Dlaczego klienci nie kupują? 6 Najważniejszych informacji które musisz poznać.

Dlaczego klienci nie kupują? Jak nakłonić klienta do zakupu? Masz sklep ale nie dochodzi do konwersji?
Poznaj 6 najważniejszych informacji o swoim kliencie. Dzięki nim zwiększysz sprzedaż w Internecie.

Istnieje cała masa powodów dlaczego klienci nie kupują w sklepie.
Najczęstszym powodem jest brak optymalizacji SEO strony internetowej oraz słabe zrozumienie zachowań odbiorcy.

W tym wpisie skupie się na najważniejszych cechach Twojego klienta które pomogą Ci do niego dotrzeć.
Jeżeli interesuje Cie tematyka optymalizacji SEO to sprawdź moje inne artykuły na ten temat:
SEO. Dlaczego jest tak ważne? Jak zoptymalizować stronę internetową pod Google.
Optymalizacja SEO a pozycjonowanie stron. Jak odróżnić i czy warto?

Dlaczego klienci nie kupują?

Dlaczego klienci nie kupują? Czasami ciężko stwierdzić.
Powodów dlaczego Twoi klienci może być cała masa
Jednak doświadczenie pokazuje, że w większości przypadków istnieją 2 główne powody.

Słaba strona internetowa

Po pierwsze, spójrz na swoją stronę internetową.
Strona musi być ładna, szybka i bardzo intuicyjna.
W przeciwnym wypadku Twój Klient nawet nie sprawdzi Twoich produktów i nie dokona zakupów.
Niestety takie są realia, jeżeli strona mu się nie spodoba to klient po prostu wyjdzie i nigdy nie wróci.

Najlepszym rozwiązaniem będzie podesłanie Twojego sklepu do kilku Twoich krytycznych znajomych.
Niech nie mówią co im się podoba, niech powiedzą co by poprawili.
Jeżeli jakiś problem będzie się powtarzać to koniecznie go zmień.

Pamiętaj, że Twój klient nie powie Ci co mu się nie podoba – po prostu wyjdzie i nigdy nie wróci.
Zadbaj również o dobre zoptymalizowanie strony internetowej pod kątem SEO.
W innym wpisie napisałem jak przeprowadzić samodzielnie audyt SEO, koniecznie go sprawdź.
Jak przeprowadzić audyt SEO? Sprawdź czy Twoja strona jest dobra w 2 minuty.

Zbuduj persone Twojego klienta

Drugą rzecza, bardzo często ignorowaną przez właścicieli stron internetowych jest poznanie swojego klienta i zbudowanie tak zwanej persony. W tym artykule pokaże Ci jak w prosty sposób poznać lepiej swojego klienta.

Pamiętaj o tym, że tym lepiej znasz swojego klienta tym lepszy produkt dla niego dostarczysz.
Lepiej dopasowany produkt to bardziej zadowolony klient który częsciej do Ciebie wróci.

Sprawdź również wpis na temat tego jaki jest współczesny konsument:
Jaki jest dzisiejszy konsument? – 4 najważniejsze cechy

Najważniejsze cechy klienta które musisz poznać

Jeżeli poznasz i zapamiętasz te 6 najwazniejszych cech swojego klienta to skutecznie do niego dotrzesz.
Dzięki temu zwiększysz swoją sprzedaż w sklepie internetowym.

Wiek, miejsce zamieszkania, zawód, praca

Swój produkt kierujesz do 25 latka emeryta czy może przedszkolaka?
Czy Twój odbiorca chodzi do szkoły czy do pracy? Może ma jakiś specyficzny zawód?

Jeżeli sprzedajesz produkty dla emerytów a Twoja strona trafia do 25 latków to raczej nie osiągniesz sukcesu.
Zadbaj o to aby Twój produkt był spójny z Twoim klientem.

Pasję, zainteresowania, hobby, co robi w wolnym czasie

Kolejny bardzo ważny aspekt, chociaż nie tak oczywisty.
Sprawdza się szczególnie w sytuacjach w których sprzedajesz specyficzne produkty.

Jeżeli zajmujesz się sprzedażą książek to Twój odbiorca będzie zainteresowany e-bookami czy ekranizacjami.
Nie zainteresujesz go swoimi, nawet najlepszymi kosmetykami.
Przyszedł po książkę i chce jedynie książkę, ewentualnie jakieś małe, powiązane rzeczy.

Problem klienta który musisz rozwiązać

Najważniejsza rzecz w sprzedaży czy to internetowej czy to stacjonarnej.
Klient przychodzi do Ciebie w jakimś celu, ma jakiś problem który chce rozwiązać.

Np. brakuje mu karty graficznej do komputera więc chce ją kupić od Ciebie.
Potrzebuje kogoś kto wykona dla niego tatuaż to skorzysta z usług tatuażysty.
Nikt nie wchodzi na strony internetowej bez żadnego celu i zainteresowania.
Oczywiście bardzo często klienci po prostu przeglądają konkretne produkty ale tak czy siak są nimi zainteresowani.
Jeżeli podepniesz Pixel Meta to takiemu klientowi bez problemu sprzedasz swój produkt w przyszłości.

Myśl jak klient, zastanów się czego Ty potrzebujesz i czego oczekujesz wchodząc na stronę internetową.
Dzięki temu Twój klient będzie czuł, że rozwiązujesz jego problem.

W jaki sposób robi zakupy (stacjonarnie, przez internet)

Kolejna oczywistość o której często zapominamy.
W inny sposób zwracaj się do klienta którego nigdy nie zobaczysz na oczy a inaczej do klienta który może Cie odwiedzić.

Pamiętaj o tym, że wielu dzisiejszych klientów najpierw poznaje Twoją markę a dopiero po jakimś czasie dokonuje zakupu.
Oczywiście w zależności od branży. Mimo to w niektórych przypadkach czas między poznaniem Twojej marki a dokonaniem zakupu przez klienta może wynosić nawet do 2 lat.

Jakich form płatności i dostawy oczekuje

Bardzo ważna rzecz przez którą często tracimy klientów.
Pamiętaj o tym, że dzisiejszy konsument jest bardzo wygodny i nie chętnie zmienia nawyki.
Jeżeli Twój produkt jest unikalny na rynku to możesz zwracać na to mniejsza uwage.
Jednak jeżeli Twoja konkurencja ma produkty podobne do Twoich to zadbaj o wygodne płatności i dostawę.

W przypadku płatności w internecie, klienci najbardziej lubią korzystanie z bramek płatności.
Często zdarza się, że sklepy internetowe oferują jedynie płatność bezpośrednio na konto bankowe.
Niestety, wielu klientów w takiej sytuacji od razu rezygnuje z zakupu i idzie do konkurencji.

Jeżeli chcesz podpiąć bramkę płatności na swoją stronę a nie wiesz jak to zrobić to sprawdź mój wpis na ten temat:
Jak podpiąć bramke płatności na stronę WooCommerce

Kolejnym bardzo ważnym aspektem są formy dostawy.
Moim zdaniem, najlepiej wybrać dostawy umożliwiające dostawę kurierem oraz na automat paczkowy.
Na swoim własnym przykładzie mogę powiedzieć, że nie korzystam ze sklepów które nie oferują paczkomatów.
Jeżeli nie ma możliwości dostawy na paczkomat to rezygnuje z zakupu i idę do konkurencji – nawet jak cena jest niższa.
Nie jestem jedyny, badania pokazują, że umożliwienie dostawy automatami paczkowymi zwieksza szanse na sprzedaż nawet o 20%

Jeśli nie wiesz jak podpiać unikalne formy dostawy (np paczkomaty InPost) na swoją stronę internetowa, to sprawdź mój wpis:
Jak podpiąć dostawy na stronę WooCommerce

Na jakie problemy się natyka podczas zakupu

Wejdź na swój sklep internetowy i postaraj się zachowywać jak Twój klient.
Możesz również poprosić dobrych znajomych aby Ci pomogli.

Postaraj się dokonać zakupu jak najprościej, zastanów się czy jest to na tyle proste, że nawet emeryt zrobiłby to w 15 sekund.
Dodawanie produktów do koszyka musi być banalnie proste, podobnie wyszukiwanie.
Jeżeli klient bedzie musiał przejść przez podstron zanim znajdzie swój produkt to niestety po prostu wyjdzie rozgoryczony.
Pamiętaj, że proces zakupowy ma być maksymalnie prosty.

Właśnie dlatego nie polecam „zmuszania” klienta do zakładania konta w Twoim sklepie.
Klient chce dokonać szybkiego zakupu i iść dalej, jeżeli będzie musiał się zarejestrować to może zrezygnować.
Pamiętaj, że możesz dodać opcję opcjonalnej rejestracji przy dokonywaniu zakupu.
Dzięki temu pozyskasz jego dane kontaktowe ale jednocześnie nie zmęczysz swojego odbiorcy.

Chcesz mieć więcej klientów?

Pozwól mi pomóc. Jestem certyfikowanym specjalistą Google do spraw marketingu internetowego. Dzięki temu wiem w jaki sposób docierać do Twoich klientów w Internecie.

Wykonam dla Ciebie zoptymalizowaną pod SEO stronę WordPress & WooCommerce. Utworzę wizytówkę Twojej firmy w Google i dodam ją do dziesiątek polskich katalogów firm. Ponadto, stworzę i poprowadzę za Ciebie firmowy fanpage na Facebooku i Instagramie. Te wszystkie działania wyniosą Twoją pozycję w Google na sam szczyt.

Dawid Gicala - Strony Internetowe & Reklama

Spis treści

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