How to Increase eCommerce Sales: Proven Tips, Common Mistakes, and the Partner You Need

So, you’ve got an eCommerce store—awesome! But here’s the thing: getting a slice of that sweet online sales pie isn’t as simple as putting up products and waiting for the magic to happen.

With global eCommerce sales projected to hit $6.07 trillion by the end of 2024, it’s clear that the digital landscape is packed with opportunities—and competition where only the savvy survive.

To stand out and succeed, online stores need more than a catchy slogan and great products. But with so many approaches out there, where do you start?

Whether you’re just dipping your toes into eCommerce or you’re looking to step up your game, this guide covers all the need-to-knows. We’ll go over the strategies that actually work, the mistakes even seasoned pros can fall into, and why having the right partner (hint: TCF) might just be the best move for sustainable growth.

Ready to boost those sales? Let’s dive in!

3 Common Mistakes to Avoid When Growing Your eCommerce Sales

Before exploring what to do to drive eCommerce growth, let’s cross out what you shouldn’t do. Avoiding these common mistakes can be just as powerful as the best strategies—and keep you from sabotaging your own success. Here are three pitfalls to steer clear of as you work toward boosting sales:

1. Competing on Price Alone (Engaging in a Race to the Bottom)

While offering competitive prices can attract customers, relying solely on low prices can backfire. Constantly undercutting competitors to win sales can erode your profit margins and devalue your brand, making it harder to convey quality or unique benefits.
To avoid the price war trap:

• Emphasize Value: Highlight what makes your products unique, like quality, durability, or unique features that justify the price.
• Build a Strong Brand: Create a brand identity that resonates with your target audience, helping them see more value beyond just price.
• Offer Exceptional Service: Superior customer service, a flexible return policy, or fast shipping can create loyalty and differentiate you from lower-priced competitors.

By focusing on value and brand, you can attract customers who appreciate more than just a bargain, creating long-term loyalty without having to cut prices.

2. Utilizing Misleading Marketing Practices

Engaging in misleading marketing might grab quick attention, but it can seriously backfire in the long run. Tactics like false advertising, hidden fees, or exaggerated product claims can erode customer trust, lead to negative reviews and social media backlash which would damage your brand’s reputation. Not to mention, they can land you in legal hot water.

How to avoid this pitfall:

• Be Honest in Advertising: Ensure all your marketing materials accurately represent your products or services. Avoid exaggerations that you can’t back up.
• Transparent Pricing: Clearly display all costs, including taxes, shipping, and any additional fees, before the customer reaches the checkout page.
• Clear Terms and Conditions: Make sure your return policies, warranties, and terms of service are easily accessible and written in plain language.
• Authentic Customer Reviews: Don’t fabricate testimonials or reviews. Encourage genuine feedback from real customers.

By maintaining honesty and transparency in your marketing efforts, you build a solid foundation of trust with your customers. This not only helps in retaining them but also turns them into advocates for your brand, boosting word-of-mouth referrals.

3. Focusing Only on Short-Term Sales (Chasing Quick Wins)

While it’s tempting for ecommerce brands to prioritize fast sales through tactics like flash discounts or paid ads, this short-term focus can lead to burnout. These strategies may generate immediate revenue, but they neglect the long-term growth tactics that ensure sustainable success, like SEO, community building, and brand development.

To avoid burning out on quick wins:

• Invest in SEO: While it takes time, SEO drives organic, long-term traffic and helps your brand stay visible without constantly relying on ads.
• Build a Loyal Community: Engage with your audience consistently, creating relationships that lead to repeat customers and brand advocates.
• Focus on Customer Retention: While acquiring new customers is important, retaining existing ones is more cost-effective.

By balancing short-term sales tactics with long-term strategies, ecommerce brands can enjoy lasting growth and avoid relying on fleeting bursts of activity.

Essential Tips for Increasing eCommerce Sales

Now that we’ve covered what not to do, let’s dive into proven strategies that can help your eCommerce store thrive. These tips focus on creating a seamless shopping experience, boosting visibility, and building customer loyalty—all key to driving long-term sales growth.

1. Implement Abandoned Cart Recovery Campaigns

Picture this: a shopper is browsing your site, fills up their cart with goodies, then… poof! They disappear without checking out. It’s like getting stood up on a date. But don’t worry, abandoned cart recovery campaigns are here to save the day!

With around 70% of online shoppers abandoning carts, a friendly reminder can work wonders. Set up automated emails that pop into their inbox shortly after they leave, saying, “Hey, don’t forget about these!” Sweeten the deal with a little incentive—maybe free shipping or a discount to seal the deal.

And don’t be shy about using retargeting ads to give them a gentle nudge as they scroll through social media. This casual follow-up often brings shoppers back to finish what they started, turning ghosted carts into solid sales.

2. Offer Free Shipping Thresholds

Let’s be real—free shipping is an instant win. And here’s where a little “girl math” comes into play: if you need to spend $50 to get free shipping and your cart is only at $40, adding an extra $10 item basically means you’re saving on shipping, right? It just makes sense!

By setting a free shipping threshold, you’re giving customers a reason to add that one more item to hit the magic number, which in turn boosts your average order value. Just be sure to highlight the free shipping threshold throughout your site so shoppers can see how close they are to “saving” money with their extra purchase. It’s a win-win for everyone.

3. Leverage Customer Reviews and Ratings

There’s nothing quite as reassuring as seeing glowing reviews from real customers. In a world where everyone reads reviews before buying (yes, we’re all guilty), leveraging customer ratings can be a game-changer. Positive reviews don’t just build trust—they create a sense of “if they love it, I will too.”

Make it easy for customers to leave feedback and showcase those reviews front and center on product pages. Ratings, photos, and testimonials from happy customers can be the nudge new shoppers need to hit “Add to Cart.” And don’t shy away from a few less-than-perfect reviews; they add authenticity and show potential customers that you value honest feedback.

A strong lineup of reviews can work wonders for your sales by making customers feel like they’re making a smart, well-loved choice.

4. Optimize Your Pricing Strategy

Pricing can make or break a sale, so it’s crucial to find that sweet spot where customers feel they’re getting value without undercutting your profits. A well-thought-out pricing strategy considers competitor pricing, product quality, and perceived value. Here are a few tactics to make the most of it:

• Use Psychological Pricing: Simple tricks, like setting prices at $19.99 instead of $20, can make products feel more affordable. Odd pricing or “charm pricing” can subtly influence purchasing decisions.
• Offer Tiered Pricing Options: Give customers choices by offering basic, standard, and premium versions of products. This allows different price points to appeal to different budgets, while often driving interest in the middle or premium options.
• Run A/B Price Testing: If you’re uncertain about a price, test it! Try A/B testing different prices on product pages to see which performs best. This data-driven approach ensures you’re not leaving money on the table.
• Bundle Products for Value: Group related items together at a slight discount to increase average order value. Customers often feel they’re getting more for their money when purchasing bundles.
• Analyze Competitor Pricing Regularly: Keep an eye on competitors and adjust your prices as needed to stay competitive without solely relying on discounts.

A thoughtful pricing strategy can position your brand as a high-value option that customers are excited to invest in, all while supporting your bottom line.

5. Optimize Your Sales Funnel

Think of your sales funnel like a path leading customers to treasure—only, instead of gold, it’s your awesome products at the end! A well-optimized sales funnel guides customers seamlessly from awareness to purchase, turning casual browsers into loyal buyers. Each stage of the funnel—awareness, consideration, and decision—needs tailored strategies to keep potential customers engaged and moving closer to checkout.

• Awareness Stage: At the top of the funnel, you want to catch people’s attention. Use social media, SEO, and content marketing to attract potential customers who are just discovering your brand. Valuable blog posts, videos, and social content can help make a memorable first impression.
• Consideration Stage: Now they’re getting interested, so build trust! Customer reviews, comparison guides, and educational resources can do wonders. This is your chance to say, “Yes, we’re as good as we seem!”. Retargeting ads and email marketing can remind them of products they viewed, keeping your brand top of mind.
• Decision Stage: At the bottom of the funnel, it’s time to seal the deal. Make checkout smooth and simple, add a tempting call-to-action, and maybe even toss in a limited-time “just for you” discount or free shipping. Abandoned cart reminders are also essential at this stage to recover missed sales. And don’t forget post-purchase upsells! Offer related products or exclusive add-ons at checkout to gently boost the cart value without seeming pushy.

A well-tuned funnel doesn’t just boost sales; it helps you spot where customers might be getting stuck along the way. Keep refining each stage, and soon you’ll have customers happily flowing from awareness to loyalty!

6. Conduct Thorough A/B Testing for Continuous Optimization

Think of A/B testing as your eCommerce lab—it’s where you experiment, learn, and perfect every element of your store. By testing variations of everything from button colors to product descriptions, you can see what drives better results and make data-backed decisions to improve your store.

Start with key elements: test headlines, call-to-action buttons, images, and even checkout layouts. For example, does a “Buy Now” button convert better in blue or red? Does a shorter product description keep customers more engaged? Small tweaks can lead to big gains, so let the data decide!

Run each test long enough to gather meaningful insights, but don’t test too many things at once, or you’ll end up with confusing results. Think of it as fine-tuning your store, step by step, to create a shopping experience your customers can’t resist. Consistent A/B testing ensures your store isn’t just set up well—it’s always getting better.

7. Offer Subscription or Replenishment Services

One-time sales are great, but why not turn that into a steady revenue stream? Subscription or replenishment services keep customers coming back automatically, making life easier for them and giving you reliable repeat business. For consumable items like skincare, pet food, or coffee, this can be a game-changer.

Set up a subscription option at checkout, offering perks like a slight discount or free shipping for subscribers. Customers appreciate the convenience of not having to remember to reorder, and you benefit from predictable sales. It’s a win-win that boosts loyalty and customer lifetime value.

Plus, customers who subscribe are less likely to shop around, helping you build a loyal customer base. A simple “subscribe and save” option could be all it takes to lock in regular buyers and keep your cash flow steady.

8. Leverage Social Media and Micro-Influencer Partnerships

Social media is your brand’s gateway to a massive audience, and when combined with micro-influencer partnerships, it becomes a powerhouse for engagement and conversions. Micro-influencers—those with between 1,000 and 100,000 followers—often have a closer, more authentic connection with their followers. When they promote your products, their recommendations feel personal and trusted, making their followers more likely to check out your brand.

To maximize impact, start by building an engaging social media presence on platforms like Instagram, TikTok, and Pinterest. Post regular content that showcases your products, tells your brand story, and invites followers to interact. Then, collaborate with micro-influencers who share your values and appeal to your target audience. If you’re in the wellness niche, for example, work with influencers who focus on health and fitness.

These partnerships let you reach new audiences in a cost-effective way, creating a ripple effect of brand awareness and credibility. By combining your social media strategy with micro-influencer power, you’re setting the stage for stronger brand recognition and quality customer engagement.

9. Offer Buy Now, Pay Later Options

Offering “Buy Now, Pay Later” (BNPL) options, like Klarna or Afterpay, is a smart way to make purchases more accessible. BNPL allows customers to split their payments into manageable installments, which can be especially appealing to budget-conscious shoppers. By integrating BNPL at checkout, you’re not only reducing financial barriers but also increasing your average order value, as customers may feel comfortable adding a bit more to their cart.

Make sure to highlight this option on product pages and during checkout so customers are aware of their flexible payment choices. Adding BNPL can create a smoother path to purchase and ultimately boost your store’s conversions.

10. Create a Creative Strategy Map (CSM)

Feeling like your marketing messages are a bit all over the place? Time to get them in sync with a Creative Strategy Map (CSM)! Think of a CSM as your brand’s blueprint—it keeps your messaging consistent and laser-focused.

Here’s the quick rundown:

• Identify Customer Pain Points: What challenges are your customers facing? By understanding their needs, you can tailor your messaging to offer real solutions.
• Define Your Unique Selling Proposition (USP): What makes your brand stand out from the crowd? Highlighting your USP ensures customers know why they should choose you.
• Craft Catchy Hooks and CTAs: Create attention-grabbing headlines and clear calls to action that guide customers on what to do next.
• Align Your Visuals and Tone: Keep your brand’s look and feel consistent across all channels, so customers instantly recognize you.

By mapping out these elements, all your marketing efforts work together seamlessly. A solid CSM not only boosts your sales but also strengthens your brand identity. It’s like having a trusty GPS for your marketing journey—keeping you on track and headed straight toward success!

Why TCF is the Growth Partner You Need

Implementing these strategies can feel like a lot to juggle—and you don’t have to do it alone. That’s where TCF comes in. With years of experience in crafting data-driven strategies, building customer-centric campaigns, and delivering measurable results, TCF is the trusted partner for brands looking to scale sustainably.

Here’s what sets TCF apart:

• Tailored Strategies: We don’t believe in cookie-cutter solutions. Every strategy our team creates is customized to meet your brand’s unique needs, audience, and goals.
• Proven Expertise: With a track record of successful campaigns across diverse industries, we bring insights that turn challenges into opportunities.
• Full-Service Support: From influencer collaborations to performance analysis, TCF is your one-stop shop for driving growth without the guesswork.
• Transparent Results: We believe in clarity and accountability, so you’ll always know where your investment is going—and what it’s bringing back.

If you’re ready to take your eCommerce store to the next level, TCF is one email away.

Conclusion

Growing eCommerce sales isn’t about one-size-fits-all strategies or quick fixes—it’s about building a sustainable, customer-first approach that keeps shoppers coming back for more. By avoiding common pitfalls, implementing proven tactics, and staying flexible to adapt to changing trends, you’ll position your store for long-term success.

From optimizing your sales funnel and leveraging customer reviews to tapping into the power of micro-influencers and creating a subscription service, the possibilities for growth are endless. The key is to stay proactive, data-driven, and focused on providing real value to your customers.

And if you’re feeling overwhelmed by all the moving parts, don’t worry—you don’t have to do it alone. Partnering with experts like TCF can help you craft and execute a winning strategy tailored to your brand’s unique needs.

W sales!