We all know that it's important to help your e-commerce shoppers. A shopper whose needs are met is more likely to convert into a buyer, and buyers are more likely to form long-lasting relationships with your brand. Raising your conversion rates even slightly can help you drive up your return-on-investment now and in the long term. With this in mind, we spend a ton of time at Granify working to identify and overcome shopper objections for our retail partners.
With billions of data points coming in every month, we want to provide some useful insight that the retailers of the world can start using right now. We've identified and compiled the top objections for 5 industries: Furniture, Fashion & Apparel, Department Stores, Outdoor & Garden, and Health & Wellness.
Top Shopper Objections for Outdoor & Garden stores
At Granify, we’ve built a platform for identifying shopper objections and addressing them in the moment. Messages targeting the following objections have been shown millions of times and are selected based on their revenue-per-session impact. This means that these are the most profitable buyer objections that you can overcome if you are not already addressing them effectively.
1. “I want to get a good deal.”Many shoppers are price-conscious, but you can’t discount everything. Emphasize items that are already on sale, or call out savings on items they have already engaged with. You could also try offering limited-time deals stressing the savings.
2. “I don’t need to buy this right away.”Consider adding additional urgency to the purchase by displaying real-time inventory availability, counting down the deal duration, or using timely seasonal messaging to provide a trigger for action.
3. “If shipping and delivery aren’t free or easy, I’ll just buy from a store.”
Consider offering free shipping above a certain order threshold, or providing limited-time free shipping offers to users who need an extra push to buy. Communicate this early in your potential customer's session to increase their purchase motivation before they leave your site.
All of the objections listed are based on samples of Granify's data on e-commerce department stores. Our focus is on increasing revenue per session, so we don't rely on discounts (although they have their place). This means that these are the most profitable buyer objections that you can overcome if you are not already addressing them effectively.
As a bonus, we've included suggestions of how to overcome these buyer objections to help stimulate your thinking and allow you to begin experimenting. However, these suggestions are only the beginning of what's possible – don't feel constrained by them.
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If you are looking for more tools and information to grow your online store, check out our other e-commerce resources.