When we discuss marketing strategies, sales performance, and other business strategies, there's always one underlying motivation - profit margin.

It doesn't matter how stellar your performance is, if the business is not making money, there is no business. Though we typically discuss techniques that ultimately contribute to increasing your profits, sometimes you need to focus on the basics.

Today, you're going to learn how to increase profit margins for your small business quickly. These basic changes should increase your cash flow and allow you to do more with your brand down the line.

How to Increase Profit Margins in Small Business?

Pandemic has taught us many things, including the value you drive from minimalism. So, apart from the crucial metrics like sales performance, it's time to discuss a few intelligent strategies that will cut wasteful practices and increase your profit margins with a high degree of certainty.

Strategy 1 - Get Rid of Unnecessary Operating Expenses

If there's been one benefit for businesses over the last two years during the global crisis, it's an increased focus on the essentials. More companies are eliminating unnecessary overhead by getting rid of the fancy offices, excess equipment, and superfluous expenses.

However, getting rid of the office isn’t necessarily a strategy that every business can utilize. Nevertheless, every business typically ends up with unnecessary spending through one of the following ways:

• Overstaffing for certain roles or tasks within the business
• Paying for unnecessary services / paying for higher subscription plan tiers than necessary
• Extending business hours beyond what’s worthwhile
• Poor efficiency in shipping and receiving
• Poor strategies & time management

As you can see, your business can quickly rack up its cost of daily operation in numerous ways. If you’re serious about increasing your profit margin, then it’s time to get very critical when it comes to the company’s strategies.

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Implement a plan to observe the daily tasks performed by employees. If you have any persons on your team that are not essential, then you have the tough task of relieving that employee of their duties. In some cases, it can be more affordable to assign more tasks to an essential employee with the promise of increased compensation and a title change. However, only do this if it does not harm overall productivity and company efficiency.

If your business is open for 12 hours a day, but typically only sees worthwhile business during 10 of those, consider cutting your hours to avoid paying operating costs beyond what's necessary. Alternatively, you can close the business to the public for the remaining time and allow employees to focus on internal tasks if it helps you to better achieve your goals.

Finally, you must maximize your efficiency when it comes to your shipping department. The longer it takes you to ship an order out of your warehouse after a purchase, the more you're spending on overhead costs. Keep your business agile, improve your workflow, and trim the fat wherever possible. Effective e-commerce order management can streamline your operations, reduce unnecessary costs, and directly contribute to your profit margins.

Strategy 2 - Better Forecast Customer Demand

This strategy bleeds into what we discussed above in regards to shipping and receiving. If your company consistently finds itself with more product on hand than what's being ordered, you need to revise your forecasting strategy.

Not only are you paying for more product than you are selling, but you are also paying overhead costs to store that excess product until it's ordered. If you work in a business that deals with fresh goods and expiration dates, you're losing money to product you'll never be able to sell in time.

This can be a tricky issue to solve as you also don't want to be a brand that's continuously out of stock of in-demand products. A way to solve this is to provide customers with alternative ways to order products such as direct home delivery with free shipping. Customers then have a way of spending their cash with your brand and securing the product, walking away satisfied.

Ultimately, this all comes down to continuously refining your production process. You want to minimize the time between production and sale to be as minimal of a period as possible. It's also okay to keep some surplus inventory on hand for emergencies but avoid overspending as much as possible.

Strategy 3 - Cut Low-Margin Products or Services

Continuing on the topic of inventory management, we also recommend that company's cut any low-margin products or services from their offerings entirely.

It's a natural thing for companies to want to offer their customers a large and competitive selection of offerings. However, if you're not getting a worthwhile ROI when producing and supplying certain goods, then it's ultimately not worth the expense.

You will be better suited to utilize that effort and spending to further market and produce your best-selling goods or services. For small businesses, you will often find better success in specializing in a few offerings as opposed to being average in many things. You might lose a small number of customers in the process, but the math shows that the expense reduction is worth more than the minimal number of sales gained otherwise.

Strategy 4 - Cross-Selling and Upselling

Cross-selling and upselling are staples for increasing profit margins for good reason.

Cross-selling is the practice of selling additional products or services that have a direct relation to the product or service the customer is already purchasing. For example, if a customer is already in the process of buying a computer, you could attempt to cross-sell keyboards, mice, monitors, mousepads, and much more.

Upselling, on the other hand, is the practice of convincing a customer to purchase a more expensive, premium version of a product or service they're already set on buying.

While both focus on different aspects of sales, both strategies are meant to capitalize on individuals that have already tipped over to become buyers in the sales process. Consider two different customers at polar opposite ends of the buying process:

Customer A is simply learning about computers and prices available from various brands. He/she is likely looking for the best product and the best value.Your brand still needs to market to them and convince them to make a single purchase from you. If you suddenly ask them to pay more without initially persuading them, you're simply likely to make them turn away.

‍Customer B has already chosen your brand and added their brand-new PC to their cart. They already have their credit card in hand and are clicking through the checkout process.If you were to show them a slightly upgraded version of the PC or suggest some affordable, add-on products, they'd be more inclined to buy. To someone spending $100, spending $10 more often seems insignificant.

This is all a part of segmenting your target audience and marketing to them appropriately. Not only is upselling or cross-selling to the wrong person a fruitless effort, but you'll also end up spending more of your marketing budget than is worthwhile. However, if you target the right customers with additional offers, there's a great chance you can sell more with minimal effort.

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Strategy 5 - Increase Your Prices

This is the strategy that typically scares company owners away, but it can often be a necessity.

Let's face it. When a business raises the price of its products or services, it's an inevitability that it will lose some customers that get priced out. It's even scarier if your closest competitors continue to sell at lower prices despite rising overhead costs for everyone.

However, a pricing change can also spell success if you do your research.

First, if you already have a strong customer base, a slight price hike is going to be unlikely to scare them away. Any price increase is disappointing, but communicating your reasoning for the change effectively can help quell any strife. Your hard work in nurturing and taking care of your best clients will be rewarded here.

“Some price optimizations were successful and others weren’t. But the ones that we communicated well were always value-driven.” – Yamini Rangan, Chief Executive Officer, HubSpot

If this isn't enough, consider any low-cost additions or upgrades you can add to your products or services to sweeten the value without adding much of an additional expense. If customers can correlate a price rise to more/better products or services, they'll generally be more agreeable to pay.

Finally, you can pivot your brand marketing to focus on highlighting the quality of your offerings. No matter your industry, there are always brands that can maintain a loyal following with the understanding that they are paying a premium price to engage with your brand.

Of course, price increases should ultimately be avoided if your research shows that the effect of the potential client loss outweighs the potential profit margin increase. Exercise caution with this strategy, but know that many brands continue to implement it to great effect.

What is a Healthy Profit Margin for My Business?

If you were to try and get a general answer for any business, you're likely to hear around 10%. However, this is not exactly helpful as typical profit margins vary greatly depending on your industry.

Thankfully, the NYU Stern School of Business provides us with the latest average profit margins in the United States as of January 2022 here. As you can see, gross margins can fluctuate by the tens, placing a much greater focus on the success of businesses in the same field as yours.

The general rule is that a sub-10% profit margin is low, with 10 being the average, and above 20 is exceptionally high. More importantly, the sign of a successful business is to see a steady increase in your profit margins each year that you stay in operation.

Conclusion - Boosting Profit Margins is a Constant Analytical Effort

All of the above strategies are regularly utilized by businesses every year to increase their earnings. Some of these tips are great rules to operate by for any business including cutting unnecessary expenses, accurately forecasting demands, and upselling customers when possible.

Further improvements to your margin will take closer analysis and testing to ensure the best results. While cutting unnecessary staff can help in the short term, you might also hurt performance or productivity if you find your company too short-staffed.

Finally, increasing company prices can bring in more revenue, but do so with caution. Create a careful strategy to support your price hikes as to not alienate the customers that allow you to stay in business. With the right data to back up your decisions and the right strategy to support them, you can add small percentages to your profit margins in several areas over time.

Entrepreneurship provides you with the required freedom while minimizing the mounting uncertainty in the job market. That is probably why there has been a surge in the number of people opting for entrepreneurship instead of taking up a full-time job. However, not many entrepreneurs can sustainably run an SEO or a digital marketing business. Just one lapse on your part, and you start losing clients.

Success Mantra: Use the right approach and maintain direct and clear communication with your clients to succeed as a digital agency and maintain profitability.

This article helps you with the step-by-step approach to launch your SEO agency and take your startup from zero to a digital powerhouse.

How to Start an SEO Business From Scratch?

So, you've finally decided to launch your digital agency; let me start by saying congratulations! You are among the daring few who take the plunge and create job opportunities for many others. The journey is indeed challenging in the beginning. However, as you move ahead and start learning things, your online business will gradually become more manageable and start sailing smoothly. We have created a checklist to help you successfully start and run your dream business.

The Ultimate Checklist for Your SEO Company

Since digital businesses operate in a dynamic ecosystem, you might always feel the hesitation to take the first step.

Here is the 14-point checklist you can use before launching your SEO business to avoid surprise outcomes. It will help you start, foster, and scale your SEO or digital marketing agency:-

1. Manage Your Cash Flow
2. Learn SEO and Business Management
3. Complete the Legal Paperwork
4. Setup Your Payment Methods
5. Keep Your Invoice Templates Ready
6. Build Your Buyer Personas or Customer Avatars
7. Choose A Niche
8. Decide on the Services Your Agency Will Offer
9. Choose Your Payment Method
10. Build a Professional Website
11. Perform Local SEO of Your Website
12. Start Offering Local SEO Services First
13. Build Your Agency’s Brand
14. Fix Your Logistics

1. Manage Your Cash Flow

It is not a good idea to instantly quit your job to start your agency. You shouldn't quit your day job until you maintain the required cash flow that matches your regular income. Apart from the cash flow, you should also ensure that you have an adequate loyal client base to survive as a business. You will reach this stage when you become proficient in SEO services and successfully gain the trust of your clients.

Understanding various financial concepts is crucial for any business owner, including knowledge about a "voided check". A voided check serves numerous functions in bookkeeping, payroll set-ups, and direct deposit arrangements. Learning how to obtain such checks and their specific purposes in your finances could minimize unforeseen cash-flow interruptions as you get your agency off the ground.

2. Learn SEO and Business Management

Like any other business, you will need business acumen to run an SEO agency. You will also need some training and education. To save your money in experimentation, you can refer to many online resources and books on successfully running your agency business.

Here are some books you can refer to:

A. Starting an Online Business and Internet Marketing 2021

Guide to Setting up an E-Commerce Website, SEO, and Digital Marketing Strategies. By S. K. Holder

B. Change. Adapt. Rock.

The Ultimate Digital Marketing Book for Your Online Business

WildRock Public Relations and Marketing

C. The Seven Figure Agency Roadmap: How to Build a Million Dollar Digital Marketing Agency

Joshua D Nelson

You can also refer to Google support docs and online journals such as Moz, Quicksprout, DashClicks Blog, Neilpatel.com, Search Engine Watch, HubSpot, WordStream Blog, Search Engine Journal and Social Media Examiner.

How to Learn SEO?

SEO is not as complicated as some people try to make you believe. If you do things the right way and precisely in the same manner as Google wants it, you'll soon see your efforts being paid off. Moreover, if you follow basic Google instructions, you can achieve 95% of the results with just 5% effort.

Refer to Google's Search Engine Optimization (SEO) Starter Guide if you want to learn the basic guidelines to rank for the chosen terms without any external help.

To master SEO, you need to learn the following things:

1. Review and audit of your website content or structure
2. On-page and off-page SEO
3. Google Analytics (to identify UX signals)
4. The technical aspects of website development include redirects (301, 302, and 404, etc.), hosting, JavaScript, error pages, etc.
5. Keyword research
6. Content development based on user intent
7. Management of paid campaigns
8. Link building

Pro Tip: Launching an SEO company can be challenging. To create a wildly profitable 7-figure marketing agency, you can join our Elite agency coaching program "DashElite." As an Elite Program member, you get access to multiple white-label software programs such as DashClicks Platform, InstaReports Premium, and InstaSites Premium.

The Elite Agency Coaching Program DashElite

Apart from that, you'll also get access to our courses and training programs such as Dash University, DashElite vault of training programs, downloadable files, recorded accountability calls, and much more.

DashElite Agency Coaching Program

DashDay Organized by DashClicks

3. Complete the Legal Paperwork

Hire a legal expert and learn all the legal implications and specific regulations related to starting a digital agency. Determining your business structure before launching your business will help you understand how you will be filing your taxes to the IRS. You have several options, such as forming an LLC or establishing a sole proprietorship. Talk to a legal expert or a CPA before deciding the business structure of your agency. Also, create your SEO contracts.

It is a crucial step because it states various terms and conditions of the contract and makes them legally binding. Beyond the legal aspects, it also serves as an agreement that includes the expectations from both parties. It also details how you will run your campaigns, including granular details of the processes involved in the ownership of assets and how long the contract will last.

4. Setup Your Payment Methods

Today, various payment methods are available that you can use. For overseas transactions, you can choose automated clearing houses or SCH transfers. In this method, clients can electronically transfer money directly from their bank account to your business account based in the US. You can also allow your clients to pay through credit cards.

This method is quite popular because it involves little hassle. After all, the client needs to set up the payment-related details only once over a secure network, and you can complete the transfer in a minimum number of steps. Additionally, for online payments, you can also try different online payment services such as Google Pay, Apple Pay, Alipay, and PayPal. However, you should choose the payment method at your client's convenience.

5. Keep Your Invoice Templates Ready

An invoice serves as proof of transactions with your clients. It streamlines your accounts and ensures that you get paid as per the terms mentioned in the contract. Your invoice should include a detailed description of the itemized charges for different services your agency offers. You should also add the due date and payment methods permissible. Moreover, attaching a number to each invoice makes tracking convenient.

6. Build Your Buyer Personas or Customer Avatars

Buyer persona mapping is a crucial step of digital marketing, where you create fictional but realistic profiles of your target customers. These profiles reflect the characteristics of your ideal customers, such as their demographics, income, lifestyle, motivations, goals, personality attributes, psychographics, and attitudes.

It helps you understand your clients, their pain points, goals and aspirations, and the objectives they want to achieve through digital marketing. We can divide buyer personas into two significant categories: demographics and psychographics.

Demographics have to do with physical attributes, such as location, age, gender, profession, financial status, etc. Psychographics refers to the behavior and psychology of an individual, so it deals with motivations, perceptions, preferences, brand affinities, attitude, buying patterns, etc.

Buyer personas are also known as customer avatars. Hereā€™s an example:-

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Customer avatars help you decide your positioning as an SEO agency. The most crucial utilization of buyer personas is its usage in crafting content for different stages in the sales funnel. So, a customer avatar can be extremely useful in nurturing and converting leads.

7. Choose A Niche

Not choosing your preferred niche is a crucial mistake most agencies commit. As per common logic, the wider your net is, the more fish you're going to catch. However, it doesn't work in a business where choosing your niche is essential.

Most of the agencies with loyal and growing customer bases are those that don't position themselves as "full-service digital marketing or SEO agencies."

If you position your agency that offers niche-based services, such as SEO agency for roofers, plumbers, or electricians, you're likely to attract customers faster. You can't sell your services to everyone, at least when it comes to positioning.

It's also helpful in scaling as you can easily set up the processes and scale them up. An SEO agency for small agencies may sound more appealing to real estate businesses than a full-service SEO agency.

Here are a few tips for choosing your niche:-

• Choose an industry you have served earlier
• Learn industry jargon to connect with your audience
• Use social circles and referrals to attract new customers
• Do market research for better prospecting and lead generation

8. Decide on the Services Your Agency Will Offer

Do you want to focus your services around SEO, or would you like to expand your services and offer paid ads, web designing, and social media marketing as well?

Now, let's discuss the pros and cons of choosing SEO as a core service.

Choosing SEO as your core service has many advantages. First of all, to succeed as an agency, you should go for the contracts with recurring monthly payments and consistent services, and SEO does just that. Your clients need constant optimization till their website starts ranking on the top with targeted keywords.

You might need web design services only once or twice, but SEO is a recurring service that you'll need consistently for a long time. It also has more flexibility so that you can upsell your clients.

When you get your first few clients and successfully retain them for a few months, you can now think of expanding your services. Paid advertising, social media, email marketing, and web designing services can be your options, and you can offer these services to your existing and new clients. This way, you will generate new business while successfully maintaining your cash flow.

9. Choose Your Payment Method

Here are four methods SEO agencies use to charge for their services.

• Monthly retainer: The client pays a monthly fee in exchange for SEO services.
• Fixed-price: The client pays a fixed charge for specific SEO services in such contracts.
• Project-based: The client pays a set fee for the entire project. Usually, these are small projects like link-building, etc.
• Hourly: Many agencies and established freelancers charge hourly fees for their services. It’s more prevalent in SEO consultancy etc.

10. Build a Website

A website is an absolute must-have for newbie agencies. It doesn't matter if they have built a highly professional website or just an essential website. To start with, you need to have a clutter-free website that provides all the relevant details about your services.

A professional and quick-loading mobile-optimized website is a must for conversions. It will help users enjoy a better user experience and help you rank higher on Google. A well-built website is also a must for user engagement and a lower bounce rate.

So, design a website according to your specific niche and add visual and text-based content to persuade and convert a visitor.

Pro Tip: Use Sites App by DashClicks to create a conversion-focused niche-based website. With this tool, you don't need to know coding to develop a professional website. These template-based websites are specifically designed for different niches to convert maximum visitors and provide ample information about your services.

11. Perform Local SEO of Your Website

To make a lasting impression about your proficiency in SEO, try to rank your website for the keyword - "SEO agency or SEO business or service + your location." This way, you'll also generate qualified leads you can nurture and convert. However, you might have to negotiate initially, but as your reputation and confidence grow, you can smoothly sell and quote your rates.

A successful SEO campaign is valuable for a business as their very survival may depend on their visibility and search engine traffic. So, as soon as you start getting clients, you'll have to hire a team, and then you'll be able to charge accordingly.

How to Create a Business Profile on Google?

For that, you can first create a Google My Business account and optimize your Business Profile on it. You can follow these steps to create your GMB profile and add your location on Google.

• Create your business profile on Google by creating a Google My Business account
• Follow their instructions and verify ownership of the business
• Add accurate and up-to-date information about your business
• Add your logo, opening and closing time, products and services, and images of your business premises and products.
• Ask your customers to leave reviews on your business profile
• Respond to customer reviews with courtesy and sincerity to keep your profile engaging and active
• You can also publish posts on your Google My Business profile and update your audience about products, events, and special offers using the GMB dashboard

12. Start Offering Local SEO Services First

Before you launch an SEO business, start offering local SEO services first. It's comparatively easier to achieve local SEO results than national or global SEO. Furthermore, you can offer it to virtually any business in town.

It will build trust and help in word-of-mouth publicity that youā€™ll badly need in the initial stages. It includes Google My Business setup and optimization, creating Facebook pages and local link building & listing, etc.

13. Build Your Agency's Brand

It’s a bitter truth that you can’t grow your agency beyond a point unless you work hard on its branding. Your brand defines why your customer should choose you over others. It’s a significant differentiation factor that is a prerequisite for an agency to survive and thrive in the long run.

Choose your SEO business name and logo, so people can easily recognize your business. Creating other branding assets such as a business card, a professional website, lead magnets will also be helpful.

Your banding assets should be based on the following factors:

1. Value proposition: What do you offer that others don’t?
2. Audience: Who exactly is your audience?
3. Personality: What emotion should your brand evoke, and how should they perceive it?

14. Fix Your Logistics

Save time spent on unnecessary things as your focus should be on delivering quality services, best results, and client satisfaction. You can hire an accountant for tax filing etc., use invoicing software, and get a multi-currency account to save your time.

It will be a great idea to leverage AI-based agency tools to save time and improve processes. For example, generating reports is a time-consuming and tedious task, and it eats up the precious time of your SEO managers.

Pro Tip: You can instantly generate professional SEO reports using AI-based tools such as InstaReports.

Frequently Asked Questions

Here are some FAQs startup owners will find useful:-

How Do I Offer SEO Services?

Here are the seven steps to market and sell your SEO services and attract more clients.

1. Develop SEO packages with different USPs
2. Work hard to build your brand and invest in it
3. Prioritize your own website’s SEO
4. Try to establish yourself as a thought leader
5. Get as many client testimonials as you can, including video testimonials
6. Leverage cold emailing
7. Focus on lead nurturing through content marketing and phone

How Do You Become an SEO Freelancer?

Here are the ten steps to becoming an SEO freelancer.

1. ‍Learn SEO best practices
2. Offer free services to your friends and relatives
3. Make a portfolio of your previous work
4. Get references, reviews, and testimonials
5. Launch your website
6. Optimize your website for popular keywords and promote it
7. Leverage social media and YouTube
8. Leverage the best SEO tools for better performance
9. Use job boards, freelance sites, and cold calling for projects
10. Hire white-label services for the services you’re less proficient in

How to Scale Your Business?

Once your processes are set up and you’re on track to perform and deliver results for your clients, it’s time to scale your business. The best way to scale your business is to leverage white-label digital marketing services. It allows you to expand your services and serve additional clients with the same team size and resources. What’s more, you stay profitable as an agency.

What Are the Risks of SEO?

It’s crucial to understand the risks associated with SEO as they can be disastrous.

1. Making sweeping changes in a website
2. Making small or large tweaks and testing those changes
3. Receiving and providing backlinks
4. Changing the URL Structure
5. Poor or no doorway pages
6. Buying expired or available domains
7. Disavowing neutral and non-toxic backlinks

Further Reading:

7 Steps To Launching Your Own Digital Marketing Agency

20 Most Common SEO Mistakes You Should Avoid in 2021 and Beyond

Conclusion

Starting an SEO business isn’t easy. It tests your willpower and persistence. There is no wonder the failure rate is so high. According to a study conducted in 2019, the failure rate of startups was a whopping 90%. If you’ve decided to launch your own SEO business, these stats shouldn’t deter you from taking the plunge. If you follow all the things in this checklist, you’re poised for success.

You can quickly move mental mountains, but if you need any further assistance ranging from coaching, software to completely white-label solutions, DashClicks can be your best partner. We have assisted thousands of SEO agencies worldwide to succeed in the changing digital landscape, and if you want to be the next, contact us today.

Having your own Digital Marketing Agency is like a dream come true for most entrepreneurs. However, making it churn out handsome profits for you is a whole different ball game.

In this article, we shed some light on the common issues faced by digital marketing agencies when it comes to generating business, and how to overcome those deftly.

If you are an agency owner, you must be familiar with a lot of these common issues including campaigns going awry, delays and difficulty in getting approvals from clients, and the need to satiate all of your clients' content and/or website-related requirements.

With a lot of competition in the digital marketing space, these issues can potentially snowball into a high client churn rate and ultimately a survival crisis for an agency. So, to become a profit-making business, you need to promptly address these issues and aim for higher customer satisfaction rates.

How to Build a Profitable Digital Marketing Agency?

Once you arrest the churn rate and successfully establish working processes that keep the customers' experience and satisfaction at the forefront, you can scale your agency and boost profits.

Do Digital Marketing Agencies Make Money?

Yes, of course. In fact, it is among the most lucrative businesses currently. However, your profit and revenue will largely depend on the number of clients and the services you offer. The average fee digital agencies charge for their services ranges between $2,500 to $12,000 per month. To make decent money from digital marketing services, you need to find at least ten clients and keep them happy with quality outputs and services.

What is Considered Profit in Digital Marketing Terms?

To calculate your digital marketing profit, you can use this formula:

cost + markup = price

Usually, agencies charge a markup of upto 20% to 50% of the service cost. Therefore, the average valuation of a digital marketing agency is estimated to be anywhere between five to ten times its annual revenue.

What Are the Most Profitable Niches for a Digital Marketing Agency?

The top 15 most profitable digital marketing niches are as follows:

1. Real Estate
2. Restaurants
3. Legal Services
4. Events
5. Musical Artists
6. Non-profit Organizations
7. Hotels
8. Dental Services
9. Financial Services
10. Retailers
11. Educational Services
12. Accountants
13. Medical Services
14. Photographers
15. Tourism

Below, we list a few tips for building a profitable agency which is a buzzing cash machine for life:-

1. Understand the Business of Your Client

When it comes to an understanding of the client's business, most marketers start with competitor analysis. This step is crucial as to chalk up effective digital marketing strategies, you need to be well-informed about the client's business.Analyzing your competitors' business strategies and tracking their moves will help you formulate a robust plan to map buyer personas and tap into their target audience.You may want to use buyer persona templates and other tools for this purpose if manual scaling isn't an option for your agency. Given below are a few examples of buyer persona templates that you can use for this step.

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How to Create Buyer Personas?

Once you choose an appropriate buyer persona template, you need to know how to create buyer personas. Below is a step-by-step procedure to help you:-

• Choose a Photo: You can use a stock photo that closely resembles your target customer(s).
• Carefully Study their Backstory: Use their personal and professional details to bring their persona to life. You can include their workplace, experience, career history, expertise, and hobbies when finessing your buyer persona. Primary research, social, and CRM data can come in handy to help with this step.
• Assign Psychographic Attributes: You can include their personality type, social behavior, content preference and consumption habits, buying habits, attention span, level of digital literacy and fluency, and favorite sites, etc. to customize and fine-tune the buyer persona.
• Assign Demographic Identifiers: Include basic facts such as age, gender, title, industry, geographic location, salary, family status, marital status, and the vehicle they drive to give the buyer persona a more intimate touch.
• Include Goals & Motivations: Their goals, passion, needs, and everyday issues such as performance drops, efficiency needs, performance boost and process needs, and personal reputation objectives, etc. can also factor in your buyer persona.
• Identify Roadblocks: Frequent shuffling and reorganization in the company that may affect individual performance, a rare or difficult niche, lack of understanding of problems and their resolutions, etc. can all be examples of such roadblocks that the target audience faces. Ensure to include these in your buyer personas.
• Consider Sales Objections: Factors that prevent people from buying from you, such as poor perceived quality, poor marketing, high price, and relatively new product without many reviews, are all factors that can affect whether someone buys from you or not. Consider these while designing buyer personas.

For a more detailed treatise on sourcing this data, you can go through this Kane Jamison article.

Tips to Understand Your Customers Better

So what can you do to understand your client(s) better? We list a few tips below:-

• Arrange a Direct Meeting to Understand Their Business

It is essential to meet your client directly to understand them better. Skip phone and Skype calls and arrange face-to-face meetings whenever possible. It minimizes confusion and paves the way for clear communication and transparency.

• Meet on a Monthly basis for Reviews and Goal Setting

Try to conduct one-on-one meetings with your clients for monthly reviews and expectation settings. It maintains transparency and prevents any unsuspecting surprises on either side. You should utilize these meetings for goal setting and performance evaluation. It would also serve as an opportunity to interact with your clients, take their honest feedback, and address any doubts and concerns they might have.

• Conduct Brainstorming Sessions

Conduct brainstorming sessions together whenever possible to develop better working relationships with your clients. Ensure that you leave no room for ambiguity in such sessions. The better you understand your client’s business and expectations, the lower would be the churn rate.

• Stay Cordial and Develop a Warm Relationship

Aside from monthly review meetings, try holding weekly or bi-weekly meetings too if possible. This helps you develop an intimate relationship with your clients that transcends boardroom boundaries. Utilize these meetings to share any innovative ideas your team has come up with, or simply to share any valuable insights on their business. Update the client on the current status of their services and maintain frequent communication with them for better engagement. It’s a powerful way to reduce churn while also making better relationships.

• Stay On Top of the Latest Trends

Following trends can be costly for an agency, given the limited resources and time it has. Hence, it’s important to zero down just which trends are relevant for your clients, and which ones are better left alone.

• Send Your Customers an Alert About Any Upcoming Trends You’re Going to Follow

Riding on the latest trends is the best way to follow top influencers and offer things that can be included in the digital marketing services package. Inform your clients about any upcoming trends you’re going to follow and how you plan on using those to gain an advantage.

• Be Transparent and Implement Cost-Effective Marketing Methods

Let the clients have the final word on the decision to boost sales and branding using the trend(s) in question. As an agency, it will reduce your burden and help your clients achieve more with less effort and cost.

2. Establish Robust Communication for Quick Approvals

If you are running an agency or working for it, you must be aware of the frustration that comes along with getting clients’ approvals. It is always an arduous task to get approvals from clients in time. Even if they say they’ll respond on priority, they rarely respond even after multiple reminders via emails or phone calls. It results in unnecessary delays, and might also affect the overall campaign performance. So what should you do if you are not getting quick approvals from your client?

A. Send Them Alerts About the Forthcoming Issues

Instead of getting involved in firefighting when the fire breaks out, you should proactively send them alerts about the forthcoming issues. It will help you to get quick responses in time and address the problem accordingly.

B. Talk Big to Attract Their Attention

To catch your clients’ attention, you should highlight the gravity of the issue using what they most care about, hard numbers. A plain fact without numerical data to quantify it can easily be ignored or overlooked. So ensure to back up any claims you make with solid data, preferably large digits.

C. Send Them Polite Reminders and Express Urgency

Always be polite when sending reminders. You can ask questions such as, “Any Updates?” etc., and follow those up with more urgent yet polite emails. Express the urgency and its possible outcome if it helps. For example, you can say, “Hi, as it’s the festive season, thousands of our fans are eager to hear from us, and we can’t just keep them waiting. We have created a few posts and need your quick approval to be scheduled and posted on time. Anticipating your early response.” This helps them understand the urgency of the matter at hand without sounding too desperate.

3. Reduce Response Time

To survive and thrive as an agency, it’s crucial to reduce response time. A study by Harvard Business Review reveals that businesses that respond within an hour are almost seven times more likely to have positive conversations with people in charge of decision-making. Companies that miss this time frame may miss the golden opportunity to talk to the right people and close the deal. So how to ensure that your agency’s response times are in single digits? Follow the tips listed below!

A. Have an Estimated Quote Ready for All Kinds of Industries/Niches

It becomes extremely tough to respond when customers ask for a quick quote. For a busy agency, it’s not always possible to provide quotes on short notice. A minimal analysis is always needed before you can send a fair quote.  Having estimated and pre-defined quotes for some of the most common industries and niches are a great way to go about doing so. It helps you save time and automate the quote listing process.

B. Seize the Opportunity in Time

Respond to hot leads within an hour. As emphasized above, you reduce your chances of closing the deals drastically when you respond after an hour or more. Response times are crucial and can easily make or break an otherwise profitable deal. According to the sales dynamics, your sales leads are at the highest point of interest in your brand, with the highest intent to buy. Faster lead response time ensures that you seize the opportunity in time before their interest fades.

C. Automate Reporting

Reporting is highly time-consuming and taxing for digital marketing agencies. Typically, reporting consumes precious employee hours and distracts from the essential tasks that need priority attention. Furthermore, reporting is a regular task that eats up your productive hours almost every week.

Pro Tip: Switch to automated reporting using DashClicks’ InstaReports tool. It builds reports instantly and highlights gaps within your clients’ marketing. It not only analyzes the gaps in marketing procedures but also provides relevant quick solutions.

It allows you to close more deals quickly by providing instant in-depth marketing reports showcasing the most significant pain points and potential areas of improvement for the business.

4. Be Transparent With Your Deliverables

Ambiguity can lead to frustration and sometimes failure to retain a client. In order to reduce the chances of that happening, mention the terms of the contract clearly in your quote.

A. Highlight if It's a Monthly or Yearly Package

It's important to highlight whether you're offering a monthly or a yearly package in your quote. In absence of clear instructions, your clients may confuse the two and take the annual deliverables as monthly, which may lead to unpleasant situations.

B. Give a Quotation Only After Performing a Detailed Analysis (Agency Performance)

Don't give quotes without carrying out a proper analysis first. It might lead to unwanted surprises and financial loss to your agency. You should determine the exact scope of work and an accurate estimate of the requirement of workforce and time before deciding the final price.

5. Promise Less, Deliver More

It's always better to under-promise and over-deliver than have it the other way round. It leads to customer delight and improved business perceptions. On the flip side, over-promising and under-delivering lead to frustration and dissatisfaction among the customers. It may also increase the churn rate dramatically.

A. Strive for Lead Generation in the Backend

Don't wait for the leads to automatically fall in your lap through campaigns or organic rankings. Instead, you should always strive for sales leads in the backend to receive a steady flow of leads. This will ensure that your clients are satisfied and happy.

B. Nurture the Leads Using a Telemarketing Team

It's also crucial for an agency to nurture the leads given the various steps it requires before a lead is converted. The funnel is getting complex and longer with increasing competition. Sometimes, in an increasingly uncertain case, the sales lead may even drop off. A telemarketing team can help you nurture the leads and convert those with increased certainty.

6. Invest in The Latest Tools and Technology

Digital marketing has become increasingly data-driven. Sometimes you need to work with real-time data, and it's impossible to collate it all manually. From decision making to achieving your objectives, the technology always helps you save precious time and money. This fact makes investment in digital marketing tools and technology inevitable.

Some popular tools and technologies that will help you speed up processes and reduce manual investment are given below.

1. SEO Keyword Analysis: Google Adwords, Ubersuggest, Google Trends, SEMrush, Spyfu, Bing Ads
2. Social Media Listening Focus: Brand24, Mention, BrandWatch, TalkWalkerAlerts
3. Social Media Publishing: HootSuite, Buffer, Sprout Social, Cision
4. Social Media Campaigns: ShortStack™, Pagemodo, Khoros
5. Website Builder: Agency Website (For creating an effective agency website aimed at conversion, InstaSites (For developing multiple professional niche-specific websites instantly)
6. AdWords Paid Search Analysis: WordStream, SEMrush, SpyFu, BidCops, Adthena
7. SEO Backlink Analysis: Google Search Console, Bing Ads, Majestic, Moz, LinkResearchTools
8. SEO Rank Checking: Google Search Console, Search Metrics, Ahrefs, Moz, SEMrush
9. Digital Analytics Tools: Google Analytics, Adobe Analytics, Kissmetrics, MixPanel
10. Blogging: HubSpot, WordPress, Drupal
11. Site Audience Comparison: Google Analytics, SimilarWeb, Alexa, Compete, Experian

These tools offer a high degree of accuracy and the ability to quickly process a vast amount of data with brilliant presentation and reporting. They thus save you tons of time and energy in executing a medley of tasks.

7. Offer a Smooth Onboarding Experience

If you are serious about making your agency a money-making machine, you need to provide the smoothest possible onboarding experience for your clients. Onboarding can be a significant challenge, especially when face-to-face meetings have become difficult due to the pandemic.

Like reporting, onboarding is also a time-consuming task because it involves pushing lots of reminders to the client to complete the documentation and share it with the agency. Smoother onboarding processes reduce any unnecessary delays and help you move forward with the contract quickly.

It also helps you make an excellent first impression on the clients and enables you to convert one-time service seekers into long-term customers.

Pro Tip: DashClicks' white-label agency platform allows smooth and automated client onboardings through its user-friendly onboarding center that takes away all the hassles and stress associated with the process. The tool automatically gathers crucial information from your clients through an intelligent onboarding process, providing you with the freedom to complete the onboarding yourself or guide your client your way with your white-labeled dashboard. The AI-based software also sends reminders to them if they don't respond in time.

8. Optimize Your Website for Relevant Keywords

Optimizing your website with the right keywords is the first step to ensure that it reaches your intended audience through organic search, which still remains the most reliable way to attract customers to your solutions.

Properly optimized and quality website content answers users' queries helping them make the buying decision faster. Creating quality content is crucial to your success as an agency as it presents valuable information at the right time in the buyer's journey. According to Google, 80% of smartphone users will likely buy from brands whose websites or apps offer helpful and satisfactory answers to their questions. You can also create pillar pages and topic clusters to render this process even smoother.

According to another Google study, about nine out of 10 shoppers have no fixed mindset concerning which brand to buy from when they search for information on the Internet using their smartphones.

With the right content optimized accurately, you can grab this opportunity and position yourself as the one-stop destination for the services they are looking for!

9. Create Convincing Case Studies From Successful Clients

According to eMarketer, client case studies are considered one of the most reliable and proven marketing and promotion tactics by digital marketing agencies worldwide. These case studies are compiled to highlight the capabilities and strengths of the agency through real-life examples, numbers, and statistics.

Agencies use screenshots from Google Analytics and other tools to support their claims with evidence. Case studies and "how-to guides" can also serve as lead magnets and are usually posted in PDF format to attract potential clients. They can also serve as marketing collateral for your sales team to present during pitch meetings and closing discussions.

According to an eMarketer survey, 62.6% of respondents affirmed that case studies were highly effective in generating leads.

Case studies are revered as evergreen content that is versatile and long-lasting. You can also use them in email drip campaigns to make any potential clients aware of your agency and services.

Pro Tip 1: Speak to your existing or previous clients who can participate in the case study creation exercise and share their stories with your prospects. Back your claims with accurate and verifiable data and screenshots to win a potential client's trust and give your sales an instant boost.

Pro Tip 2: You can also create video case studies using tools such as Wave. video.

Tools like the one mentioned above offer several video templates that you can choose from and customize.

Here is an example of a case study related to an accounting & taxation business.

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10. Try Chatbots and Other Conversational User Interfaces

As technology advances, people get increasingly impatient and need instant responses to their queries. Google Assistant, Apple's Siri, Amazon's Alexa, and Microsoft Cortana are all here to fill this gap. Try to utilize such smart conversational assistants to help you streamline your response processes and reduce response times.

The latest in the series is AI-based chatbots that are integrable with your website and provide quick answers to customers' queries. They are digital marketers' preferred tools as alongside providing an enhanced customer experience, they also act as the "deal sealers" by giving instant answers to customers' queries at a time when the lead is hot'. In other words, they help you retain potential customers when their buyer intent is high.

For instance, some potential customers may wish to know the business's opening or working hours, and a quick answer helps them schedule their visit in a timely manner.

You can use chatbots such as Chatbottle, Botlist, Thereisabotforthat, etc. for this purpose, and integrate them into your client's website for better user experience and conversion.

Conclusion

Turning your digital marketing agency into a profit-making machine requires strategy and hard work. There is no shortcut or quick fix' here, but you will soon experience the tide turning in your favor if you follow the above-mentioned tips.

A successful digital marketing agency requires standard processes and strategies. Using white label services can be a game-changer for agencies of all sizes. It relieves them from the burden of managing an oversized team, hiring professionals to carry out tasks they don't specialize in, and investing in additional resources and tools.

This should be your cue to enjoy the benefits of investing in white-label services while remaining resourceful, agile, successful, and profitable in your client dealings.

We would like to hear from you about the tips that you found most helpful. Share in the comments below to give us more insights!

Knowing how to package and present your services is the key to selling them.

The truth is that humans operate on certain psychological principles. Even if your agency’s services are technically superior to the competitor, the winner is the agency that better captures the perception of prestige and value.

This means that even if you build the brand and acquire the right talent, you won’t turn a profit if you can’t figure out the best way to package your digital marketing service offerings.

The trick is to lean on tiered subscriptions, and we’re here to show you how to do it.

How to Offer Digital Marketing Services?

There are two primary strategies that agencies use to market their services.

The Volume Pricing Model

The first of these is known as volume pricing. With this model, you establish your pricing rates based upon the volume of items or services purchased. An example of this might look like this:

• 1-5 blog articles per month – $50 per article
• 6-10 blog articles per month – $42 per article
• 11-15 blog articles per month – $39 per article

The general strategy here is to motivate your customers to spend more by creating the perception of value. Though the cost per article decreases, you are ultimately selling more and achieving a greater profit. The customer feels that they are making a better investment by claiming the lower rate per article even though they end up spending more.

The primary benefit of using volume pricing is that it communicates your pricing formula to the user. The major downside is that it generally does not present as many opportunities for profit as tiered pricing.

The Tiered Pricing Model

The tiered pricing model is more common among digital marketing agencies.

With tiered pricing, you package your services and their corresponding monthly limits into packages that you will price according to their perceived value. These tier packages are not exclusive to marketing and are likely used in just about every subscription service you currently pay for monthly (i.e. Netflix, Spotify, Dollar Shave Club).

Let’s take a look at an example:

The tiered pricing model allows for convenient viewing of the offerings within each package. Users can quickly compare costs and make an informed decision before purchasing.

You’ll likely find pricing tables just like this on virtually every digital marketing agency you’ll find online. Let’s explore what makes the tiered pricing model so popular and effective.

Why You Should Use Tiered Pricing for Your Digital Marketing Service Offerings?

We recommend the tiered pricing model as it offers the following benefits:

1. You Keep Your Customers on Your Website

When making an informed purchasing decision, online consumers like to compare. It’s common for users to compare a product or service on several different websites before deciding where they want to spend their hard-earned dollars.

When you utilized a tier pricing comparison block like the one above, users are far more likely to compare your plans versus each other as opposed to comparing them to a competitor. This is a psychological strategy that preoccupies a person’s mind with the potential value of your plans only.

Additionally, these pricing tiers simplify the process of gathering data for a purchasing decision. Even if a well-written, long-form blog exists to specifically compare the services offered by two competing companies, most are going to respond best to these types of easy comparisons.

2. You Can Package in Under-Performing Services

It’s expected for an agency to have services that sell far better than others. In our experience, Facebook Ads and Google Ads campaigns perform well as they typically result in increased conversions and more immediate results. Conversely, standard content writing is not as popular.

If you find that one of your services does not sell as well, it’s not necessarily indicative of the quality. Rather, when faced with a choice, your customers are going to pick the sexier option.

If you package your services into set tiers, it’s much easier to incorporate your under-performing services in a way that increases the perceived value. While purchasing a blog from a freelancer typically won’t cost much on its own, adding several blogs per month to an existing tier can automatically increase its worth.

For example:

In these example tiers for SEO services, we distinguish the perceived value of each plan in two ways. The first is by increasing the number of hours offered with the existing service from the first tier. The second is to add a service that is not featured at all in the lower-tier plan.

While we know the standard cost for a quality blog is not much, what matters is what your customers perceive. You increase the value of Tier B by packaging in a product that the customer might not otherwise buy. However, when packaged in as an added benefit, the offer suddenly becomes much more appealing.

Essentially, segmenting your offerings into tiers can present opportunities for automatic upsells without needing to ask for them.

3. You Control the Perceived Value

As we touched on in the example above, it’s the direct comparison that dictates the perception of value in the mind of a customer. When you create service tiers and progressively increase your offerings, customers assume that the higher tier is more valuable regardless of what each added service is worth.

It’s for this reason that the tiered pricing model provides a greater opportunity to drive company profits. As long as you can adequately present the value of your tiers, you get to control the pricing.

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Let’s return to the Netflix example above. They price their Basic tier at $8.99 per month. This is their minimum viable product. It’s the bare minimum that they can offer that will attract customers while still generating a profit.

The next plan offers minor improvements at nearly double the monthly cost. Netflix is likely capable of selling this tier for less, but the perception of value is baked into the tiers. The middle tier is even titled “Standard” for added measure. For new buyers, this automatically calls attention to the higher-cost plan as paying for the “Standard” sounds more attractive than being a “Basic” member.

How to Build Your First 3 Marketing Service Offerings?

Now that we’ve analyzed the benefits of utilizing a tiered pricing model, let’s explore how to go about building your first three packages:-

Your Three Tiers – Basic, Premium, Elite

These are not necessarily meant to be the names of your three tiers but indicate the progression of value with each new tier.

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• The First Tier

The first tier serves as an entry point for anyone that wishes to get a taste of your digital marketing offerings.

This package should contain the bare minimum amount of services and features necessary to both attract customers and generate a profit. Aiding customers with the basic tier should realistically require a minimal time investment from your team.

Let’s take a look at the first platform paid tier that customers can purchase when using DashClicks:

• 5 Team Member Seats
• Unlimited Sub Accounts
• 1,000 Email Sends per Month
• 100 SMS Credits per Month
• 50 GB File Storage

This initial tier package offers an attractive selection of benefits that can realistically serve a small business. The cost is low according to our MVP, while still allowing us to offer great features.

The important thing to remember with your first basic package is that you don’t want your customers to feel basic. If the first tier feels cheap or not worthwhile, they’re not going to invest their money into your business. By comparison, your middle tier will feel like the real basic tier and will not make customers feel like they’re purchasing a valuable upgrade.

Your basic customers are important as they’re the ones who are essentially sampling your digital marketing offerings. If you capitalize on the opportunity to impress, you will have a much easier time convincing this customer to upgrade at a later date.

For this reason, you certainly won’t want to name this first tier “Basic.” Instead, try to name your tier something that indicates the tier status without diminishing its worth. For this reason, names such as “Starter” or “Lite” are very common. When they’re convinced that your services are worth it, they’ll be excited to change their status from being a starter to becoming a premium member.

• The Middle Tier

The middle tier should realistically be your most popular service package. It offers a clear middle ground that separates the customer from being “basic” or a “starter.” It also offers an attractive selection of services and benefits at a lower monthly rate than your expensive, elite tier.

For the middle tier, you might want to utilize a naming convention that enhances the sense of value and provides a sense of higher class. Many businesses might utilize the term “Premium” or “Advanced.” Our naming conventions see us calling our middle tier “Plus,” whereas we save our most premium value for later.

Let’s look at our Plus tier as an example:

• 10 Member Seats
• Unlimited Sub Accounts
• 5,000 Email Sends per Month
• 500 SMS Credits per Month
• 100 GB File Storage

To further enhance the value, users also gain access to additional features within the various platform software. There are several things to point out when we compare the first tier to the middle tier.

The first is that all of the listed benefits double in quantity or otherwise increase significantly. Gaining access to double the number of team member seats is more sensible for your everyday marketing agency. You also gain access to more messaging capabilities and file storage to accommodate the scope and scale of your agency.

If that’s not enough to convince someone that the middle plan is worth the extra monthly fee, the expanded capabilities of the platform software will do the job.

It’s also not just about comparing the plans directly. There’s also a unique psychological effect that happens when a person purchases a more expensive plan over the least expensive one. The customer typically associates the name of the plan with how they view their agency.

If you name your middle plan the “Premium” tier, a customer is likely to think “My agency is important and worthy of Premium.” This is as opposed to feeling as though their agency is small or basic. Suddenly, it’s not only about the services provided but about the feeling of worth associated with being a member of that plan.

Finally, it’s important to reiterate that you don’t want the gap between your plans to be so extreme as to alienate your basic-level customers. There should be an appropriate increase of offerings that directly relate to the increased monthly value.

Test out different pricing schemes and nail down your middle-tier. Getting the price right here is the key to motivating your basic customers to upgrade when the time is right.

• The Elite Tier

This tier is the best package that your agency can realistically offer. The Elite tier will only appeal to a certain class of a customer by design. You’ll reserve your higher tier for those who want access to the maximum level of service your agency can offer to a single client. This should also include additional bells and whistles that create a sense of undeniable value.

However, you can start building your elite package by simply taking the same features and services offered in lower tiers. You will need to increase the limits of these features by a notable margin so that the customer does not feel as though they are overpaying for marginal improvements.

Let’s take a look at our very own elite tier:

• 20 Team Member Seats
• Unlimited Sub Accounts
• Unlimited Email Sends
• 1,000 SMS Credits per Month
• 250 GB File Storage

The price per month is a notable increase from the middle-tier plan. However, we once again greatly increase the value of the same deliverables. By increasing our quantities by double or more, we’re already off to a great start. Setting one of those deliverables to “unlimited” also implies a special level of treatment reserved for high-paying customers.

However, the cost per month is still an issue. While there may be customers willing to pay this monthly rate, we would benefit from adding a few more features to truly seal the deal. This is where you will need to get a bit creative and think of ways to truly make those customers feel special.

A common tactic to increase the value of an elite plan is to offer an exclusive support line. A customer that’s paying top-dollar will likely feel entitled to priority service, and they’re right. Because the elite tier generally only applies to a small selection of customers, offering this priority service shouldn’t become a burden.

MindMeister Example

An additional idea is to throw in some smaller, add-on features that your agency might sell a la carte. If you cannot realistically provide free add-ons, you may be able to offer them at a lower rate that’s exclusive to elite customers. What you’re able to provide will largely depend on your offerings and the capabilities of your agency.

With your elite tier, it’s important to remember that you’re now marketing to a higher class. Because most will want to spend less, you shouldn’t expect to sell your elite plan as often as your middle-tier plan. Instead, you want to curate a package for the elite customer that’s truly worth the asking price. As long as the value and quality of service are present, you’ll have an easier time keeping your elite customers on board for the long term.

Build Attractive Packages for Your Digital Marketing Service Offerings!

Packaging your digital marketing services into attractive tiers is the best way to keep customers on your site while controlling your profits.

Allow your customers to dictate which deliverables are most valuable to them. Then, take those same deliverables and scale them up in a way that correlates to a progressive increase in value. Further enhance the value of subsequent tiers by packaging in additional services that are generally low-cost to implement, yet valuable to a customer’s success.

Additionally, be mindful of customers in one tier when creating benefits for the next tier. An increase in a tier’s price isn’t simply to generate more profit but to communicate to customers that the added benefits of an upgraded tier are worthy of the additional cost. You want your customers to aspire toward the upgrade rather than feel alienated or ripped off for purchasing a cheaper tier.

Finally, remember that any package is only as valuable as the quality behind the actual service. Make sure that your team is ready to provide excellent service to all customers regardless of the package they purchase. Instilling satisfaction is the best way to create loyalty and encourage customers to invest more in your digital marketing service offerings.

Increasing your organic traffic is the most cost-effective way to improve your brand reputation and drive your conversion rates. However, you won’t be able to compete with the top-ranking websites on Google without a comprehensive SEO strategy that can connect you with interested audiences.

The good news is that even small, local businesses can improve their organic clicks by consistently following several key steps. Below, we’ll explore how you can start building a successful organic traffic pipeline in five steps that can improve your ROI for years to come.

What are the Advantages of Getting Organic Traffic?

Every business benefits from organic traffic as it is the best way to drastically increase your ROI. Users can discover your website, gather information, and purchase products or services without ever clicking on a paid advertisement or promotion. In other words, these are sales that come to you at a minimal cost-per-click.

Furthermore, your ability to qualify your customers will drastically improve as your organic traffic pipeline improves with time. All of your traffic accesses your website with the use of keywords. When you design content to target certain keywords, you will also be able to understand the true intent behind using those keywords.

If someone uses informational keywords, you understand that they are very early in the sales pipeline and need to be nurtured before attempting to close a sale. Likewise, users searching for transactional keywords are already primed to buy. This natural insight into your audience will allow you to better refine your pipeline and get better results out of the traffic your receive.

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Finally, a strong organic traffic strategy can potentially drive competing websites out of the equation. As you consistently serve your audience’s needs, you’ll gain even more traffic, drive conversions, and earn customer loyalty. All of this is a formula to drive your website to the top of search rankings, making you the prime choice over the competitor websites ranked beneath you.

If you want these benefits for your brand, continue reading to learn our five steps for building a successful organic traffic pipeline.

1. Spy on Your Competitor’s Strategy

It’s not devious to spy on a competitor’s strategy, it’s simply smart business. If another business in your industry has cracked the code on how to earn one of the top spots on search engine results pages, you need to pay close attention to what they’re doing.

Google does not favor websites by happenstance. Every result on the first page is utilizing a comprehensive and effective SEO strategy that is consistently driving organic traffic to their domain. Beyond the volume of daily traffic, Google is also closely examining the quality of content to retrieve the best matching answer to a user’s search query.

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While we’ve made very obvious efforts to illustrate the power of content and SEO in our past articles, it bears reiterating here. Your competitors attract more organic traffic than you because their content, both on their main pages and their blog, contains elements that are clearly working with your shared audience. If you’ve been implementing a content strategy for an ample of time with no real results, you’ll want to discern what is different or unique about the content your competitor creates.

Websites that receive high amounts of organic traffic typically can target an audience’s most pressing questions or concerns. In addition to observing the type of content and the quality, consider how they choose to implement their target keywords throughout the article. By taking note of what is indisputably working, you can plan to make changes when it comes to your own content creation methods.

However, you don’t simply want to imitate what your competitor creates verbatim. Doing so is what is known as content scraping, which means that it’s primarily derivative of other content on the web that’s of higher value and quality. Instead, you’ll want to use your knowledge of your customer base and the industry to determine the potential flaws in their content strategy that you can exploit. In other words, what can you help your audience with or answer in a better way than the competitor has on their website?

You never want to remain static when it comes to content creation. Constantly analyzing your content performance with Google Analytics can alert you to when articles or posts simply aren’t performing. If your article is based on a topic that’s commonly written about, observe how other content is unique and why it is outperforming yours. Latch on to the tactics that appeal to your niche and then use them in a way that highlights your unique perspective and insight into your industry.

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2. Attack User Questions with Your Content

Using user questions as a basis for your content serves a very specific purpose in that it has a much stronger opportunity to match user intent. If a person asks Google, “how can I acquire more backlinks?”, then you can precisely curate your target to aid that user in their very specific request.

Compare this to a general search such as “SEO tips”, which leaves it very open-ended as to what you could potentially write about. While writing an article on meta descriptions technically qualifies as an SEO tip, it doesn’t help the user in the example above and therefore won’t earn you the click as it doesn’t match the user’s true intent behind their search.

Basing your articles off of popular user questions not only helps you to better serve your audience, but they often boast much higher conversion rates. This is because the long-tail keyword typically demonstrates that the customer is further along in their buyer journey and showing interest in making a purchase. Compare this to our example “SEO tips” keyword that is more about general information in nature.

Be aware that when you research your long-tail keywords, you’ll likely see a much lower search volume than those shorter, informational keywords. However, don’t make the common mistake and ignore this step in your organic traffic pipeline strategy. Lower competition provides an opportunity to exploit this niche. Because you now have the knowledge to match your content to this strong buyer intent, the quality of your organic traffic will be substantially higher even if the overall volume is initially lower.

Where to Find Popular User Questions?

If you’re unsure of where to start, you won’t have to look far to get questions to utilize as topics. You can start by entering industry-relevant keywords into a Google search and looking at what appears in the “People Also Ask” section of most search engine results pages. There are also sites like Quora that exist to provide answers to popular user questions regarding any topic.

You can also reverse engineer topics from popular keywords that might not take the form of a question. For example, if users are searching for information about a specific GPU error, you can infer that they are effectively asking questions about what the error is or how they can fix it. With that in mind, you can begin to formulate topics that directly address the user’s need for information on the topic.

Finally, you should take note of the issues that come up in your everyday customer interactions. We produce countless articles for the DashClicks blog that directly address the questions individuals have when it comes to the marketing services fulfilled for their site. By answering these questions in detail with our content, our audience can educate and empower themselves without needing to ask for additional assistance.

Remember that gaining lots of clicks and traffic will matter very little if it’s not improving your ROI and simply increasing your bounce rate. By focusing on improving the quality of your traffic, your site’s overall SEO will improve. Maintain consistency with this strategy and your organic traffic and ranking will increase naturally with time.

3. Create More Access Points to Your Website

Your primary focus for improving organic traffic is carefully curating the content on your website. However, regardless of your efforts, the user will ultimately only be able to discover your brand by accessing your domain either through a direct URL or from SERPs. If you’re having difficulty cracking the first page on Google, you’ll find it difficult to improve your organic traffic. Because of this, you’ll want to focus on creating new ways for users to access your domain through external sources. Several SEO strategies allow you to do this.

• Content Aggregator Sites

The first is to sign your website up for every website aggregator that applies to your business or blog. These are excellent ways to gain additional circulation of your content by leveraging the traffic that the aggregator website organically receives. For example, Google News aggregates the best news-related content for users all in one place. While it won’t guarantee the click, it provides additional visibility off-page that you wouldn’t normally receive.

Other popular websites can serve as blog content aggregators, but you’ll need to research what’s available by industry niche. More general content aggregators exist such as Mix, Digg, or Reddit. These sites exist to serve the consumer by helping them cut through the noise and discover material that serves their interests. Sharing your posts in the appropriate sections of these sites can boost your visibility and potentially attract additional shares.

• Get Connected on Social Media

You’ll also want to get your content circulating to the social media websites that are most relevant to your brand. Certain platforms such as Facebook, Twitter, and Instagram cater to the consumer whereas a site like LinkedIn primarily serves B2B businesses. In either case, these platforms provide a unique way for communities to connect.

You will not only be able to communicate with and learn from your target audience, but you can connect with influencers and like-minded content creators that can eventually aid in promoting content on your website. In this way, you’ll gain access to new audiences and potentially forge longstanding partnerships that can earn you valuable backlinks. Each share of your content on social media platforms creates a new way for organic traffic to access your domain.

• Guest Blogging

Finally, creating unique, high-quality blog content for websites other than your own is an excellent way to acquire backlinks and attract more organic traffic. With a little bit of outreach, you can discover opportunities to partner up with other websites that serve content that is relevant to your area of expertise. This provides mutual benefits for the website owner and your brand.

Guest blogging benefits the other website owner by giving them access to a unique voice and perspective that they otherwise cannot provide on their own. Your unique content comes with a built-in perceived value due to your experience, licenses, education, and other qualifying factors. It also adds variety to their content selection, which can attract more organic traffic.

On the opposite side, you get to plug your name, your brand, and your domain on another website. Think of it as performing your act in front of an entirely new audience at a new venue. The audience is already qualified as interested in your content and is therefore likely to engage with anything you create. Along with that content, you get to link back to your website and gain some of that organic traffic for yourself. This not only has the potential to boost your search rankings but can potentially blog or email list subscribers, as well.

4. Repurpose Your Best Blog Content in Video Form

No matter how excellent your website content is, there are always going to be audiences that simply won’t read long-form posts. However, that doesn’t mean that these individuals are not interested in what you have to offer. You simply need to create new ways to convey your message to those who consume content differently.

This is why some of the best content creators on the internet have a strategy to make all of their content go the distance. While a giant company may have the resources to have a dedicated video content team, most operate a bit more efficiently. You can utilize a lengthy blog post and convert the information into a script. Grab the person that you want to be the face of your brand and let them present the information to your audience in a new way. You get to interact with different sections of your audience in a new way without too much additional work.

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We also recommend breaking up lengthier posts into several smaller videos that can serve as excellent, bite-sized content for social media sharing. A quick video on a timeline is one of the most effective ways to attract the attention of new audiences without asking too much of their time. As long as the content quality is there, users will be happy to like and share, creating additional entry points for organic traffic to access your company website.

5. Be Aggressively Consistent with Your Content

Finally, one of the best ways to increase organic traffic is to simply be consistent with how you post and share content online. Too often, website owners start experimenting with SEO and blogging only to be inconsistent with their posting and give up on everything prematurely. Even a great SEO strategy will take months to produce results for a website that has no prior basis for search ranking results.

If you only have the resources to write one blog post a week, then choose a day and deliver the content on that day without fail. Audience retention relies heavily on scheduling and patterns. When you promise to deliver something, but are typically late or don’t come through at all, it will annoy and put off users from visiting your website again. After all, why should they give you their time if you won’t give them yours?

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Regarding how often you should post, the general rule is that more is better. A popular HubSpot study indicates that blogs with 16 posts or more a month generate 3.5x as much traffic as those who post less. More posts mean more opportunities to appeal to different topical interests, which is how you get more organic traffic on your site.

However, the type of content and the length will also play a factor. If you’re keen to share important industry updates or news that your consumers care about, you should post daily to appear as an authority instead of being behind the times. However, if you’re posting lengthy, dense informational pieces, you may want to scale back to give your audience more time to consume the material you post. In other words, you’ll need to make a judgment call on what plays best with your audience’s needs.

We also recommend getting your audience involved and polling your active readers about how much new content they would like to see every week or every month. Ultimately, you’ll want to stick to a formula that allows your team to make the best content possible with the resources you have. Should your business scale and allow for more content creation, you can scale up your content strategy to gain more organic traffic when your budget allows.

Start Building a Successful Organic Traffic Pipeline Today!

While these steps are straightforward to understand, the process of deploying them typically is not. The time and dedication that a strong organic traffic strategy requires is an understandable concern for smaller businesses that need to start turning a profit as soon as possible. For these reasons, marketing strategies such as PPC campaigns or email campaigns will always be valuable.

However, the overarching goal for every business should be to improve your organic traffic and your ROI. This will never be possible without a dedicated content creation strategy that serves customer needs and fulfills a void left by your competitors. With the way the ranking algorithm goes, there are no real shortcuts around implementing best SEO practices and posting on a consistent schedule.

As long as you implement these steps when creating your content, you can expect to see a steady increase in your website’s organic traffic in time. Particularly, emphasizing questions and looking for long-tail, transactional keywords will ensure that those organic clicks result in better conversion rates.

Additionally, never produce content in a vacuum. Every marketing strategy worth its salt is driven by analytical feedback. Ensure that your team is utilizing tools like Google Analytics to keep an eye on how your content is performing. Increases in page traffic, average session duration, and even additional pages visited can be strong indicators that your content is performing well. If you aren’t getting results, double back and observe what your competitors are doing and what you can improve before abandoning your work altogether.

Don’t lose heart if your organic traffic pipeline isn’t earning the ideal results just yet. Every great online brand starts where you are. Do your research, formulate a plan that incorporates these steps, and happy writing!

Due to the COVID-19 pandemic, eCommerce sales grew by a staggering 31.73% in 2020 from the previous year. While global circumstances were a direct influence, online sales continued to grow another 9.1% by Q2 of 2021. A Statista study also reported that nearly 10% of surveyed buyers made an online purchase for the first time during this period. In 2024. 37% people are making 3 to 5 online purchases each month.

While online shopping was already a growing business, it's grown apparent over the past two years that digital sales are a vital component of a successful business strategy. Whether you're new to the eCommerce world or looking to develop a lasting strategy, we've got you covered.

Below, we're going to outline tips you can use as a simple strategy to scale your eCommerce business now and start prepping for the busy 2021 holiday season.

How to Scale Your eCommerce Business for the Holidays?

Growing a business is a bit different from scaling a business. When you grow your business, you invest in the resources, so the business grows in size, but you don't necessarily make any profit.

On the flip side, when you scale a business, you boost revenue without adding any resources. The overheads remain the same in this case. For an eCommerce business, it's crucial to find ways to increase sales and revenue.

Here are some innovative ways to scale your eCommerce business, especially during the Christmas and holiday season ahead, without spending a fortune on your resources.

1. Work on Your Brand Reputation and Social Proof

Your reputation whether it be through direct interactions or through word-of-mouth references accounts for a lot. This applies to eCommerce sales just as much as it does to brick-and-mortar businesses. Nearly every consumer (92%, to be exact) looks for some form of nonpaid and nonsponsored referral or recommendation before committing to a purchase.

Consumers are fairly self-aware of what types of products and services they are interested in buying. You can even begin to identify the intent to purchase from the types of keywords used to locate web pages through search results. At this point, your average person is merely looking for the support and validation they need to confirm that committing to the transaction is the correct choice. Whether or not they know the person recommending the brand seems to be irrelevant.

If you're looking for a minimal to no-cost investment that can help you scale your eCommerce business, look into boosting your brand reputation online. This can be done through a variety of methods. You should begin by collecting and posting previous customer reviews and opinions throughout your website and eCommerce store. Having reviews listed on every product or service page about that particular item is effective in helping customers make a purchasing decision. They may not fully trust your self-advertising, but they'll trust another buyer that has no stake in your business success.

Another method, one that we highly recommend, is to ensure that your business is listed on online directories. Directories are sites such as Yelp, Google My Business, and Bing Places. Local listings should be a part of any local business strategy, but they can help your eCommerce store as well by boosting your site's SEO value.

Individuals surfing the web can discover businesses through these online directories by searching for specific keywords, products, or industries. Your listing shares your website, physical location (if you have one), contact details, hours, products, services, and much more. Search engines like Google will recognize this information and compare it to the information listed on your business website. As long as your directory profiles are up-to-date, optimized, and contain the same accurate information listed on your site, it can build trust and boost your SEO efforts. The better your SEO value, the higher ranked your eCommerce business will be in SERPs.

Stay on top of these reputation management tools and take action to respond to customer reviews both positive or negative. Interacting with customers indicates a proactive response from your business and demonstrates that you care about the buyer experience. Taking the time to understand and remedy issues expressed by customers can also help to influence these customers, or the directories, in removing negative reviews from your reputation. By cultivating a 5-star status for your store, more visitors will be inclined to become customers.

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2. Analyze Your Inbound Marketing Strategies

Many marketing agencies make a fortune off of promising X amount of new traffic to your eCommerce store. However, what many business owners fail to realize is that web traffic by itself is simply a vanity metric. If you receive one hundred new visitors, but all of them quickly bounce away from your site, then the metric amounts to very little. While earning that traffic is part of the equation, your inbound marketing needs to lead to conversions.

The best way to gain a critical analysis of your website, the user experience, and the content you provide is to utilize free tools such as Google Analytics and Google Search Console. These will help you to quickly analyze and identify any existing issues with your website. While improving your site to be fast and responsive on all platforms is on the technical side, Analytics will allow you to test out a variety of content on your core business pages and product pages.

Ensure that the type of content on the page matches the intent of the user. For example, someone arriving at your home page or about page is generally looking to gain information and learn about your brand but is not at the stage yet where they're committed to making a purchase. On the other hand, your product pages should supply key information about a product, but the viewer is much closer to adding an item to their cart and completing the transaction.

Google Analytics can also assist you in A/B testing any content that you share on a given page. This will allow you to freely experiment with alterations in headlines, call-to-actions, images, or video content, while naturally directing traffic to the better-performing version. This is key for scaling as it allows you to extract better results from the traffic you're receiving without wasting more of your advertising budget.

Finally, any strong SEO strategy should also involve the addition of a blog on your website. While blogs are common on general, informational websites, eCommerce stores make the mistake of thinking that a blog doesn't fit into their marketing plan. Blog articles further assist your customers in learning more about your industry, products, and services, and, ultimately, make your brand a trustworthy authority. At the same time, SEO-optimized blog content contributes to your keyword and overall search rankings, which effectively pulls more, better-qualified visitors to your eCommerce store.

Investing in SEO and content creation is one of the lowest-costing, most effective long-term marketing strategies for your business. Stay ahead of your eCommerce competitors by developing a strategy, continuously testing your content, and regularly updating your website with high-quality material.

3. Improve Customer Service with Live Chat Automation

A scaling, growing business equates to a higher volume of customers. A higher volume of customers means more questions, inquiries, and general issues that may arise. Because scaling involves growth with minimal additional costs or spending, you need solutions that can help you stem the inevitable tide of incoming customer service pressures.

That's where smart automation enters the scene. Chatbots are no longer a new invention either, and a large share of initial interactions you have with businesses online are handled by automation. While not all customers will be ready to settle for a robot as opposed to humans, many businesses already found a place for automation within their customer service plan.

The top use cases reported by business owners for chatbots included providing quick answers to inquiries at 37% while resolving complaints, problems, or questions was around 35%. Your chatbot is able to instantly greet customers, identify the nature of the inquiry, and direct the individual to the right resources. Many basic interactions can be resolved with a response pulled from a content library based upon frequently asked questions. Even if the customer still requires human interaction, the chatbot effectively funnels out simple problems and quells the effects of customer churn.

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Integrating advanced technology into your eCommerce strategies can drastically reshape operations. For example, using ai for dropshipping is revolutionizing how businesses manage backend processes such as inventory management, marketing automation, and customer service efficiency. By adopting AI technology, eCommerce entrepreneurs can anticipate demand peaks and trends by analyzing historical data patterns with precision. This not only streamlines order fulfillment but also enhances personalized customer experiences—a critical component in light of increasing competition each holiday season.

However, while automation may help your task management, does it positively impact your customers? A study suggests that an overwhelming 84% of customers base their purchasing decisions on their takeaways with customer service. A great experience might sway their decision to buy from you, but a negative interaction will almost definitely push them away.

Be mindful of how you use chatbots and automation. While technology seems to be slowly taking over this department, many people still quickly reach frustration points when they don't receive human interaction. Use the chatbot to identify issues and direct the user where they need to be. Ensure that your sales and support teams are well-trained and prepared to deal with issues and that they respond swiftly. Finally, ensure that you have enough personnel on your team to deal with the rise of customer issues as you begin to scale.

4. Apply to Become a Google Trusted Store

While there are a variety of sites that support your brand's reputation with reviews, none might be more valuable than Google Customer Reviews. This is because customer reviews and testimonials can appear right beside the search result for these stores without needing to ever click on a link. Not all eCommerce stores receive this benefit, and you must apply to Google to see if you are eligible to receive this certification.

To do this, you will need to find the Google Merchant Programs located in the settings of Google Merchant Center. This is where you can find a variety of business shopping programs such as Shopping ads and Local inventory ads. Simply select Enable, and Google will provide you with a survey you will need to embed on your website.

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Users will then have the option to participate in the survey when they visit your website. These questions will help Google learn what customers think about the service you provide and determine whether or not your operation is up to standards. The entire process can take up to three months, but you'll be rewarded with a Google Customer Reviews badge that you can then post on your site as social proof.

From a marketing perspective, this badge serves a similar function to licenses or certifications granted by external organizations. Because the badge granter has no affiliation with or motivation to promote your brand, customers are more likely to trust the badge provider, and, in turn, your eCommerce store as a result. Compare this to an online store that has no badges, certifications, website security, and poor customer reviews.

If you are unsuccessful in obtaining your badge, you will then have an indication that aspects of your service must be improved. In either scenario, applying is completely free and the feedback you receive for your eCommerce store is invaluable.

5. Boost Your Reach with PPC Campaigns

While pay-per-click advertisements are not a zero-cost marketing solution, they do provide you with considerable control over your budget and what you spend per month. Facebook advertising generally provides the cheapest solutions, while granting a wide reach, but Google and Amazon shopping ads are also highly effective at targeting buyers that already plan to buy.

To get the most out of your PPC campaigns, you'll need to ensure that you're tracking shopping results in either Google Analytics or in the Facebook Ads center via the Pixel. This will notify you of where your buyers are coming from, what they're buying, and your overall ROI for the ad spend.

Google also provides you with the ability to purchase ad extensions that create rich snippets for products or services within search engine results pages. These snippets provide you with additional opportunities to create intrigue and sell your goods. Competitor comparison extensions can allow your product result to appear next to your direct competition and highlight your superior prices or features with ease.

Finally, use the Ad Center on the platform you're using to keep a close eye on what you're paying per click for your chosen keywords. Google Ads can especially become quite competitive, leaving you bidding and paying far too much for premium advertising if you're not careful. In these instances, it's essential to work closely with your SEO experts and determine which keywords might provide an effective, alternative strategy. Longtail keywords especially are overlooked due to their low search volume but are effective at targeting consumers with strong buyer intent.

6. Boost Customer Retention with Customer Accounts & Rewards

Every quality eCommerce store features the option to checkout as a guest or login with an account. This serves several purposes, but a primary one is to encourage customers to commit to shopping with your brand.

This may initially seem counterintuitive as adding more steps between a buyer and a purchase generally lowers conversion rates. However, those that create accounts are more likely to convert than those shopping as guests. This means that the returning traffic you receive is of a higher quality than the unnamed traffic that might visit your store.

However, you never want to bar users from making a purchase from your store without an account as this just equates to a lost sale. Instead, consider prompting users to make an account after making a purchase. They're likely to already feel strongly about their decision and you can take advantage of the opportunity by listing out the benefits your business provides with an account. You might consider offering member benefits such as free shopping over X dollars spent or guaranteed monthly discounts.

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You can also provide a one-time signup coupon or offer as an incentive to get the account created. With the email in your store's system, you'll be able to maximize your marketing efforts and create targeted email campaigns that are unique to that buyer's interests and needs. This is the best way for an eCommerce brand to get even more out of customer's that already decided that they enjoy your store.

Making an account isn't a guarantee that they will return, however. Work with your team to create solutions that actively reward your customers and make them feel positive about returning to and continuing to buy from your brand. This can include regular promotions for account owners and early-bird access to sales or new products. Some brands also offer a point reward system for every dollar spent that they can convert into discounts down the line.

7. Find Ways to Reduce Shipping Costs

A significant challenge that's unique to eCommerce stores as opposed to brick-and-mortar is the logistics expenses. While physical locations still deal with shipments, your store is responsible for safely packing, transporting, and delivering every item to and from your warehouse. The problem is that shipping costs were already climbing and the state of the world in 2020-2021 has significantly compounded the problem. Reports indicate that these inflated costs are here to stay.

An effective way of dealing with this is to outsource your product distribution to a company that specializes in logistics. While you'll still need to pay regular premiums for their services, they'll likely be able to save you money in the long-term that you would be spending on supplies, the labor of packing yourself, and shipping costs. Using asset management software can further streamline your operations and reduce overall expenses.

The costs continue to climb when dealing with international shipping as a result of customs, additional taxes, and foreign regulations. What's worse is that unless you're an expert in international freight, shipping, and inventory management, mistakes can result in delays that not only hurt you financially but hurt your reputation with the customers that are waiting on their goods. Thankfully, these shipping providers understand your plight and generally offer special rates to businesses that provide an expected amount of business every month.

By reducing logistics complexities and improving shipping efficiencies, businesses can save significant costs. For eCommerce owners aiming for seamless management through technology, explore the best logistics management tools to streamline operations. Identifying the right software ensures not just operational efficiency but also enhances customer satisfaction by timely and accurate delivery tracking.

Using advanced methods to manage eCommerce logistics can help significantly cut costs. By tapping into AI consulting for logistics optimization, businesses can enhance their operational efficiency and tackle the increasing shipping expenses tied to online sales. These improvements grant businesses a competitive edge, enabling seamless service delivery crucial for scaling.

By managing your logistics costs, particularly the cost of pallet racking systems, you can significantly improve your storage efficiency and business profitability. These racking systems are essential for effectively handling inventory which directly impacts scaling and operational processes.

An alternative way to combat rising shipping costs is to work it into the price of the product. Customers that are seasoned in shopping online generally expect to pay a bit more for the convenience of having an item delivered to their home. With the right marketing, you can promise a quality product to your customers with the convenience of fast, reliable shipping. With the cost worked into the product instead of a hefty, added charge, your audience is likely to find this to be a great deal. Just be mindful to do your research and do not inflate costs to a point where you're no longer competitive with your rivals.

8. Utilize Opportunities to Upsell and Cross-Sell

Your marketing strategy works and the customer is in the process of moving the item from their cart to a shipping package. Since the intent to spend is already there, there's no better opportunity to encourage the buyer to add on just one more thing.

Salespeople have been utilizing strategies to upsell and cross-sell for an eternity and the strategy should be no different when it comes to your eCommerce store. Cross-selling is simply suggesting products that add to or enhance the item they've already selected. This is generally reserved for items that are of a similar price or cheaper than the item they want. It's an easy psychological trick as if someone, for example, is already spending $20, then an additional $5 on the same credit charge is no real issue.

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Alternatively, the upsell is a final opportunity to upgrade the customer's original purchase to a more expensive model or variation. The same concept applies here in that the buyer has already overcome the struggle with the purchasing decision. Because they're committed to spending a certain sum of money, it's easier to justify spending a bit more on a product that's superior, but similar to the one that they selected on their own.

The key to a strong upsell or cross-sell is to present the opportunity without being singlyĀ overly assertive with the customer. Simply adding an upgrade option and a brief description to a cart before payment is one example of a strategy that works without getting in the way of an otherwise clean checkout process. You take advantage of the chance to sell, while the customer still feels empowered to make their own decisions.

As with any sale, a strong value proposition will speak for itself. Do not overly rely on the additional sales, but welcome them and look for opportunities to improve these conversion rates whenever you can.

Conclusion - Start Scaling Your eCommerce Business Now to Be Ready for the Holidays!

Whether you're prepared or not, online shopping is the way of the future. More shoppers than ever are making online purchases for the first time and the forecast shows no signs of this trend slowing. While it hasn't entirely replaced the need for brick-and-mortar stores, online sales present a powerful, cost-effective way to scale your sales and reach customers all around the world.

However, eCommerce is a highly competitive world for this same reason. With this in mind, you need to give your store every advantage available to compete against not only smaller stores but against juggernaut distributors like Amazon. Collaborating with an ecommerce website development company Elogic can provide the necessary support to streamline operations and boost site functionality, ensuring a competitive edge as you scale. Start by building up your reputation online by listing yourself only as many directories as possible. Keep your details up to date and work with those who leave reviews to resolve issues and maintain a sterling reputation.

Take advantage of advertising platforms such as Facebook, Google, Amazon, and others to feature your products on web pages and search results at the budget that you set. The more intelligence you gather about your audience, the better you can refine your advertisements to target a variety of persons at different stages of the buyer's journey. Platforms like Google can even award your eCommerce store with a trusted store brand so long as you provide excellent service that meets their standards.

Maximize the ROI gained from those that click your ads and visit your website by ensuring that you utilize SEO best practices at all times. Not only does this involve mapping out keywords for your web pages and creating dynamic sales content, but it also involves adding a regularly updated blog to your website. This blog can focus on the news, product updates, or serve as an educational resource for your customers to learn more about your industry. Frequent, high-quality content boosts your SEO, and, therefore, boosts your overall search rankings over time.

Finally, maximize the returns you get on the sales you are receiving by upgrading to a more efficient, cost-effective logistics process. Leave these processes to experts that can reduce costs and offer discounts to businesses like yours that deal in high volume. When customers are ready to purchase items for those partners to ship, take advantage of opportunities to upsell and cross-sell additional goods that can improve your results and assist with scaling.

With dedicated practice and the use of powerful analytics tools to test your strategies and content, your eCommerce store will inevitably scale and grant you the additional profits every business is looking for during the holidays and beyond.