directory structure.

Therefore, if there are no sales in the store, first of all check these points. Also monitor user behavior. To do this, you can use tools like Google Analytics. It can be very effective to invite the person who is seeing your website for the first time and ask them to follow the steps required to complete the purchase. This way you can see at what stages the difficulties arise.

It is not always the incorrect promotion of an online store that is the reason for low sales. Potential buyers can be repelled by poor and incomprehensible product descriptions, too many items in order forms, and mistrust of the store, especially if the buyer wants to pay for the order by card. Therefore, you need to find out the reason why there is no sales in your store.