Everything You Need to Know

Are individuals visiting your on-line retailer, however gross sales aren’t coming in?

Even in case your ecommerce web site is up and working, and also you’re reaching the fitting viewers, it’s vital that you know the way to merchandise your merchandise successfully.

In this text, we’ll clarify precisely what on-line merchandising means and the way it relates to what you do in brick-and-mortar shops. We’ll additionally share efficient ecommerce merchandising methods that may assist enhance your retailer’s development and success.

Let’s begin by defining ecommerce merchandising.

Table Of Contents

What is ecommerce merchandising?

Ecommerce merchandising is the strategic placement of your merchandise in an internet store. It allows on-line shops to mirror the retail house of their brick-and-mortar counterparts (that’s, if they’ve one).

Often, it entails making a buyer journey path internet buyers can comply with in your web site as they browse merchandise that embody complementary merchandise for chosen gadgets. Online retail shops and bodily shops differ when it comes to structure, branding, and product grouping.

Example of an online store – Livrarias Curitiba.Example of an internet retailer – Livrarias Curitiba.

Store structure

In a brick-and-mortar retailer, merchandisers use their senses to decide the place to put merchandise. Online, they’ve to rely primarily on knowledge and can’t resolve which product will promote finest just by taking a look at it. Online retailers examine gross sales knowledge for comparable product catalogs throughout completely different websites to decide which merchandise ought to be positioned in particular spots on-line.


Traditional merchandising entails manufacturers working with retail shops. In ecommerce companies, merchandising offers a channel via which manufacturers can promote straight to clients. The distinction between these two is that whereas they each contain buyer expertise, on-line merchandising gross sales have a tendency to be way more one-to-one due to knowledge analytics and concentrating on.

Product grouping

Traditional merchandisers cope with merchandise in lots of variations and prepare a number of merchandise on cabinets or tables so clients can see them collectively. Ecommerce merchandising is targeted on giving probably the most outstanding locations in every class to the merchandise you need to push probably the most. Ecommerce websites sometimes use product descriptions, pictures, and different particulars to assist buyers discover what they’re on the lookout for with out evaluating choices aspect by aspect.

Lush clearly highlights their best selling products within a given product category.Lush clearly highlights their best-selling merchandise inside a given product class.

Elements of ecommerce merchandising

There are 5 components of ecommerce merchandising designed to maximize the effectivity of your ecommerce enterprise, as follows:

Homepage merchandising

Through homepage merchandising, present clients with related product info and incentives to buy in your homepage. Your homepage ought to have loads of calls to motion (CTAs) and particulars of promotional gives. Include mission statements, and brand-building messaging that assist distinguish your self from opponents on-line in your homepage to assist drive gross sales. Also, have an possibility for customers to enroll to enhance your buyer subscriptions.

United by blue's homepage features their main CTA directing visitors to their new arrivals.United by blue’s homepage options their important CTA directing guests to their new arrivals.

Look-book and assortment pages

If you’re a clothes retailer, lookbooks assist your clients to visualize what the merchandise you’re promoting appear like and supply them with a foundation of inspiration for their very own outfits of the day. Having separate pages of editorials and curated collections signifies to your clients which items of clothes go nicely collectively and will doubtlessly upsell your merchandise. It’s additionally a enjoyable and inventive manner to promote your newest product launch.

United by blue's journal features products that fit together.United by blue’s journal options merchandise that match collectively.

Online advertising

When you’re selling a product or a set of merchandise, among the finest methods to get them seen is to tie the promotion into an internet advertising marketing campaign. You can ship the promotion in a message composed in a selected manner that showcases a selected product, assortment, or cluster. The finest technique right here is to personalize your advertising efforts in your target market or for a phase of your target market that you just suppose will achieve probably the most worth out of your promotion.

Newsletter from united by blue.Newsletter from united by blue options their new arrivals.

Read extra: How to Promote a New Product Using Email Marketing

Product pages

If you could have ecommerce companies, it’s best to use product pages to describe every bit of your merchandise. Also, use product pages as touchdown pages. Include product descriptions, pictures, movies, and efficient CTAs in your product pages for an optimized buyer expertise.

United by blue's product page.United by blue’s product web page.

Read extra: 10 Easy Ways to Create Product Pages that Convert

Category-based merchandising

This strategy to on-line procuring entails clustering and rating merchandise that slot in one class collectively. The better part about category-based merchandising is that it gives flexibility in presenting your merchandise to clients. 

But one of the best category-based merchandising technique is to promote specific merchandise in every class. In category-based merchandising, product picture placement, the order of merchandise, rankings, and product comparisons, if out there, assist spotlight the merchandise you need to achieve consideration for one of the best on-line procuring experiences.

United by blue 'New Arrivals' category.United by blue ‘New Arrivals’ class.

Why is ecommerce merchandising vital?

Customer expectations, click-through charges (CTR), and the general procuring expertise influence your conversion charges and your capability to generate leads. Disappoint in any of those areas, and over time you’ll begin to see the unfavourable results. High bounce charges are extra seemingly, and potential clients will make buy choices with out transferring inside your web site, reducing your conversion charges. 

With ecommerce merchandising, you may higher retain clients and enhance your advertising objectives by retaining bounce charges low and offering an amazing buyer expertise. 

Understanding how clients work together together with your web site store pages and what they anticipate out of your ecommerce web site permits you to create buyer experiences that convert into gross sales. Consistent navigation throughout your ecommerce websites additionally makes it simpler for patrons to transfer between net pages. A well-thought-out merchandising technique ensures your enterprise meets its advertising objectives and helps get extra loyal clients with frequent buying habits and excessive common order worth.

16 suggestions to good your ecommerce merchandising technique

The objective of ecommerce merchandising is to create a seamless on-line procuring expertise. Here are sixteen suggestions for an impeccable ecommerce merchandising technique:

1. Know your buyer and study what they need and wish

Have sense of your buyer demographics earlier than excited about merchandising. Do your market analysis, and perceive what individuals need and wish out of your services or products.

Example of an email asking customers to leave an opinion about their online store.

Reach out to clients and ask them questions on their shopping for habits. Watch what they do in your web site and the way they seek for merchandise in your classes. Also, take a look at their opinions to see what they like or dislike about your merchandise. If doable, discuss to clients straight via focus teams or surveys. Surveys will show you how to higher understand your customer base and make sure that you supply them precisely what they need when procuring on-line.

2. Have an eye catching homepage

The homepage is a consumer’s first impression of your model and whole retailer and is certainly one of your main alternatives to preserve customers in your web site, so it should be engaging. However, that doesn’t imply it’s best to stuff it with components, preserve it minimal and stick to your model id.

Gymshark's eye-catching homepage.Gymshark’s eye-catching homepage with a robust headline.

If the color palette you’ve chosen is pastel then be sure to spotlight that within the completely different components however don’t assault the senses. With visible merchandising, you should utilize picture content material in your homepage that conveys high quality, worth, and authenticity. 

3. Have efficient product pages

Product pages are distinctive touchdown pages that comprise tailor-made and related product info. For buyers, merchandise should even have high-definition pictures with correct descriptions, equivalent to sizing info and options. 

Product movies that present an outline of options additionally enhance gross sales by including one other degree of credibility and authenticity to your model expertise. Whereas your product opinions present buyers what others take into consideration a product earlier than shopping for it, growing belief and confidence in your model.

Example of an ecommerce product page featuring social proof.Example of an ecommerce product web page that includes social proof. Source: Exploding Kittens

Read extra: 10 Easy Ways to Create Product Pages that Convert

4. Use synthetic intelligence

Artificial Intelligence (AI) helps you get related ideas, discover gaps in your catalog, perceive bounce charges, and extra. AI algorithms predict which merchandise customers will seemingly click on on and buy, serving to enhance your gross sales. 

While utilizing AI algorithms, begin with related ideas based mostly on previous shopping for behaviors, product opinions, and different kinds of merchandise your purchasers may discover fascinating. Additionally, you should utilize AI know-how that predicts when customers are about to abandon an internet procuring cart. Send customized messages to leaving buyers, encouraging them to end their purchases. This manner, buyers have a larger probability of changing into consumers who return for repeat enterprise.

Example of an exit intent popup displaying a discount code.Example of an exit intent popup template displaying a reduction code. Source: GetResponse Popups and Forms.

Read extra: Cart Abandonment Email Examples and Tips

5. Mobile vs. desktop

The most popular way for customers to store on-line is on their tablets and smartphones. That mentioned, optimizing your web site for cell and desktop viewing to go well with all machine customers is advisable in the event you purpose for a excessive gross sales quantity in a short while. Mobile customers might be simply as engaged together with your web site as these searching on desktops, however they have an inclination to have larger abandonment charges due to smaller screens that don’t show your content material optimally. 

Make positive all product pages are optimized to show nicely throughout all display screen sizes by creating completely different templates or microsites explicitly designed for cell or pill use. Adjust titles, product pictures, and descriptions to guarantee your related merchandise are straightforward to discover and consider on cell units.

Share of mobile traffic between Q1 2015 and Q2 2022. Source: Statista.Share of cell site visitors between Q1 2015 and Q2 2022. Source: Statista.

6. Group any associated merchandise

Assign teams of merchandise based mostly on key phrases, product descriptions, manufacturers, or different related components. Grouping like gadgets collectively improves your web site’s usability and makes it straightforward for buyers to discover what they’re searching for. Grouping gadgets will even enhance your SEO. When a consumer searches for a key phrase associated to certainly one of your grouped merchandise, that merchandise is extra seemingly to present up of their outcomes.

For instance, in the event you promote footwear and clothes, you may group them by shade. If somebody searches for pink footwear, all pink footwear will seem of their outcomes.

Products grouped by color. Source: Shoe BoxProducts grouped by shade. Source: Shoe Box

You can additional optimize your ecommerce merchandising technique by together with hyperlinks inside every group of merchandise so clients can simply navigate from one product to one other. Grouping retains clients engaged together with your web site and permits them to browse a number of choices with out going forwards and backwards between pages.

7. Increase personalization of product suggestions

Get extra detailed together with your product descriptions to make extra related, customized suggestions, growing your conversion charges. Use automated suggestions to personalize buyer experiences, equivalent to providing customized suggestions based mostly on previous orders or visits.

For instance, recommend complementary equipment like wallets or purses if somebody searches for a handbag. Or you may cross-sell associated biking equipment when somebody purchases a motorcycle.

Product recommendations generated by AI in an ecommerce store.Product suggestions generated by AI in an ecommerce retailer.

Read extra: How to Boost Your Ecommerce Sales With Product AI Recommendations

8. Make intelligent use of visuals

Use intelligent product photographs and memorable visuals to assist your merchandise stand out from opponents. Once you already know what works for your enterprise, incorporate acquired concepts into each picture you placed on show within the ecommerce retailer. 

Consider establishing photograph shoots with props or individuals who replicate your target market. Such ideas are visually interesting and remind individuals what sort of merchandise you could have out there for buy and make individuals extra seemingly to purchase. Remember to add textual content overlays in your visuals. 

For instance, a hand mannequin is an effective way to catch consideration in the event you promote jewellery (see the photographs under). If you promote meals and drinks, strive arranging objects in artistic ways in which create compelling compositions.

Product page showing the product itself. Source: KatmeleonProduct web page displaying the product itself. Source: Katmeleon

Product page showing the product being used. Source: KatmeleonProduct web page displaying the product getting used. Source: Katmeleon

9. Collect and analyze buyer knowledge

Keep an eye fixed on buyer analytics for higher service provision. Take word of the merchandise searched steadily and which of them clients usually add to their procuring carts. Review your SEO technique and guarantee it successfully offers related merchandise at every stage of the shopper’s journey on-line, beginning with the search bar till they finalize their purchases by including a product to the cart. 

Consider how clients reply to your emails, banners, and adverts. Ensure you could have sufficient details about who’s coming to your web site. Look into your analytics package deal and examine the patterns of customers who convert into paying clients. Analyzing buyer knowledge retains clients glad, enhancing repeat enterprise and referrals to new purchasers.

10. Make positive your web site is simple to navigate

Navigation issue induces consumer frustration, main them to depart your web site with out making a purchase order. If you could have many merchandise and classes, it might probably show difficult in your clients to navigate via all that info. To optimize your ecommerce web site, think about visually organizing your web site utilizing various kinds of graphics. 

Be positive to add informative particulars within the customizable a part of the class web page, that manner you may showcase merchandise you need to promote.

The homepage ought to comprise clear calls to motion that direct clients in direction of what you need them to do subsequent. Create visible boundaries between product classes with colourful banners or straightforward navigation bars. These options will assist information clients via your retailer and enhance gross sales. 

Take for instance, this homepage by flair.hr. It could be very clear that they need you to both guide a demo with them or present your electronic mail tackle to allow them to ship you a product video. The navigation bar is obvious and easy, with the decision to motion standing out in a special shade.

Intuitive site navigation featuring bread crumbs and minimalistic nav bar from Danner.Intuitive web site navigation that includes bread crumbs and minimalistic nav bar from Danner.

11. Use social proof or user-generated content material

As with most issues, individuals need proof earlier than shopping for, primarily in the event that they haven’t heard of your model otherwise you lack a monitor report for stellar customer support. Encourage your clients to depart opinions, testimonials, and stats about your product posted in your web site. And give them the explanations to make these opinions constructive.

Getting a lot of site visitors in your web site with out spending a lot cash on digital advertising reveals curiosity in your supply. One of one of the best methods to get some site visitors to your web site is to arrange an associates program or accomplice with influencers. Showing that customers work together together with your web site via rankings or shares helps show that they see worth in what you supply, and it’ll seemingly end in them making a purchase order.

Exploding Kittens product page highlighting customer reviews.Exploding Kittens product web page highlighting buyer opinions.

Exploding Kittens product page featuring customer reviews.Exploding Kittens product web page that includes buyer opinions.

12. Optimize for search engine marketing

Search engine optimization is about working with platforms like Google to guarantee your web site seems in pure search outcomes. Optimize your web site components and content material to be related to varied phrases clients may use when looking for merchandise.

Image listing off-page SEO factors.Source: Marketsplash

Factors like having related ideas and product opinions have an effect on your web site’s rating on search engine outcomes pages (SERPs). These components play a job in influencing how many individuals come throughout your web site Integrate content material from different sources like Reddit to enhance your search outcomes and enhance your search engine rating. Incorporating content material from such sources recognized for having correct details about area of interest searches will increase your web site’s site visitors.

13. Think out of the field

To enhance gross sales on-line, strive new concepts which might be artistic and haven’t but been executed by each ecommerce retailer on the market. 

Make positive you all the time evaluate what upgrades your ecommerce server has out there and implement those who not solely profit the shoppers but additionally don’t hurt your web site efficiency.

If your server can deal with AJAX know-how, then think about using an autocomplete search bar, permitting customers to shortly sort in just a few key phrases after which flick through doable outcomes with out getting into a question. However, be cautious of this, in the event you don’t have the server capability, then your web site efficiency will drop – significantly on cellphones.

Autocomplete search bar on Farfetch's store's website improving the user experience.Autocomplete search bar on Farfetch’s retailer’s web site bettering the consumer expertise.

Autocomplete search bars assist enhance conversion charges as a result of customers would not have to take into consideration exactly what they need earlier than looking out. Instead, they’ll get fast outcomes based mostly on their preliminary queries.

You can even encourage social sharing by giving clients choices to tweet or publish your merchandise on social media platforms. When doable, embody user-generated content material from others who’ve bought your gadgets so buyers can learn sincere opinions from different individuals identical to them.

14. Add worth to your merchandise with related content material

As buyers change into more proficient at utilizing search engines like google and extra conversant in merchandise on varied retailer websites, it’s best to leverage related content material, particularly product opinions, guides, webinars, social media reels and every other content material that showcases your merchandise in one of the simplest ways doable. 

Relevant content material helps make sure that your merchandise pop up when clients seek for associated gadgets. For instance, suppose you promote trainers. In that case, you can write quick product descriptions and embody footage of precise runners carrying your footwear.  

Or, in the event you’re a SaaS ecommerce firm, you may present product demonstrations within the type of premade movies. Take this product web page by Animation Desk, for instance. They have a product tutorial video displaying how to finest use their product, after which they produce other animation movies individuals have made whereas utilizing it.

Product page featuring videos made by the app's users. Source: Animation Desk.Product web page that includes movies made by the app’s customers. Source: Animation Desk.

Add extra worth by having buyer opinions and related content material that displays what options clients like about your merchandise or the worth your merchandise convey, builds belief with new buyers. You will enhance gross sales for these specific merchandise and encourage new clients to buy further merchandise out of your web site.

15. Make communication together with your clients private and significant

Personalize your message to clients and study what they want. When it comes to growing your income, making your relationship with clients certainly one of authenticity and transparency is crucial. Showcase just a few merchandise which might be trending or add some content material that your viewers can take pleasure in studying as a manner of retaining them coming again. That mentioned, guarantee you aren’t bogging down clients by bombarding them with too frequent emails.

One manner to discover out what’s in your buyer’s thoughts is utilizing a chatbot or reside chat function. Search your ecommerce service for a widget or plugin that lets a buyer begin a chat together with your bot proper out of your web site.

Ecommerce chat example.

16. Smartly strategize gross sales and reductions

You don’t need your merchandise languishing on cabinets in your retailer. To encourage clients to act now, strategically supply gross sales and reductions and free delivery on sure kinds of purchases.

71% of customers follow brands for the purpose of getting promo codes.

Plan every sale strategically, contemplating your revenue margins and long-term enterprise technique. If you resolve to run a proposal, guarantee your stock is massive sufficient so clients won’t have hassle discovering what they need. Also, guarantee your web site is optimized for search engines like google so individuals looking for reductions or free delivery will discover your web site. Sales and reductions appeal to new buyers to your enterprise.

Wrapping up

As ecommerce has advanced and continues to evolve, merchandising strategies have change into more and more refined. Luckily with the record of finest practices now we have compiled, you may simply sustain. To get probably the most out of your ecommerce merchandising technique, you want to stability your wants together with your clients’.

Make positive that every product you’re promoting is interesting in its personal proper and that you just’re showcasing all of its finest options, each to shoppers and search engines like google, to guarantee a wonderful buyer expertise.