Thanks to these changes and creative marketing, Wallace said, online sales have grown to 50% of total sales, up from 5% when he started the business in 2007. Wallace, 30, runs the website part-time from Glasgow. Sales this year should be about £20,000.
Will Sussman saw bookings rise almost overnight when he revamped the website for Meribel-skichalets.co.uk. “I made silly mistakes on the original website, such as white print on a blue background,” he said. “We changed it to black on white, made it all much clearer, got a new logo and spent money on nice images.”
The changes he and Wallace made show the importance of the virtual shopfront, yet many small firms are unaware of simple and inexpensive ways to boost sales, said Aneesh Varma of FabriQate.
Simple improvements should not be difficult for anyone with a website built on a content management system, said Varma. “The latest systems don’t require special coding knowledge. You should not need to contact your tech guy to make small changes.”
Testing ideas for your site is useful. “Get family members or friends to play with the site. Are there things they can’t cope with?” said Varma.
Marketing services are getting cheaper and in some cases are free, said Wallace. “Mail Chimp is a good campaign management tool and is free to use for mailings of up to 500 customers.”
Tabitha Potts, the founder of Mimimyne.com, an eco-friendly childrenswear and toy retailer, has grown website traffic to 3,500 hits a month since launching last year.
She recommends listing a business in Google’s Local Business Centre. “It’s a good way to attract local searches. I also use Google Base, which gives you the chance to create links to your site with images and product descriptions. It’s a bit of a bore listing your products and names but it gets you up the Google rankings.”
Potts, who is based in east London, is looking at more proactive marketing: “I’ve seen discount coupons work well for other people and I am planning to introduce my own. You should be tweeting vouchers and passing them to your newsletter subscribers and Facebook group.”
Wallace recommends regular visual updates. “Having different themes — using Christmas banners, for example — shows you are up to date.”
Good salesmanship can work online as well as in the high street, he said. “The customer experience is so important. Using creativity and having fun is not something we do enough. I wrote a Scottish sweetie poem on my blog that I think reminded Scottish expats of what they were missing and gave them a sense of who I was. Over the next four weeks sales rose.”
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