How to get more sales online

We believe there are three key behaviours you should practice to improve your chances and be a better online seller. These are the key behaviours that drive how to get more sales online. Focus hard on the needs of the online shopper. You should focus on getting all the small details right. And finally, you should be constantly testing and learning. 

How to get more sales online

Many people get into online selling because they think it sounds easy. Chuck together a quick site, create a few product images, run a few Facebook ads and watch the money roll in.

Those people are idiots. Don’t be like those people. 

E-commerce is hard. It takes time, effort and learning the skill of online selling. That’s how to get more sales online. 

Despite what those spammy Facebook ads will tell you, there are no guaranteed routes to success in online selling. But we believe, there are three key behaviours and attitudes that can help make you more likely to succeed in e-commerce. 

Firstly, understand your shopper’s needs. Then, look at the shopping experience and work on how to get the details right. And lastly, continually test and learn to build your knowledge about your audience and e-Commerce in general. 

Three brains e-Commerce symbolic open shop sign

Understand your shopper’s needs

Doing market research is really necessary to succeed in selling online. You need to know who your target shoppers are and what they are likely to buy.  This can be qualitative, quantitative or research you do on your own. But definitely, do some research

What is it about your product that is going to benefit the shopper’s life? What will make them want to  put in their credit card details and then wait days for the product to arrive?


man wiping away a tear to show customer experience pain point

If you don’t understand the needs of the online shopper, how can you ever hope to create an online selling experience that meets their needs? Whether it’s convenience, range or value or something else, take the time to really get to know what they want. 

Pain points

One way to look at online shopper needs it to think about their ‘pain points’. Pain points are often identified when working on your customer experience plan. 

Is price pain point? If so, your products need to be cheaper than competitors. 

Is quality or after-sales service a pain point? If so, these can be areas of competitive advantage you can build into your online selling. 

The strongest e-commerce players really understand what their target audience is looking for and are able to create products and services that meet their needs.

They can strip out costs to keep the price low if that’s the pain point. They can work with delivery companies to get faster deliveries if that’s what consumers are looking for. 

Maybe the shopper just wants a brand that they trust and who has a purpose that they believe in? Is that what your brand offers online? 

Answering these types of questions is a big part of how to get more sales online. 

For some more specific online shopper insights, check out our article on what online shoppers really want

Get the details right

You may well have heard the mantra that ‘bigger is better’. In the online selling world, this is not always true. Because to get big, you need to be great at getting the  the small stuff right. Setting up an online selling operation has a lot of interaction with the consumer. And every interaction is as much an opportunity to lose a sale as it is to convert a sale.

So, if you are one of those “I only look at the big picture” types, we recommend you don’t get into e-Commerce. It’s not going to be your bag at all. 


Rope - system

When you selling to a traditional retailer, you rarely have direct contact with your end consumer. The retailer acts as an intermediary between you and your consumers.

In online selling, there’s more direct and personalised connection with the consumer. If you sell direct, you will have their name, their address, their shopping history and an idea of their specific needs and wants.

Giving this data over means the customer expects to be treated like an individual, not like one of many customers. Don’t treat your customers as a mass group of ‘leads’ when you sell online. That’s not going to lead to success.


Think through the little details of the interaction between the consumer and your online store. What is your website strategy and experience?

Have you crafted the check-out message so it’s consistent with your brand? Will you add something extra into their delivery so they get a pleasant surprise when it arrives? Have you set up easy comments and customer service links?

These are the sorts of little details that win over online shoppers and keep them coming back again and again. Another key brick in your plan for how to get more sales online. 

Test and learn

The great thing with online selling is that there are less up-front costs. No retail rent costs. Less or no stock holding costs. Reduced staffing requirements.

And with online media channels like Facebook and Google offering relatively low access media options and very targeted campaigns, you can run multiple ‘small’ campaigns on a relatively low budget. So you have huge scope to test and learn your communications with consumers when you sell online. 


Forest and tree image with question mark symbolisinging strategy

Some campaigns will fail, but some will drive sales.  Those are the ones that you can then start to focus your attention on. Re-invest the money to scale the successful campaigns more, and develop a new bunch of ‘small’ campaigns and offers to test again.

It’s only with this constant cycle of testing and learning with your consumers that you’ll build up the knowledge to be a better online seller.

Failing ‘small’ is not failing if you get a learning that helps you win ‘big’ the next time.

How to get more sales online – summary

Firstly, understand your shopper’s needs. Then, look at the shopping experience and work on how to get the details right. And lastly, continually test and learn to build your knowledge about your audience and e-Commerce in general. 

Good luck. You’ll need a little bit of that too. 

You can also read more on how your style can impact how you do e-Commerce in our article on the three monkeys of e-Commerce

Three-brains and e-Commerce

We have worked on many e-Commerce projects and have good experience across strategy, working with retailers and building D2C stores. We know how to connect these expertise areas back into driving your brand marketing and growing your sales. 

If you want to know more about how we can support your e-Commerce to grow your business  through our coaching and consulting services, click the button below to send us a message.

We can coach you to reach the top of your competitive game.

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