114. Are You Set Up for Sales Success - Part 3: Reduce Purchase Friction

Summary

In Part 3 of the Are You Set Up for Sales Success? series, Chontelle Fossey digs into one of the most overlooked reasons e-commerce founders lose sales, which is purchase friction. This episode is a practical audit of everything standing between a potential buyer and a completed purchase, from confusing website navigation to unanswered objections to drop-offs at cart and checkout. If you are paying for traffic or working hard to get people to your website, this episode will help you make sure that traffic is actually converting.

Key Takeaways

• Fewer clicks and fewer decisions means more sales
• Every buyer has assumptions and objections, and if you are not answering them, you are losing sales
• The data in your Shopify analytics tells you exactly where people are dropping off
• Buy now, pay later is no longer a nice-to-have, it is expected
• Fix what is broken before sending more traffic to your website

What You Will Learn

• How to audit your website navigation for unnecessary friction
• How to identify and front-foot your customers' biggest assumptions and objections
• The industry benchmarks for add to cart, reach checkout, and complete purchase
• What to look for if people are adding to cart but not completing the purchase
• Why mobile checkout speed matters more than most founders realise
• How to use your Shopify analytics to diagnose exactly where you are leaking sales

Connect with Chontelle on Instagram: @chontellefossey