Nyereséges webáruház 24 óra alatt? – 25 inspiráló e-kereskedelmi esettanulmány

 

Megtudhatod, hogyan érdemes kutatnod, közönséget és terméket keresned, hol baltázhatod el a büdzsét és mire érdemes költened.

Nem szaporítjuk a szót, mert lesz bőven olvasnivalód – az első néhány tanulmányból a legérdekesebb következtetéseket részletesen is kivesézzük.

 

Erről olvashatsz mindjárt:

 

Gamerszemüvegek és közösségi kampányok Tea, 3 nap, 1000 dollár Pólók, 3 hét és 1248 dollár bevétel 24 órás kihívás Újabb 24 óra: marhahússal A THEGREATBUILD projekt Havi 120 ezer dollár szakállápolásból És a többi történet… 6 jó tanács

 

 

Gamerszemüvegek és a közösségi kampányok ereje

 

Corey Ferreira a Shopify csapatának tagjaként kifejezetten azért indított webáruházat, hogy esettanulmányt készíthessen belőle.

Mivel a csapat korábbi esettanulmányaihoz dropshipping áruházakat építettek fel, Corey valami mással próbálkozott meg.

Közvetlenül egy kínai gyártótól importált árut – aminek a kiválasztásához egy sor kritériumot határozott meg:

  • A terméknek kicsinek és könnyűnek kellett lennie, hogy legfeljebb egy cipősdobozban elférjen.
  • Viszonylag olcsónak is kellett lennie, 1-10 dollár között, így a költségek nagyobb rendelés esetén is alacsonyan tarthatók, és persze nagyobb árréssel is dolgozhat a webáruház.

 

Előbb a közönséget találd meg, aztán a terméket

 

Az elektronikai termékeket és ételeket Corey eleve kizárta, mert rizikósak (el/megromolhatnak többek között). Egy olyan terméket akart, amellyel egy szűk és szenvedélyes célközönség megcélozható.

Végül először nem a terméket határozta meg: keresett inkább egy célközönséget, ebben az esetben a gamereket. A választás adta magát, mert Corey maga is gamer, így jól ismeri az igényeiket, problémáikat.

Az egyik jellemző probléma a megerőltetett szem – amit egy bizonyos szemüvegtípus, mely a kék fényt szűri, megoldást kínálhat.

Az ötlet tehát meg is van. Ezt mélyebb kutatási fázis követte. Corey először hasonló termékeket keresett a neten, hogy megállapítsa, mennyit hajlandóak költeni rá a célcsoport tagjai, melyek fogynak a legjobban, milyen visszajelzések érkeznek, milyen stílusokat kedvelnek leginkább, és persze kik a főbb konkurensek.

A Google Trends is értékes adatokkal szolgált: megmutatta, hogy az elmúlt években meredeken emelkedett a „gaming glasses” és „blue light blocking” keresőkifejezésekkel futtatott keresések száma – az igény tehát valószínűleg megvan a piacon.

 

Üzleti előkészületek

 

Ezután ki kellett választani a forrást: az Alibaba kínálja erre a legjobb lehetőséget. Itt kereshetünk termékekre és eladókra is, a terméket leíró keresőkifejezéssel érdemes kezdeni leginkább Corey szerint.

A lehetséges ellátók listájának összeállításában az üzleti szempontok domináltak, például az, hogy a minimális rendelhető darabszám (tekintve a limitált büdzsét) kellően alacsony legyen.

A lehetséges beszállítókat egyenként kereste meg üzenetben szakemberünk, majd a válaszokat egy Excel-táblában követte.

A kiválasztásnál az Alibaba rendszere segítségére volt – innen megtudhatta, ki kereskedő és ki gyártó (utóbbinál valószínűleg olcsóbban beszerezhető a termék), mennyi ideje működik a cég, milyen visszajelzéseket kapnak a termékei.

Szempont volt az is, hogy mennyire specializálódtak az adott terméktípus gyártására.

A megbízhatónak és profinak tűnő vállalatoktól kapott ajánlatok alapján a szakember kiszámolta, hogy első 700 dolláros befektetésével hány darabot kellene eladnia, mire megtérül a befektetése. (Egyébként meglehetősen keveset, tekintve, hogy a tervezett árrés hatalmas volt.)

 

Itt következik az egyik legérdekesebb része az építkezésnek: Corey összeírta, milyen csatornákon akarja a terméket népszerűsíteni és hány eladást vár ezektől. Közöttük szerepelt a Reddit, a Facebook-hirdetések, YouTube influencerek megkeresése, a Facebook csoportok, az Instagram és a Twitter és még vagy egy tucat megoldás. Összesen 50 darabot remélt első körben értékesíteni, ami már bőven a profittermelésen belül van.

A becslések persze nem voltak, nem is lehettek pontosak, a közösségi felületek értékesítési hatékonyságát aligha mérheted patikamérlegen, főleg ha egy viszonylag új megoldást akarsz bemutatni, korábbi tapasztalatok híján.

 

A bolt felépítése

 

Corey természetesen hazai pályán, a Shopify-on készített webáruházat, kifejezetten olyan témát választva, amely nem katalógus-jellegű, hanem egy termékre fókuszál. Megvette a megálmodott brandhez (Syght Glasses) a domaint.

Az oldalra az alapvető információkon felül érdekes és értékes tartalom is került, olyan aloldalak, amelyek a termékelőnyöket a potenciális vásárlók szempontjából fogalmazták meg, illetve a szemüveg mögötti tudományt magyarázták el.

A szövegek megírásához a hasonló termékek weboldalait vette alapul Corey, de sok visszajelzést is elolvasott az Amazonon, termékteszteket nézett a YouTube-on, így érezve rá a pontos nyelvezetre, amit közönsége használ.

A szöveget diagramokkal és a termékről készült jó minőségű, digitálisan feljavított képekkel gazdagította.

A nagyfelbontású termékfotókra a büdzséből nem kellett költeni, mert rendelkezésre állt egy ismerős profi fotós – de más esetben se sajnáld erre a pénzt, írtunk már arról, milyen fontos, hogy a vásárló a lehető legjobban láthassa, amit megvenne.

 

Jöhet a tartalom és az influencerek

 

Következhetett a közösségi csatornák felépítése – szigorúan a brand arculatának megfelelően, a színeket, nyelvezetet megtartva, és a megfelelő felületeken (Twitter, Instagram) célzottan az ottani közönségnek szóló kuponokkal.

Ezen a két felületen egyébként úgy gyűjtött követőket Corey, hogy hasonló termékekkel foglalkozó brandek követőit követte be – majd néhány nap után, a TwitNerd és Unfollowgram segítségével törölte azokat, akik nem követték vissza.

A saját tartalmak gyártása helyett (mivel korlátozott idő állt rendelkezése) a tartalomkurációt választotta szakemberünk: érdekes híreket, cikkeket és vizuális tartalmakat osztott meg, méghozzá a Buffer és a Latergramme segítségével ütemezve.

Eközben egy szűkebb kör betekintést kapott a termékekbe (kollégák, barátok stb.), és a visszajelzések alapján finomodott a stratégia és a tartalom.

A Redditre is kikerült a termék – a brand helyett egy leíró témával („Anti eye fatigue and eye strain gaming glasses”), ami elég szép forgalmat kezdett el a webshop oldalára csatornázni, illetve más oldalakról is kapott backlinkeket, amelyek szerkesztői itt akadtak rá a Syght Glasses-re.

Miután elkezdtek gyűlni a megrendelések, Corey az Affiliately segítségével elkezdte felállítani affiliate-programját.

Ehhez persze influencer-eket kellett találni, akik hatékonyan hirdethetik a terméket. Emberünk közepes követőtáborral bíró streamer-eket és YouTube-ra posztoló gamereket nézett ki, akik elérhetők, mégis viszonylag sok terméket segíthetnek értékesíteni.

Végül (néhány meggyőző e-mail és pár ingyen minta) kiküldése után 4-en csatlakoztak 3 megkeresettből az affiliate-programhoz, és 3 YouTube-os termékteszt-videó is született.

A legnagyobb hasznot egy 140 ezer Instagram-követővel bíró véleményvezér hajtotta, aki teljesen saját kuponkódot oszthatott, de nyereséges volt a Facebookon futtatott retargeting-kampány és a Google Shopping használata is.

Végül az előzetes várakozásokhoz képest az Instagram és a Google teljesítettek jelentősen felül.

A növekedésre is van persze koncepció – a blogolás, vagyis a minőségi tartalom gyártása és terjesztése, YouTube-videók készítése, az affiliate-program bővítése többek között ígéretes koncepciók Corey számára, aki 5 hét alatt közel 2500 dollárt keresett ezzel a kísérlettel.

 

A teljes, elképesztően részletes esettanulmányt itt olvashatod el. Mi a tanulságokat így foglalnánk össze:

  • A tervezési és kutatási fázist türelemmel és végtelen alapossággal végezd, mert már itt eldől, piacképes leszel-e.
  • A lehető legjobban ismerd meg a célpiacod – nem elég, ha egy jó megoldást adsz nekik, a saját nyelvükön kell azt bemutatnod, tökéletesen célozható csatornákon.
  • Ne támaszkodj egyetlen felületre vagy eszközre: egyszerre akár egy tucat különféle közösségi, hirdetési, tartalomterjesztési kampányt is futtathatsz már minimális büdzséből is. A kulcs ezek megválasztása.

 

Az első ezer dollárig teával – 3 nap alatt

 

Egy újabb Shopify-kísérlet, ezúttal teával.

Richard Lazazzera néhány kollégájával együtt szintén limitált büdzsét és időt szabva állt neki az esettanulmánynak.

500 dollárból építettek webshopot, és mindössze 3 napot adtak maguknak.

Kezdésként megállapodtak abban, hogy matcha teát, egy japán őrleményt árulnak majd, már csak azért is, mert a Google Trends tanúsága alapján egyre növekszik iránta az érdeklődés.

És nemcsak népszerű, de kisméretű, könnyen szállítható, egész évben értékesíthető, és mivel fogyasztható termék, nagy az esélye, hogy visszatérő vásárlókat szerezzenek vele.

A csapat a dropshipping-modellt választotta.

A beszállító kiválasztásához egyszerűen Google-ben kerestek rá a lehetséges partnerekre, majd a megfelelő szállítótól mintatermékeket rendeltek. Ez alapján meghatározták, mennyiért adják majd a saját brandjükkel ellátott árut.

A brand megtervezését azzal kezdték, hogy egy cégnév-generátorral készítettek egy listát a matcha szóból kiindulva, majd megnézték, hogy azok közül, melyek jól hangzanak, melyiknek a domainje szabad.

A termékfotókat okostelefonnal készítették el – a szűkös keret és idő miatt nem volt lehetőség profi fotóst fogadni, de szerencsére egy jobb minőségű okostelefon kamerája ma már csodákra képes, főleg utómunkával együtt.

Következhetett a webbolt felépítése.

 

Teawebáruház a semmiből

 

A büdzsé egy részét egy profi Shopify sablonra, a Startup Theme-re költötték el (ez 180 dollárba került), aminek előnye, hogy könnyen testre szabható.

 

Ami kellett ahhoz, hogy a webshop esztétikus és hatékony legyen:

  • egy hero shot a főoldalra (ennek célja általában a legfőbb termékelőnyök bemutatása, a brand megalapozása és így tovább),
  • jó minőségű termékfotók,
  • némi szöveg a legfontosabb információkkal, illetve
  • a főoldalra egy hatékony értékesítési szöveg, mely bemutatja a USP-t, vagyis az „egyedi értékesítési ajánlatot”, ami miatt érdemes őket választani a konkurenciával szemben.

 

Stratégiák és csatornák: így marketingezz 3 nap alatt

 

Az alapgondolat a marketingstratégia mögött egyszerű volt:

minél több csatornát, eszközt kipróbálni, hogy lássák, mi működik és maximalizálják az eredményeket.

 

  • Az első lépés a személyes kapcsolatok kiaknázása volt: a terméket a csapat mindenkinek felajánlotta ismerősei, kollégái között, akit érdekelhetett.
  • Feltöltötték a Product Hunt oldalra is: ennek a rendeltetése éppen ez, hogy a legújabb termékek láthatóságot nyerjenek. Az oldal közel ezer látogatót hozott nekik.
  • Használták a Redditet is: mivel itt a közvetlen értékesítés kevésbé célravezető, a BuzzSumo segítségével olyan teával kapcsolatos tartalmakat kerestek, amelyek az elmúlt fél évben kiemelkedően népszerűek voltak. Végül tartalommutációt alkalmaztak: egy népszerű videóból listacikket készítettek és ezt posztolták saját oldalukon.
  • Egy teákkal foglalkozó subredditben hasonló módszerrel fotókat gyűjtöttek össze az elmúlt év legnépszerűbb posztjaiból, és szintén listacikket készítettek belőle. Bár ez a két kísérlet ennyi idő alatt nem volt hatékony, hosszabb távon a stratégia igen ígéretes.
  • Instagramon több százezres követőtáborral bíró influencereket kerestek, hogy szponzorált posztokat vásároljanak tőlük. A kis büdzsé és idő miatt ez nem jött össze, így végül csak követőket gyűjtöttek, posztoltak, lájkoltak, abban pedig nem biztosak, hány vásárló érkezett innen, mivel a posztokban nem lehet kattintható linkeket közzétenni.
  • Pinterestre szintén a webáruház blogján gyártottak érdekes, posztolható tartalmat (a Starbucks zöld teájának receptjét írták le), 20 dollárért pedig vásároltak egy pint egy influencertől – ebből nem jött közvetlen eladás, de hosszabb távon szintén ígéretes módszer, mivel már ennyi idő alatt is tisztességes aktivitást mértek.
  • Egy gyors, jól célzott Facebook hirdetési kampánnyal látogatókat hoztak be és még el is adtak a termékből.
  • A Twitterre kevéssé fókuszáltak, ennek ellenére személyes tweetjeik viszonylag sok látogatót és egy eladást is hoztak.

 

Végül összesen 2414 látogatót hoztak be a webáruház oldalára, 97-en elértek a checkoutig is, 32-en pedig vásároltak – a bevétel 922 dollár volt mindössze 3 nap alatt.

Az online marketing költései minimálisak voltak, a legdrágább az üzlet beindítása volt (a büdzsé kétharmadát a bolt és a termékek vitték el).

A végső profit mindössze 56 dollár volt, de csak a magas kezdeti költségek és az összesen 3 napos kísérlet miatt.

 

Egy pólóbolt, 3 hét és 1248 dollár bevétel

 

Tucker Schreiber a Shopify csapatától egy egyhónapos kísérlet keretében egy pólókat kínáló webáruházat épített fel.

Ő is a közönséget kereste meg először, méghozzá a limitált idő miatt egy olyan közönséget, amely már létező, amelyet nem magánk kell kinevelnie.

 

A közönséggel szemben támasztott kritériumai a következőek voltak:

  • Legyen egy „feel good” témájú közösség, vagyis képes legyen örömmel végezni az értékesítést.
  • Legyen olyan piac, amely nem tűnik el egyik pillanatról a másikra, inkább folyamatosan fejlődik.
  • Legyen aktív a közösség, legyen a téma népszerű, esély a viralitásra.
  • Legyenek megközelíthető influencerek, nagy követőszámmal bíró Instagram felhasználók és mások, akik népszerűsíthetik a terméket.
  • Az üzleti modell legyen annyira rugalmas, hogy ha a pólóknál működik, bögrékre, párnákra, más termékekre is alkalmazható legyen.

 

Tucker a Redditet célozta meg, és megnézte, melyek ott a legnagyobb, legaktívabb közösségek.

Végül a kutyásokat célozta be, mert úgy látta, rengeteg potenciál van a különféle kreatív kutyás pólókban.

Google-keresés következett: melyek a legnépszerűbb kutyafajták?

Majd a Reddit segítségével megnézte, melyekre épülnek aktív közösségek, és végül jött a konkurenciakutatás: milyen termékeket árulnak már most is ennek a közösségnek?

A Google a „dog owner shirt” kifejezésre igen széles választékot ad, hasonló kutatás gyakorlatilag bármilyen terméknél elvégezhető.

A következő számunkra érdekes lépés a márkanév megtalálása volt: aranyosnak és könnyen megjegyezhetőnek kellett lennie, lehetőleg a .com domainnek szabadnak, könnyen kiejthetőnek és az összes fontos közösségi csatornán szabad kell legyen a név.

Egy cégnév-generátorral egy szép listát hozott össze Tucker, majd a fenti kritériumok alapján szűkítette azt le, és végül a THINK PUP lett a nyertes.

A kísérlet kedvéért Tucker nem vásárolt webshop sablont, hanem egy ingyeneset használt fel, ezt szabta testre, amennyire csak tudta, hogy az elképzelt megjelenéshez illeszkedjen.

 

Néhány tudatos döntés, amelyet a dizájnnal kapcsolatban meghozott:

  • Eltávolította a navigációt, hogy az oldalra látogatóknak le kelljen görgetniük vagy egy termékre kattintani.
  • Minden pólót megjelenített már a főoldalon.
  • Módosította a checkout folyamatot, hogy annak megjelenése, színei illeszkedjenek a brandhez – ezzel garantálva a vizuális message match-et, nem zökkentve ki a vásárlásból a felhasználót.
  • Amennyire csak lehet, egyszerűre tervezte a boltot, a felesleges aloldalakat, menüpontokat és minden mást elhagyva.

 

Ilyen egy hatékony termékoldal

 

Tucker előre gondosan megtervezte, hogyan akarja felépíteni a termékoldalait.

 

A következő dolgoknak mindenképpen meg kellett jelenniük:

  • Terméknév
  • Ár
  • Elérhető méretek
  • Leírás
  • Információk magáról a ruháról
  • Szállítási idő
  • Kapcsolódó termékek
  • Termékfotó

 

Lényegében ennyi minden elég is a termékoldalra: ha a fotók jó minőségűek, minden fontos információt megjelenítünk és hatékony értékesítési szöveget írunk, nagy baj már nem lehet.

 

Irány a közösségi média

 

Az első marketinges lépés a közösségi csatornák megalapozása volt – a webáruház megjelent Facebookon, Instagramon, Pinteresten és Twitteren.

A Redditre is kiposztolt egy terméket az új termékekkel foglalkozó subredditbe. Ennek hátránya egyébként, hogy a közönség semmilyen szinten nem célzott, viszont az /r/shutupandtakemymoney subredditben nagyon erős a vásárlói szándék.

A siker kirobbanó volt, ami minden bizonnyal a kreatív terméknek is köszönhető, a webáruház oldalán a következő órákban folyamatosan 40-70 aktív látogató volt.

A pólót felkapták Redditen több helyen is, és végül több mint 10 ezer látogatót és 522 dollárnyi megrendelést eredményezett ez az egyetlen kis kampány – ráadásul ingyen.

Mindjárt innen egyébként egy termékblog is megtalálta a pólót, ez is hozott megrendelést.

A következő lépés a Facebook-csoportok meghódítása volt. Tucker megkereste a különféle kutyafajtákkal foglalkozó zárt csoportokat – innen végül nem szerzett bevételt, de a kampányt el is siette, pusztán posztolta a termékeit a csoportokba bármilyen más aktivitás nélkül.

 

Előre tervezz, mert lemaradsz a lehetőségről

 

Tuckerben megvolt a szándék, hogy a látogatóitól e-mail címeket gyűjtsön be, hogy később is elérje, újracélozza őket.

Sajnos azonban nem számolt azzal, hogy a Redditről ekkora forgalmat szerez majd, így a több mint 10 ezer egyedi látogatótól már nem kérhette be a címeket.

Ezután szélsebesen beállította az exit popupot, amely a mailcímért cserébe egy 5%-os azonnali kedvezményt ajánlott fel. Ez végül 1,34%-os konverziós arányt mutatott fel, ami több mint 30 címet hozott.

 

Így építkezz Instagramon, hirdess Facebookon

 

A következő lépés az Instagram meghódítása volt: szponzorált megjelenések segítségével a pólóbolt több mint 300 követőt gyűjtött be.

 

tips Ami fontos:  ha valaki végignézi az idővonalad, kapja el a figyelmét a profilképed, mert e mellett láthatja majd a biódat, vagyis a bemutatkozásod – itt elhelyezhetsz kattintható linket is, és az Instagramon ez nem gyakori, ezért kiemelten fontos az is, mit írsz ide. Ajánlott az emojik, aranyos kis ikonok használata.

 

Használt UTM paramétereket és linkrövidítőt, hogy nyomon követhesse, hány látogató érkezik innen az oldaladra.

A tartalmon túl sokat itt nem kellett gondolkodni, aranyos és vicces kutyás képek adták a posztok nagyját, amelyeket hashtagekre keresve talált Tucker.

Miután elkezdett épülni a csatorna, influencereket keresett meg 100 ezresnél nagyobb követőtáborral.

Méghozzá olyanokat, akik legfeljebb 100 dollárt kértek egy szponzorált megjelenésért, illetve minden posztjukra több ezer kedvelés érkezett.

Az Instagram hozott néhány eladást, de nem kiemelkedően sokat, erre nem is volt idő. Ezt a Facebook-os terjeszkedés követte.

A cél itt az volt, hogy azoknak a felhasználóknak hirdesse újra a terméket Tucker, akik jártak már az oldalon, de nem vásároltak, a kosarukhoz adták a terméket, de nem végeztek a checkout folyamattal.

Némi finomhangolás után nagyon pontos célzással kezdett kampányokat futtatni, elsősorban különféle kutyákkal kapcsolatos csatornák, kiadványok közönségére lőve.

A hirdetések éppen ezért kiemelkedően jól teljesítettek aktivitást és elérést tekintve.

Emberünk a kosárelhagyóknak küldött levéllel is szerzett eladást, ráadásul úgy, hogy ez nem került neki semmibe.

A 3 hetes kísérlet végére összesen 43 pólót adott el (nagyját az első Reddites sikernek köszönhetően), ezzel 1248 dollár bevételt szerezve – úgy, hogy a webáruház felépítése és a kampányok csak 260 dollárt vittek el. Miután a dropshipping beszállítót is kifizette, Tuckernek 148 dollár haszna maradt, ami ennyire gyerekcipőben járó kampányokkal és bolttal szépnek mondható.

 

Nyereséges pólóbolt 24 óra alatt

 

Egyetlen nap alatt is el lehet indítani egy nyereséges webáruházat, ha eléggé eltökélt az ember.

Ez a kísérlet is Richard Lazazzera nevéhez fűződik, aki úgy döntött, hogy a torontói metróhálózat állomásaihoz készít egyedi dizájnokat.

 

Ez a gyors döntések és az egyszerűség 24 órája volt: a Shopify segítségével szinte azonnal elindított egy webáruházat, majd közel 6 óra alatt megtervezte a 60 egyedi pólódizájnt. Ezeket feltöltötte az oldalra, majd integrálta a Shopify Printful applikációjával.

 

A név kiválasztására nagyjából 2 percet szánt – saját legközelebbi metróállomásából kiindulva így lett a bolt Finch’s.

Marketingre ennyi idő alatt nem nagyon tudott áldozni – viszont eszébe jutott egy nagyszerű ötlet, ami a newsjacking határát súrolja.

A helyi metróhálózat ugyanis éppen a bolt elindítása előtt néhány héttel ünnepelte 60. születésnapját, erről pedig számos helyi híroldal és blogger is beszámolt.

Richard felkereste az egyiküket és a figyelmébe ajánlotta a webshopját – másnap reggel re már ki is került egy poszt az adott blogban (ez hatalmas szerencse) és meg is indultak a vásárlók a webáruház felé, amelynek a híre terjedni kezdett.

Richard összesen 24 dollárt költött el arra, hogy a webáruházat elindítsa. A pólónként 13 dolláros költségével számolva pedig 210 dollárnyi profitot termelt.

Gyakorlatilag egyetlen munkanap és a lehető legminimálisabb összegbefektetésével egy nyereséges webáruházat épített fel, amely a jövőben is kényelmes bevételt termelhet neki, főleg, ha marketingre is jut majd idő.

Ennek az esettanulmánynak a tanulsága leginkább az, hogy ha csak azért nem indítottál még webáruházat, mert egyetlen tökéletes ötletre vagy a legjobb alkalomra vársz, akkor inkább cselekedj: némi elhivatottsággal már másnap pénzt kereshetsz.

 

Újabb 24 óra és 3000 dollárnyi marhahús

 

Noah Kagan szintén egy egynapos kihívást teljesített azzal, hogy elindított egy nagyon egyszerű webáruházat.

Úgy döntött, hogy szárított marhahúst (beef jerky) fog árulni – ez adott volt a kihívás miatt, így ő nem a közönséget kereste meg először.

Itt is a gyors és határozott döntések domináltak – az elnevezés (Sumo Jerky) mindössze 3 perc alatt született meg.

Elsőként meghatározta,

  • hogy a célcsoport milyen gyakran vásárol,
  • mi alapján döntik el, hogy hol vásárolnak,
  • mi vehetné rá őket, hogy most azonnal pénzt adjanak ki szárított marhahúsért
  • és mi tántoríthatja őket el ettől.

 

A célcsoport a tudatosan egészségesen étkező fiatal szakemberek, értelmiségiek lettek.

A webshop felállítása szintén perceket vett csak igénybe – Noah gyakorlatilag azonnal az értékesítéssel kezdett el foglalkozni, és az ismerőseitől kezdve a neten talált, célcsoportba illő irodákig mindenkit megkeresett személyes üzenetekkel, miközben Facebookon, Twitteren is saját csatornáján kezdte hirdetni az üzletet.

Szintén hatékony volt az e-mail marketing, pedig nem listára küldött levelet, csak az ismerősöknek, illetve ismerősei ismerőseinek rajtuk keresztül, szívességek révén.

Noah a 24 óra végére a nulláról 3000 dollárnyi előrendelést szedett össze, ami egészen lenyűgöző eredmény, pláne, hogy szinte tudatosan a lehető leginkább amatőr módszereket alkalmazta. A teljes esettanulmányt itt érheted el, ajánlott olvasmány minden kezdő e-kereskedőnek.

 

A THEGREATBUILD projekt

 

Még egyszer visszatérünk Lazazzerához, mert ennél jobb esettanulmányt keveset találni a neten: a Finch Goods Co. egy több hónapos kísérlet, amelyet a legapróbb részletekig dokumentált a szerző.

Olyan webáruház ez, amely már nem egyszerű kísérlet, a megélhetést is biztosítja a szakember számára.

A webshop prémiumkategóriás férfiaknak szánt termékeket kínál – nem saját gyártásúakat persze, a USP az, hogy az elérhető termékek legjobbját gyűjti egybe és egy helyen teszi elérhetővé.

Lazazzera szerint a siker kulcsa elsősorban az, hogy mindent megtesz azért, ha valaki az oldalára téved, minél kisebb eséllyel hagyja azt el vásárlás nélkül – vagy legalábbis visszatérjen.

 

Ennek érdekében:

  • E-maileket küld a kosárlehagyóknak, és igyekszik visszacsábítani őket a boltba. A témáról bővebben a kosárlelhagyással foglalkozó cikkünkben
  • Hűségprogramot működtet, lényegében gamifikál minden interakciót: a felhasználók pontokat szerezhetnek azzal, ha regisztrálnak, ha véleményt küldenek be egy termékről és persze azzal is, ha vásárolnak.
  • Alkalmazza a hat alapvető Cialdini-féle meggyőzési alapelv közül a reciprocitást, mely szerint, ha valakivel valami jót teszel, úgy fogja majd érezni, viszonoznia kell azt. Ezt jellemzően azzal teszi meg, hogy kis apróságokkal kedveskedik a vevőinek – kézzel írt üzenetekkel, kisebb ajándékokkal és hasonlókkal.
  • Minimális raktárkészletet tart: termékkurációval foglalkozik, és nem szeretné mindenét a boltba fektetni, éppen ezért a lehető legkisebb mennyiséget tartja kéznél, a rendelésekre inkább több figyelmet fordít, mint hogy a lakását telepakolja azokkal.

 

A teljes, fél éves projektről itt olvashatsz 14 fejezetben.

 

Havi 120 ezer dollárt hozó szakállápoló webshop 1 év alatt

 

A Beardbrand sztorija elsősorban azért tanulságos, mert megmutatja, hogyan lehet kemény és elkötelezett munkával egy elképesztően jó brandet felépíteni.

A modern szakálldivatra alapozva a bolt mögött álló emberek nagyon is tudatosan kezdtek el építkezni.

Már az első pillanattól kezdve konzisztens képet igyekeztek kialakítani és fenntartani a boltról, minden termékükről és tartalmukról, hogy a célközönség megismerje, megszeresse őket és hűséges vásárlókká váljanak.

A csapat hosszú távra gondolkodott, és éppen ezért nem is féltek a befektetésektől, mert tudták, hogy hosszú távon megtérül majd a munka.

 

Eric, a bolt egyik tulaja a következő három lépésben határozza meg azt, ami miatt igazán sikeresek lehettek:

  • Nagyon odafigyeltek a célközönségre. Minden branding tevékenységet, minden tartalmat és kommunikációt úgy terveztek meg és építettek fel, hogy a célközönség (saját elnevezésük szerint az „urban beardsman”) tetszését elnyerjék, igényeit kielégítsék, problémáira megoldást kínáljanak.
  • A weboldal tartalmainak optimalizálása. A Beardbrand elképesztő energiákat fektet a tartalomgyártásba, és nemcsak a szövegek, hanem a videók elkészítésébe is, így köti magához a közönséget hosszú távon is.
  • Nem árral, minőséggel versenyeznek. A termékeik a piacon kimagasló színvonalat képviselnek, de ez nem elég: prémium vásárlói élményt is adnak például a csomagolással, a szállítással, a vásárlóknak adott kedvezményekkel, egyedi ajánlatokkal és így tovább.

 

A teljes sztorit itt találod, nagyon ajánlott az elolvasása, ha komolyan gondolod a webáruházadat és hosszú távon jövedelmező üzletet akarsz létrehozni.

 

És a többi tanulságos történet…

 

Webáruház 30 perc alatt

 

Ha nem tudsz várni, ég benned a tettvágy és azonnal el akarod indítani a webáruházadat, akkor Tomas Šlimas útmutatója lépésről lépésre szépen végigvezet téged ezen a folyamaton.

Persze, egy igen egyszerű, alapszintű webáruházról van szó – eben a konkrét esetben például egy olyanról, amely márkátlan, de menő női ruhákat árul.

De ha hónapok óta csak halogatsz, pedig az ötlet, az elképzelés már megvan, akkor ez segíteni fog abban, hogy villámgyorsan megindulj a pénzkeresés felé.

 

Kosárelhagyás ellen: így növelheted a konverziót 65%-kal

 

Nem véletlenül írtunk külön útmutatót arról, hogyan küzdhetsz meg a kosárelhagyással, hiszen ez talán az e-kereskedők legnagyobb réme.

Ha érdekel, hogyan működik egy ilyen kampány a gyakorlatban, akkor érdemes a MarketingSherpához ellátogatnod, Adam Sutton ugyanis két teljes éven keresztül figyelte a folyamataikat.

Ez idő alatt 51,18%-ról (2011) 30,9%-ra (2013) csökkentették a kosárelhagyók arányát, ami egészen elképesztő eredmény, jóval kevesebb mint a fele az átlagnak.

Ehhez a termékoldalaikat, a kosarat és persze magát a check-outot is átalakították – hogy pontosan hogyan, azt innen tudhatod meg.

 

Hogyan szerezz 300 ezer követőt a Facebookon?

 

Hát a user generated content (felhasználók által létrehozott tartalom) és a social proof (közösségi megerősítés) erejével.

 

A Diamond Candles pontosan ezt tette: még 2011-ben indították el webáruházukat, és a termékeikkel együtt egy nyereményakciót is a nagyvilágra szabadítottak, melyben 5000 dollárt lehetett nyerni.

 

De nemcsak ezzel érték el a sikerüket.

Tudatosan figyeltek arra, hogyan vegyék rá vásárlóikat, hogy a közösségi médiában képeket, beszámolókat osszanak meg mindarról, amit náluk vásároltak, ahogyan arra is, hogy a termékoldalaikat a lehető legjobban optimalizálják (csak a termékfotók átszabásával 13%-os konverziónövekedést értek el).

Minderről itt tájékozódhatsz részleteiben.

 

Havi 4000 dollárig 5 nap alatt

 

Noah Kagannel már találkozhattál ezen a listán – most azt mutatja meg neked a Facebook egykori 30-as számú alkalmazottja, hogy hogyan építhetsz egy havi 4000 dollárt hozó e-üzletet mindössze 5 nap alatt.

Az esettanulmány elképesztően részletes, számok, stratégiák, tesztek és eredmények találhatóak benne, kísérletet sem teszünk arra, hogy akár csak summázzuk – inkább olvasd el elejétől a végéig és fogadd meg a tanácsait.

 

8%-kal több napon belüli kiszállítás

 

Az Edible Arrangements egy olyan problémával állt szemben, amely nem egy marketinges üldöz: adott volt egy remek ajánlatuk (a napon belüli kiszállítás) amit viszont senki sem használt ki, mivel egyszerűen a vevőik nem tudtak róla.

Ebből az esettanulmányból megtudhatod, hogyan tették az ajánlatot láthatóvá, pontosan hogyan hatottak a vásárlóikra, hogy ezzel növeljék a napon belüli szállítással rendelt termékek számát.

Végül 8 százalékos növekedést értek el.

 

Tégy máshogy ajánlatot, és növeld a konverziót 68%-kal!

 

Érdemes elolvasnod a Company Folders történetét is.

A gond elsősorban az ajánlattételi rendszerrel volt – és nemcsak elavultsága miatt, hanem azért is, mert a hatalmas termékválaszték miatt több mint 15 millió kombináció volt lehetséges, így aztán az átalakítandó rendszer elképesztően komplex volt.

Végül újratervezték az egész weboldalt, így 67,68%-kal emelve meg a konverziót – itt tudhatod meg, hogyan.

 

Közösségi megosztás gombok elhagyása: még a javadra is válhat

 

A Taloon.com nem végzett radikális változtatásokat: lényegében annyit tettek, hogy lefuttattak egy A/B tesztet termékoldalaikon, hogy lássák, hogyan válnak be a közösségi megosztásra buzdító gombok.

Nem nagyon, ugyanis pont a törlésükkel 12%-kal emelkedett a konverzió. Ennyivel kattintottak többen a „Kosárba helyezés” (Add to Cart) gombra, miután ezeket levették. Megdöbbentő, de igaz.

Nézd meg ide kattintva, mért történhetett ez így.

 

Kerüld el az árversenyt és növeld az eladásaid 107%-kal

 

Az Express Watches esettanulmánya egy régi vita végére tesz pontot: az eredeti termékek kommunikálásával bizony sokkal jobb eredményeket érhetsz el, mint azzal, hogy belemész a konkurenseiddel folytatott kártékony árversenybe.

Erről bővebb információt szerezhetsz, ha elolvasod, mit tett a sikerért az órákkal kereskedő csapat.

 

41%-os eladásnövelés termék-összehasonlítással

 

Az Underwater Audio-nak egyetlen fő problémája volt: hogy sokan akadtak el az értékesítési tölcsérjükben.

A vásárlók konkrét termékeket kerestek, de az összehasonlító oldalaknál túl sokan hullottak ki.

 

Amit tettek: magát az összehasonlító oldalt tervezték újra úgy, hogy a fontos információkat egy helyen, rögtön a hajtás után könnyen fogyasztható formában kapják meg a felhasználók a korábbi zsúfolt és kicsit kaotikus oldal helyett – ezzel 41%-kal növelve eladásaikat.

 

Egyetlen összehasonlítással kiiktathatod a konkurenciát?

 

A Paperstone-nak legalábbis sikerült.

Nem tettek mást, mint hogy termékoldalaikon elhelyeztek egy táblázatot, amely az aktuális termék árát hasonlította össze a konkurenseik webáruházaiban található árakkal.

Ezzel pedig 10,67%-kal növelték meg online eladásaikat.

Ez nem árverseny, egyszerűen rájöttek, hogy jobb áron kínálják a termékeiket, az üzenet pedig nem más, mint hogy ismerd meg saját erősségeid.

A részletekért kattints ide.

 

170 ezer dollárnyi eladott szósz 10 hónap alatt (a média erejével)

 

Elolvashatod két barát történetét, akik teljesen az alapoktól építettek fel egy csodálatosan jövedelmező vállalkozást.

Annak idején azzal kezdték, hogy saját személyes kontaktlistájukra küldtek leveleket – innen jött az első ezer dollár.

Kiváló esettanulmány, amelyből megtudhatod, hogyan juthatsz el a nyilvánossághoz, hogyan használhatod a médiát arra, hogy az eladásaidat növeld, egyáltalán hogyan hívd fel magadra a figyelmet. Olvasd el itt.

 

A legőrültebb ötlet is gazdaggá tehet

 

Ha nem hiszed, akkor itt van a Pixie Faire esettanulmánya: otthonülő szülők, akik havi 50 ezer dollárért értékesítenek ruhákat – játékbabáknak.

A fő tanulnivaló ebből az, hogy bármilyen szűk és különös is legyen a célpiac, amelyet meghatározol, kiválóan értékesíthetsz nekik – sőt, minél inkább az, annál konkrétabb üzeneteket fogalmazhatsz meg.

 

Jól válaszd meg az értékesítési csatornáid

 

A Raw Generation biztosra megy: elsősorban olyan csatornákat alkalmaznak, ahol nem a potenciális vásárlásért fizetsz (mint mondjuk a Google vagy közösségi hirdetések esetében), hanem a tényleges vásárlásokért.

Persze, ezért cserébe arányaiban kevesebbet is keresel, így nem biztos, hogy ez a modell megéri.

Nekik a 2014-ben újraértelmezett értékesítési stratégia havi 96 ezer dollárt hozott, ebből az interjúból pedig azt is megtudod, hogyan.

 

Mindegy, ki vagy, egy jó webáruházzal sikeres lehetsz

 

A fenti tételmondatot bizonyítja Robert Nava története, aki már 11 éves korától az amerikai büntetés-végrehajtási rendszer rendszeres vendége volt – hogy aztán később egy havi 80 ezer dolláros bevételt hozó webshopot építsen fel.

Ehhez a dropshipping modellt használta fel, így minimális saját befektetésre volt csak szüksége, és elsősorban a Facebookon építkezett, itt láthatod hogyan.

 

Itt az e-kereskedelmi recepted a YouTube-hoz

 

A Luxyhair.com nem tett mást, mint hogy egyetlen csatornára fókuszálta erőfeszítései nagyját, mégpedig a világ legnagyobb videómegosztó oldalára.

Videóikat sok millióan nézték meg, több százmillió megtekintést generálva, és ezzel megszilárdítva a helyüket a videomarketingesek úttörői között.

Ha lemásolnád a modelljüket, itt találsz egy igen részletes interjút.

 

Így lesz egy humoros ötletből egy több mint 100 ezer dolláros webshop

 

Ez a történet talán a legjobb mind közül.

Egy Reddit-felhasználó osztotta meg, aki felépített egy webshopot, majd olyan gyorsan eladta azt, hogy még a második körös rendeléseket sem küldte ki – és ezzel 6 számjegyű összeget keresett dollárban.

Az ötlet egyszerű volt: úgy gondolta, nagyszerű volna, ha egy ismerősének elküldhetne egy zsák pénisz alakú cukorkát azzal az üzenettel, hogy „egyél egy tarisznya f*szt” („eat a bag of d*cks”). Hamar rájött, hogy ez valószínűleg másoknak is tetszene, innen pedig nem volt megállás.

A teljes sztorit itt olvashatod, ha a cikkből csak egyetlen helyre kattintasz át, ez legyen az.

 

Egy webáruház és egy felnövéstörténet

 

Egy tanulságos történet arról, hogyan boldogul egy webáruház a hippi-szcénában – nem sikertörténet és nem is látványos bukás, egyszerűen inkább lépések és döntések sorozata, ami számos tanulsággal szolgálhat, ha az első webáruházad elindítását fontolgatod.

Láthatod, hogyan költöttek az online marketingre, hogyan omlott össze annak idején a Facebook organikus elérése, és hogy milyen hatással volt az üzletre, amikor túl sok pénzt kellett kivenni belőle.

Életszagú beszámoló, amit itt olvashatsz el teljesen terjedelemben.

 

Így tehetsz sikeressé egy feliratkozós szolgáltatást

 

Még egy Redditről gyűjtött történet, ami esettanulmánynak is kiváló: lépésről lépésre megtudhatod, hogyan tehetsz sikeressé egy „subscription box” szolgáltatást – egy olyan webáruházat, ahol rendszeres termékküldésekre iratkozhatnak fel a vásárlók.

A weboldal megvásárlásától a brand felépítésén keresztül a sikeres eladásig követheted nyomon a történetet.

 

 

6 örökérvényű jó tanács, mielőtt elindítod az üzleted

 

  • Ne gondolkodj túl sokat az alapokon. 3 nap alatt akár a büdzséd 184%-át is megkeresheted, ha nem félsz kezdeményezni.
  • Célozd jól az influencereket. Egyetlen megjelenés már az első 24 órában több mint 10 000 látogatót hozhat.
  • Ha csökkenteni akarod a kosárelhagyást akár 39%-kal, küldj retargeting e-maileket!
  • Van egy jó ajánlatod? Ha csak annyit teszel, hogy kiemeled, akár 8%-kal növelheted az eladásaid.
  • Használd ki a közösségi megosztás erejét.
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