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do you want to know the secret as to why you're getting visitors to your store but they're not buying well I'm going to show you the exact method that I use on my store to convert visitors to buyers and increase my conversion rates the reality is what a lot of entrepreneurs get wrong is they think it's the design of the website that causes conversion rates to go up or down whilst that plays a small part of your conversion rate it's actually not the main reason people buy what we need to do is convince people that the product that you sell is a product that they want and then the design comes in afterwards have a look at stores like Amazon it ain't a pretty design but what they do is they get their product descriptions their features the benefits the delivery they get that all nailed and that's what we're going to do on your store today so you can increase your conversion rates I'm using a concept that was developed by Google in conjunction with the key principles of Behavioral Science I then take that concept and combine that with my own 15 years of experience turning over 100 million dollars plus in e-commerce stores and I've developed a framework which we call the five reasons to buy and I want to take you through that framework now so that you can it into your store if you do implement this framework correctly three things are going to happen the first one is more visitors are going to turn into buyers two your conversion rates go up and three you're gonna make more money if we haven't met my name's Brendan and I'm an e-commerce coach I've been working in e-commerce for over 15 years and I run a number of very very successful Shopify stores myself I work with entrepreneurs just like you on how to start grow and scale the e-commerce businesses to over a million dollars a year through a program called the million dollar store if you'd like to be part of that program I've left a link down below feel free to check it out if not I'm sure this video is going to be a lot of help to Growing your store now let's get into the five reasons to buy framework now reason number one we need to understand the problem that the visitor has when they hit your site when people are buying things they often have a problem a want or a need and they're going searching for a product that can help them satisfy those things so what we need to do is we need to put ourselves in the mind of the buyer and articulate what it is that our product does to solve their problem now we can do that via a number of ways first we do things like calling out the product highlights and the benefits of that product not the features but the benefits because when someone looks at a product they want to know what it does for them not how it does it as an example if we think about someone that needs to buy a knee brace because they have a sore knee they heard it at the gym then what we would do on our product page we'd write something like helps with knee recovery keeps your knees stable reduces pain could be all those things these are the outcomes of someone needing this knee brace now we need to call that out in both the product descriptions we also need to show it where we can in product images or product photos because the clearer we are about articulating the way our product solves that problem the better now let me give you an example of what I do on my store this product here is called Bob now Bob helps people who are into boxing and training now here is really cool because what he does is he acts like a training partner for when you're not training so think about if you're a boxer you might train two to three times a week but on all the other days you don't get time to train so what Bob can do is he can be your training partner at home but what are the outcomes of using something like a bob if we have a look here on our product highlights we call out these four key things Bob helps increase power and accuracy in your strikes so it makes you harder and faster when you're hitting things it feels more realistic than hitting a bag helps this position that they don't need a punching bag they need this guy doesn't fall over no matter how hard you hit him what's great about that is it doesn't matter how strong you are but it also makes you think like you're really tough it also makes the quality sound really good then the final thing is an adjustable stand to match your height so what we've done there is we've answered all the questions of the people who have the problem of needing to train at home when their boxing class isn't on now the second reason to buy is what we call simplified delivery now if someone has chosen to buy a product from you they need to know how fast they're going to get it how much it's going to to cost them and whether there's any other charges involved so what we need to do is articulate those exact things in a clear easy to understand manner on your product pages we need to be as transparent as possible around stock and timings we need to tell someone when it's going to be dispatched and how long it's likely to get there and how much it will cost them we don't want them to have to calculate the shipping here and if possible we could have it as free but we need to call that out we also want to make sure that the person doesn't need to go digging to find out this information too many stores I've seen where people need to go to a shipping page to understand the cost the pricing and the timing but what we want to do is put on our product page if we look over on this Bob example again you can see exactly how we're doing it right here under the add to cart button we talk about where the stock is we say this is local stock and it's going to ship in 24 hours this gives confidence to the buyer that when they're buying from you they're going to get the item quickly the other thing we do is we call out free shipping over two hundred dollars now this product is going to ship for free because it's over 200 but it gives an other signals so people know that we're clear and open and transparent about our shipping and if they need to get more information they can actually open it up here and read more about that information the other important factor to do for conversion rates here is we need to have the shipping message near the decision point the decision point is where someone makes the decision to click that add to cart button we don't want to hide the shipping message anywhere we need them to be confident in making the decision to buy from us now the third reason to buy is by offering great support now if someone has decided that you're likely to be the place to buy from the product solves the problem that they have it looks like it does everything that says that it does they're going to get it quick they know how much it's going to cost on the ship they need to now know what happens if something goes wrong so they need to understand is there a refund policy in place is there a warranty if you provide a warranty we should put on the product pages because not only does that give someone confidence that your product is great but it also shows that you believe in your product by giving them a warranty the longer the warranty the better if you do offer a refund policy make sure you call that out on your product pages as well that it's super clear so people know what happens if something goes wrong the other key element when it comes to offering great support is to answer questions before people ask them and this is called frequently asked questions now having a frequently asked questions block on your page is really powerful because it reduces the time for someone to make a decision to buy your product imagine this someone asks a question about a product they send it through to your customer support team you're applying 24 hours but in the meantime they go and look at another product that answers that question they'll buy it from that competitor so what we want to make sure that we do is that we have those questions answered and we remove any risks on our product pages from people not buying and then the final way of offering fantastic support is making sure that we've got an easy way for customers to contact you now this can be either via live chat it can be via a contact form or it can be via a phone number the more ways that they have to contact you the more signals you have to increase your conversion rate let me show you something really cool they've done now product pages to make it easy for our customers to contact us so go back to Bob here and what we can see is at the bottom of our Pages we have this got a question regarding this product now when we click that that goes straight into a customer service portal where our customer service team responds within under an hour to this question helping our conversion rates Skyrocket now the fourth reason to buy is social proof people buy from people and we all have some sort of herd mentality think about when you might have walked down the street and you've seen a line of people at the front of a store maybe an Apple store or something like that when they've launched the iPhone now what happens then is that creates Intrigue and people don't want to miss out so they jump in the line to get the product because if everyone else is buying it it must be great so we want to do that on our product pages and here are some ways that you can do it on yours the first and the best way that I found is using product reviews I use a tool called judge me to capture reviews and put them on our product pages if we have a look over here on our example we can see I put review Stars here at the top so Bob here has 11 reviews and if you click him it takes you down down to the actual detailed reviews of this product these product reviews are unedited they're verified and they're really clear we say the person's name where they come from and we give as much transparency and visibility about this product the second way if you can't get product reviews or if you do have product reviews you just want to amplify the social proof is putting badges for rewards that you might have received for your product so entry into product Awards or some sort of entrepreneur Awards if we're putting award logos in our products or certifications or things like that it's really going to help with the social proof because people are going to be more believing in how good your product is and that it does what you say that it does now if you can't get reviews and you don't have any awards the other way you can do is call out specific features of your product so if you pull out some sort of technology or some sort of feature in your product that people are familiar with that helps create proof because you're using a tried and tested technology within your product now the final reason to buy number five is what we call Value now value is really really important now we're setting that price in such a way that someone's willing to pay that much for their problem or want or need to go away now a few ways that we can do this the first way is we want to offer something free now if we can offer free shipping on everything that's going to be one of the best things you can do but not everyone can do that right now so if we can't offer free shipping on everything we could offer a free shipping threshold so spend over fifty dollars to get free shipping you know spend a hundred dollars get free shipping the key here is to have the word free in there so that people know that there is an option to get something free they love that word if you can't offer free shipping on a free shipping threshold there's some other little things that we can do here can we offer a free add-on could we do free gift wrapping could we do free personalization could we even offer a free manual or a free ebook the other key to this one here is alongside writing the word free is writing the value of that item so let's just say that someone's buying a product for a hundred dollars and you're giving away a free ebook worth twenty dollars it now means that their order is worth hundred and twenty dollars and they're only spending a hundred that improves the value equation the second part of the value equation is seeing how you're priced in relation to your competitors that have a similar product to you making sure that you have good market pricing and if you don't if you're either higher or lower what we need to do is articulate why you're more expensive or why you're cheaper in your product messaging basically what we want to do here is is someone willing to pay the price that you're asking and the features that you have for their problem to go away are you making the problem go away faster quicker easier or is your product just priced to Market just so you can sell it and then the final value signal that we need to have is if your product is discounted we need to make sure we have a clear strike through messaging so if we have a look at Bob again we can see that his RRP price is actually 629 dollars what we've done is we've strived that out and we've emphasized the discount price as well as the savings message these are signals to say that if you buy this product you're getting the absolute best deal again it's creating more value in the product product so guys that's the five reason to buy framework that's going to help you increase your conversion rates let's just do a quick recap on what they are number one is understand the problem you're trying to solve and clearly articulate that with descriptions images photos everything like that number two is make sure you have simple easy to understand and transparent delivery on your website number three is offer great support this builds confidence and also makes sure that you're a trusted and reputable seller number four provide proof if you can do that in reviews or Awards or testimonials put that on your page and that's going to help increase people's confidence in buying that product and then number five show value offer Something Free put a discount on make sure that the value that you're asking for your product actually helps them achieve the outcome that they want from buying it so really hope you enjoyed this video Implement these strategies into your store you'll see your conversion rates go up your visitors are going to turn into buyers and you're going to make some more money if you like this type of video let me know down below what you love about it and if there's any other videos that you would like me to create for you and I'll do that