When it comes to e-commerce, anything that moves the needle up is a welcome change. I spoke with leaders from successful e-commerce sites to discuss site features that increased sales.
A surefire way to lose a customer is to have a package delivered to the wrong address. Using an address verification software such as Addressy or SmartyStreets saves that hassle. With address verification, the customer only needs to input a partial address, and valid postal addresses will be automatically suggested, saving time and improving the user experience. Having accurate addresses also helps the online seller, as error messages can be avoided and user-inputted spelling errors are eliminated. According to Natalie Green, marketing manager at PCA Predict, “this technology is used by thousands of global retailers around the world including L’Oreal, Lands’ End and Monkey Sports. Here’s an example of it in action on Dormify’s website. As the user types, the tool autocompletes the
verified address – saving the customer from typing out the whole address.”
Offering flexible ways to pay can help customers convert. Bob Ellis runs Bavarian Clockworks, a site that sells authentic German cuckoo clocks. He added PayPal Credit as a flexible payment option. “This can be an especially useful feature for e-commerce sites that sell high-end, expensive products,” he says. “Rather than having to pay a large lump sum, customers have the option to pay for a product they purchased over an extended period of time.” On Bavarian Clockworks, customers who choose PayPal Credit have six months interest-free to complete their payments, making checkout easier. And because it’s all run through PayPal, the e-commerce owner doesn’t have to manage payments.
Many e-commerce sites sell highly specialized or customized products. In this case, giving customers a convenient way to calculate costs will likely lead to more sales. Ostap Bosak manages Marquis Gardens, the largest retailer of water features and pond supplies in Toronto. He said, “it is sometimes tricky to estimate how much… one needs to build, repair, or expand a pond.” Therefore, the site added a Pond Calculator. Using only the pond’s size dimensions, customers can see over 20 different parameters to get a better idea of how much the project will cost.
Similarly, Thexyz.com offers dedicated servers. According to Perry Toone, a member of Thexyz’s support team, the site was recently improved, allowing visitors “to custom build and configure every aspect of the setup process. The price of the server is adjusted in real time to give the most accurate price based on client specifications.”
Losing customers who abandon your site before they make a purchase? One way to get them back is to capture an email address before they leave. Bob Clary, Director of Online Engagement for Intellibright, recommends SumoMe. “It’s inexpensive but powerful, and it helps fill the top of your funnel with new leads,” he says. “It also connects with your major CRMs to let you trigger intelligent email automation programs.” And, as an added benefit, he says, it’s really easy to install.