Optimize your online sales

In this article we want to help you become a business that optimizes online sales through Inbound methodology, which is based on 4 main phases: recruitment, conversion, closing the sale and loyalty.

To familiarize yourself with this methodology, we will begin by briefly explaining the 5 steps you must follow to turn the entire sales process into a success. The first thing you have to do is:

  • Define your sales targets
  • Know how to identify leads.
  • Connect to get leads properly.
  • Explore to create real buying opportunities.
  • Advise to get self-sufficient and loyal customers.

Making a brief summary of the current buyer, we can say that it has changed a lot over a few years ago. The current customer no longer waits to receive proposals from the seller but makes the decision before making the purchase, wants to feel completely self-sufficient. Therefore, it is vitally important for your company to understand that the starting point in the new Inbound Sales methodology will be the buyer.

What should you know about the buyer? For example, the following things:

  • What are their motivations when looking for and making the purchase.
  • How you like to receive offers in general, promotions, discounts, bonuses, etc..
  • When you might need the help of a commercial agent.
  • If you would be willing to receive information about your company: newsletters, newsletters, posts in Social Networks, text messages, etc..

Meet the new consumer

Today's consumer is better informed than a few years ago, has experience in online shopping and also has many more purchase options than before. Inbound Sales, aware of this reality, has designed a methodology capable of aligning the customer and the sales team in each phase of the process, assigning a series of actions for the customer depending on the stage that is within the sales funnel.

Annual Study eCommerce Spain 2018

According to the Annual Study of eCommerce Spain 2018, 7 out of 10 Internet users buy their products online, that is, about 19.4 million Spaniards between the ages of 16 and 65.

Of the total of 27.5 million Spanish Internet users between the ages of 16 and 65, 71% of them buy online. While in previous years the sample of the population were users between the ages of 16 and 55, this year increased to 65 years of age.

How is the online shopper in Spain?

The Annual Study of eCommerce Spain 2018 found that younger Internet users have exclusive use of the most intensive online channel: 21% of online shoppers between the ages of 16 and 30 use this channel compared to 9% of users aged 46 to 65. On the other hand, women tend to prefer online shopping (51%) compared to men (49%).

The average Spanish online consumer is 41 years old: 39% of them are between 31 and 35 years old. In addition, they buy 3 times a month, with an average expenditure of 77 euros.

Coupons and special dates

60% of Spanish online shoppers wait for specific times to make purchases, such as Black Friday, sales periods or access to discount coupons. The most active buyers are Internet users between the ages of 24 and 30, as 6% of them purchase products once a day or even more.

The users who spend the most are between the ages of 24 and 30, and 11% of them are willing to spend between 151 and 500 euros on their online purchases.

97% of online shoppers buy their products for the convenience they find in this channel, while supply remains the preferred factor for 94% of them.

The mobile is increasingly used for online shopping

While the computer remains the main device for online shopping (87%), the smartphone continues to grow (45%).

Entertainment and culture (68%), travel and stays (66%) and technology and communication (61%) are the three categories of products that Spanish online consumers have bought the most in the last year. Behind them are fashion (57%), food (51%) and household products (49%).

Marketplaces: an ideal place to compare and buy

Spanish online consumers are always looking for information before deciding where to shop as a general rule. Amazon, eBay and Aliexpress or similar platforms are the portals where they prefer to find out about prices, products and services.

In the background are their own websites and search engines. When searching for information, 9 out of 10 online consumers use marketplaces as a price comparator.

Supply and prices as the main attraction

According to the Annual Study of eCommerce Spain 2018, the offer (82%) is the main driver to choose an eCommerce, while 80% of consumers choose eCommerce because they are cheap, and 78% of them for shipping.

The satisfaction of online customers is a determining factor for the success of eCommerce. Among the main reasons for greater satisfaction are prices, ease of use and the catalog or what you can find in the eCommerce.

On the other hand, the factors that trigger low satisfaction are high prices, products and the difficulty of using the platform.

Optimizes the sales process through Inbound Sales methodology

Here are the 8 steps that will help you to be a business that optimizes online sales:

  • Qualify your leads: First of all you must identify the exact moment of a prospect according to the stage in which it is in order to launch a concrete action. For example: a prospect who has just registered and needs information about your services is different than a prospect who is at a more advanced decision stage and asks for a quote.
  • Use different tools to help detect the efficiency of each action for each step of the prospect, in order to guide the sales team.
  • Obtain reports of the results to focus the strategy, adapting it to each individual in concrete, so that there is a positive feedback between the consumer and the company.
  • Personalize the user experience. Your message should be a response to the consumer's motivations and desires. And not only the message, but also the offer itself. The most important thing is not only to get the sale itself, but to generate trust and help the interested person.
  • Encourages dialogue with customers. Don't try to sell a product/service from the first moment there is contact, so that your prospect does not consider the conversation with your company intrusive and trust what you say. The biggest mistake is to tell him something he already knows because he has informed himself.
  • The alignment of marketing and sales. Through the Inbound methodology both have common objectives and share experiences. One department must go hand in hand with the other, continually supporting each other.
  • Quality vs. Quantity. The most important thing is not to generate as many sales as possible, but to achieve customer loyalty. The best and cheapest advertising is the prescription, so the efforts of the sales team are no longer commercial but relational. Know your customers to maintain a good relationship over time!
  • Inbound Sales does not sell, it advises. It is important not to confuse both, since the new buyer profile does not like to be told what it has to buy, where it has to buy and how much it has to buy. You must always be transparent and honest.

Haven't you optimized your online sales yet?

As mentioned above, among other things, the Inbound methodology aims to get your customers to you through less intrusive strategies so that you generate quality content and therefore get loyal customers.

If you are out of Inbound Marketing, you will continue to lose opportunities. If you are inside, you will have a higher ROI and therefore the efficiency will be greater. You need to be able to update your company's sales model if you want to get quality customers. Follow our advice and optimize online sales.

If you want us to help you optimize your online sales do not hesitate to visit our website: https://www.afilnet.com/uk/

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