1) Experiment with video.
Videos & Product Pages
Product videos have been shown to improve conversion rates — 73% of U.S. adults, for example, are more likely to purchase a product or service after watching a video that explains it. That’s way up from the 20% conversion increase reported on Unbounce in 2012, and there’s a reason for that — the internet has gotten faster. Loading these videos used to be a pain in the router, if you will, but with faster speeds, it’s quickly becoming the favorite way to get information. After all, Google didn’t acquire YouTube for fun.
2) Show people how to use your product or service.
Pre-Purchase Product Tours
There are a number of ways to show how a product works — even without video. Virtual product tours can serve the same function, but if done incorrectly, they can be clunky, boring, and overwhelming.
Most product tours become available after a product has been purchased, as part of the onboarding process. But pre-purchase product tours can act as powerful conversion enhancers, too. Take Visme’s product tour, for example. It’s cleverly designed for the early stages of the buyer’s journey, the visuals are large and simple, and the copy is concise. Not to mention, benefits are stated front and center, with “here’s how it works” displayed with an arrow below the top image, acting as a CTA to scroll down.
From there, you can see templates for infographics, presentations, and other visual content. With a couple of clicks, you can also see how to use Visme for social and web graphics. But what really makes it work is the “What others are creating” section, which shows the product in action.
3) Use Pinterest to your advantage.
It might not work for everybody, but if your target client is female, listen up — Pinterest is where they are.
SmartMarketer Founder Ezra Firestone knew that, which might be how he managed to generate over $40,000 in ecommerce sales from a $775 Pinterest ad spend.
“At that point, I’d already had my eye on [Pinterest] for quite some time,” he explained. “With warp-speed growth, a user base of 70% women, and an average user household income of over $100,000, Pinterest was shaping up to be an ecommerce marketer’s dream.”
But here’s the thing — you don’t need a visually appealing product to get attention on Pinterest. You just need visually appealing, genuinely useful marketing. Depending on your product and audience, Pinterest could be a game changer for your conversion — about 19% of active users say they make a Pinterest-inspired purchase monthly (or more). But that doesn’t mean that you have to restrict your pins to visuals of products only.
Have a strategic look at the most popular category — in the U.S. and Canada, for example, that’s Food & Drink. So, if your product is, say, a grocery store list app, you have an amazing opportunity here to post something like a link to a recipe on your site. If the recipe has a call-to-action to download your app and add the ingredients to your grocery list — see how that works? — you have your conversion.
Yes, you have to think a little outside of the box with Pinterest, but you will be rewarded.
4) Integrate your social content with the rest of it.
Curate Social Proof with Twitter & Instagram
Few marketing tools are as persuasive as social proof – other consumers talking about your product or service. It’s why almost 40% of Twitter users say they’ve made a purchase because of a tweet from an influencer.
The trick is to curate the tweets about your brand. Save the good ones, and make sure to include the entire body of it — otherwise, it won’t seem authentic. That can be done by clicking on the three dots below a tweet, clicking “copy link to tweet,” and bookmarking that URL. You can retweet them, or if they’re product-specific, embed them on your site next to product photos of the “buy” button.
Why does social proof work? Consumers are more likely to believe the reports of other consumers, like themselves, rather than marketers — hence that fancy statistic above about influencers. Seeing other people report favorably on a product removes fears and doubts, leading to more conversions.
5) Not Selling Sweaters or Makeup? This Still Applies to SaaS.
Your product may or may not live in the Cloud, but these rules still apply:
- Prominently-placed videos sell products. Make them fun and benefits-driven. Show people how your product works with a pre-purchase product tour early in the sales funnel — don’t wait for the demo.
- Use social media – but do it cleverly. (Check out how some unconventional brands use Twitter here.)
- Remember: Pinterest leads to your site pages, which can lead to conversions, as per the app download example above.
- Twitter and Instagram give you social proof, which reduces fears and — you guessed it — can also lead to conversions.
- Instagram produces much higher user engagement than Facebook, so make sure you’re investing the right amount of resources in each social network. Pew Research Center’s Demographics of Social Media Users might help, and once you know which networks to leverage, you can plan your social media posts with a calendar.
- All visual content should deliver real value for the user.
Nichole Elizabeth DeMeré