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References

"'Ask the Small Business Professor' is a must read for small business owners looking for free expert business advice. Using a Q&A format, Bruce Freeman covers important small business topics weekly by bringing in recognized experts on subjects including accounting, legal issues, trademarks marketing and sales. Don't miss it!"

Joseph L. Rosenberg

CPA

"Bruce Freeman, The Small Business Professor, is a most valued and enthusiastic guest contributor to the business segment of our radio show dealing with the challenges facing today's entrepreneurs. His practical and insightful advice has served to enhance our ability, as broadcasters, to help business owners move ahead in their various fields of endeavor. ....Thank you, Bruce."

Sue Tovey / Sande Foster

Co-Hosts

WTBQ 1110 AM (ABC Affiliate Station)

"I've been working with patients for almost 10 years as a Chiropractic Physician. I'm always looking for new ways to increase awareness of the valuable clinical services provided at my centers. Bruce Freeman has given me insightful ideas to assist in my marketing efforts. I rely on his 'Ask the Small Business Professor' column to keep me abreast of new trends and developments in the field. I couldn't ask for a more knowledgeable and capable advisor as my companies move forward into providing nationwide healthcare for patients."

Dr. Daniel Houshmand, D.C.

AlternaCare Wellness Centers, LLC

"The Small Business Professor is a site that should be bookmarked by every entrepreneur. In today's business environment, it is difficult to gather information and obtain answers to the myriad of questions that face business owners. Bruce Freeman's 'Ask the Small Business Professor' column is an excellent resource that provides guidance, up-to-the-minute information, mentoring, and more."

Irene Maslowski

APR Principal

Maslowski & Associates Public Relations

"I find the column inspiring and helpful to me in running my own small business."

Dan Janal

President and Founder

PRleads.com

Web Site Sales

Dear Professor Bruce:

I have a professionally designed Web site for my business. The information is solid, it looks great, and I get plenty of traffic. The problem is that I am not getting enough sales from the site. People seem to be shopping but not buying. What can I do to help convert Web site visitors to buyers?

Answer:

Having a great looking Web site isn't all that's required to succeed in e-commerce. Just like with a bricks and mortar store, you have to make sure you are attracting customers that are truly interested in buying your products and you must make it easy to complete the sale. No one wants to wait in a very long line to buy something in a store. Online, people are even less patient, and sometimes bail out of the 'shopping cart' process because it's too long and complicated. Shoppers also place a high value on reliability and security in making online purchases. Yahoo's Director of E-commerce Jimmy Duvall offers the following advice:

  • To help drive the "right" traffic to your site, make sure your e-commerce solutions provider automatically submits your business to the leading search engines (Yahoo and Google). Yahoo's Merchant Solutions product does that, and includes discounts for listing with Yahoo Shopping.
  • To help encourage shoppers to become buyers, merchandise your products by offering promotions like discounts, cross-selling, and gift certificates.
  • Look 'under the hood' of your Web site to better understand where your visitors are leaving your site, where your buyers come from, and if you are spending on search marketing, to determine what keywords are paying off. For example, Yahoo's e-commerce solution can provide as many as forty reports and graphs with helpful customer details.
  • Review your checkout process and customize it to maximize your sales. Many shoppers prefer a one-page, simplified check out process, with shipping costs automatically calculated so that they can see their total purchase price before they buy. Also, keep gift buyers in mind by offering gift wrapping and messaging options.
  • Finally, give your customers peace of mind that their information will be secure when making a purchase. For example, Yahoo Merchant Solutions protects customer information with Secure Sockets Layer (SSL) using 128-bit encryption, which complies with stringent Visa security requirements and is the highest level of encryption available in commercial web browsers.

Online, people are even less patient, and sometimes bail out of the 'shopping cart' process because it's too long and complicated.