4 Possible Reasons Why Your Products Do Not Sell
Posted by Shu Wen
Thursday 11 Jan 2018
Posted by Shu Wen
Thursday 11 Jan 2018
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Alright, first my store is set up, all products are up and ready, pictures posted, hmm but why aren't sales coming in as expected?
Are you wondering why your products do not sell even if you have:
- a wide range of products
- getting in new and on-trend products
- similar products as other sellers
You may give away all sorts of reason that you are being new but it is definitely dropping you a massive hint if your sales have been stagnant or coming in reallyyyy slow for quite some time.
If there are at least one of the points mentioned above speaks right about you. Do not worry, here are some possible reasons and ways you can fix them after this!
1 | Unattractive or Not Genuine Photos
It is all about the visuals now as you can see from the top social media platforms like Instagram, Snapchat, Facebook. People are drawn to images and pictures especially aesthetic and attractive ones. Another simple example here if it does not convince you. What do you see first the moment you land on a product page on a website? Pictures or its description?
See? But most importantly, which product photo attracts your attention?
Selling online is different from offline in the sense where buyers cannot physically feel or see the product itself. So pictures are one of the factors where buyers rely on most in their decision-making. If you do not realise, buyers obtain valuable information even just scanning through the pictures alone. Information like the type of material and textures and actual product size, measurement and dimensions.
By having that, it indirectly builds trust between you and the buyer. Bear in mind that trust is the key to every conversion! Because buyers do have this in mind: what you see is what you get.
How to fix it:
- Ensure all your photos are genuine, use real photos of the product.
- Make sure the photos are clear.
- Work on your photography shots (don't worry, you don't need to be a professional to nail it)
If you do not know how to judge if the picture is good enough. Just remember this, if the pictures do not appeal to you, nope then it definitely will not appeal to your buyers too.
2 | Unclear or Messy Product Descriptions
The next thing buyers would usually refer to is product descriptions. Are your product descriptions enticing and solid enough to clear all the doubts the buyers have in mind? You need descriptions that sell and speak forth about your products.
But what exactly do they want to know? What kind of information do they need?
Yes, I know there are lots of information you would love to feed your buyer's with. But this intention tends to lead to messy product descriptions and information overload which produce an undesirable effect - which is the back button.
So how to deliver those information and ensure that our buyers benefit it?
How to fix it:
- Tell them what's in it for them.
Buyers usually buy and search for something because he or she believes that particular product can solve his or her problems. So tell them how the product can benefit them. Besides, you can also suggest how they can use the product or why do they need that particular product.
Just like how Boden suggested how this dress can be worn right for meetings or evening events.
"Decorated with ruffles and tied up with a pretty bow, this ultra-feminine dress is right at home at important meetings and evening events. The fitted shape in smooth Ponte fabric is super-flattering and has frills on the collar and cuffs. A neck tie and waistband in striped grosgrain complete the look."
- List down the features of the product
Describe the product details from the materials, fabric, type of silhouette. It would be better to have them on a list or bullet points for a fast scan through. Using the example above, it has simplified listing of its features with bullet points
- Be descriptive with sensory words.
Words are powerful and influencing when they used correctly at the right time. It evokes imagination and brings your product to life. Of course, do not over exaggerate with irrelevant adjectives or words that cause buyers to have over-expectations or disbelief.
3 | Pricing Factor
Price can be really tricky especially when it comes to determining the optimum price that sells and of course, profitable. Price can be one of the main reasons why buyers choose to buy from other sellers and not you, particularly on similar items. We all know price wars is on and we are not getting anywhere with it.
How to fix it:
- Tell buyers how different you are from other sellers
Selling similar items as other sellers are definitely difficult to set your desired price. They have set an anchor price which prevents you from setting an extreme price that differs from the rest.
Unless you be different and tell your buyers in what ways are you different to justify the price set. You may differentiate in terms of providing custom made service, faster shipping, better quality or other reasons that would convince the buyers to choose you over the rest of the sellers (not just a few but many!)
- Sell something unique
To stand out, simply by just providing what the other sellers are not offering. By doing this, you will then sort of monopolise and are able to set your desired price but reasonably.
4 | Customers are Not Engaged
It is common to our ears that it is easier to retain a customer than to acquire a new customer. Hence as sellers, we should keep our buyers engaged at different purchasing points. With engagement it helps to form trust and relationships with one another which smoothens the conversion process in the future.
How do we do it?
- Engage through comments and reviews.
Be ready to answer whatever questions or enquiries that a buyer has. Take every communication as an opportunity to build relationship with the customers in order to leave a good impression on you.
- Offer after-sales service or follow up
This is a plus point for you to stand out from your competitors. Take the initiative to follow-up with your buyers on their product feedback. If possible, kindly request them to leave product reviews or to follow your store to receive immediate updates.
* Having product reviews and a high number of followers are great ways to build your store credibility and trust.
- Offer Coupon Code or Sales to Build Loyalty
Another way to keep them engaged with your store is by offering coupons. It is undeniably true that there is always a good feeling about receiving coupon codes.
On Luulla, we do have the coupon feature which can be found under the seller tools.
