E-commerce has enjoyed a huge boom, thanks in no small part to the adjustments that businesses had to make in response to the coronavirus pandemic that gripped the world in 2020. It may have been a way for businesses to survive physical locations being shut down in many instances, but in case you were wondering, e-commerce is here to stay. That means you need to find ways to drive repeat sales.
Encourage Customer to Create Accounts
When customers are willing to create an account with your business, there’s a pretty good chance that they’re interested in what your business has to offer. You can encourage them to create accounts with you in exchange for access to premium content or to access various site features. Just don’t make the creation of an account a requirement to be able to complete the sale. Customers are likely to see it as an unnecessary step and may abandon their cart as a result.
Give Them a Reason to Come Back
If your goal is to land repeat sales, you need to avoid having customers make a one-time purchase and then forgetting all about your company. One of the things you can do to avoid that is to give them reasons to come back. If you think about this, businesses do it all the time. That’s part of the point of offering sales and promotions, after all. They aren’t your only option though. Loyalty programs get customers to return to your store at a later date. They encourage repeat purchases in order to receive a reward of some sort.
Get Rid of Reasons to Stay Away
Just as you want to give them reasons to come back, you also want to get rid of reasons to stay away. Poor service can be a real discouragement to repeat business. Site issues are another real problem. If you find out your site is having problems of any sort, you need to get those resolved right away. The longer you go without fixing the problem, the more sales you’ll lose as a result. Pay close attention to customer reviews and complaints, as they can alert you to problems that might cause customers to stay away.
Repeat sales and customers that keep coming back is a healthy thing to have for any business. This is true for both those with physical locations and those with e-commerce sites. The specific methods that work to drive repeat business may differ from business to business, but encouraging them to create accounts, giving them a reason to come back, and getting rid of reasons to stay away are all good general concepts to start with.
Read this next: 4 Keys To Successful Outbound Selling