How to make people buy from your web site every time

Your web site loses sales. Shocking as it may seem, not everyone who visits your web site buys from you. Well, you knew that, of course. But did you know that around one third of people who don’t make a purchase from your web site would do if only you provided an incentive. According to an article in New Media Age, CheetahMail has found that 30% of people who abandon their online purchase at the shopping cart stage would have gone back and bought something if there was an incentive to buy at this final stage. Something like a small discount would be enough. Additional research from Interactive Media in Retail Group has also shown that 41% of shoppers in the UK get as far as the checkout and then give up. So, it seems that a significant proportion of your web site customers are giving up at the final moments. With everyone emphasising the need for good sales copy, perhaps its time to re-dress the balance somewhat and put some effort in to producing a shopping cart that entices people to complete their desired purchase?

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Graham Jones
Graham Jones is an Internet Psychologist who studies the way people use the online world, in particular how people engage with businesses. He uses this knowledge to help companies improve their online connections to their customers and potential customers and offers consultancy, workshops, masterclasses and webinars. He also speaks regularly at conferences and business events. Graham is an award-winning writer and the author of 32 books, several of which are about various aspects of the Internet. For more information connect with me on Google+
Graham Jones

@grahamjones

Graham Jones is an Internet Psychologist, professional speaker and author of 32 books who helps businesses understand the online behaviour of their customers
@TonyGirling Absolutely, Tony, I agree. In fact, you've now given me another idea for another newsletter topic...! - 2 hours ago
Graham Jones
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