「もしかしてShopifyが原因で売れないのでは?」
このように悩んでいるECサイト担当者の方はいませんか。
もちろん、Shopifyでも売れているECサイトはありますので、Shopifyが売れない理由ではありません。売り上げに悩んでいる方は、原因を知ることから始めてみましょう。
本記事ではECサイトで商品が売れない原因と、解決方法について詳しく解説します。
Contents
Shopifyで商品が売れない理由
また原因を明確にしていなければ、商品の魅力のなさが原因なのに、Web広告に出稿しダメージを深くしてしまうこともあるでしょう。
適切な解決策を導き出すためにも、売れない理由と原因を探ることが大切です。
①商品
商品にニーズがない
類似商品に比べて魅力が少ない
ブームが終わってしまった
②集客
Web広告の訴求力が弱い
SEO対策をできていない
SNSを利用していない
③市場
市場規模が小さい
競合との競争が激しい
Shopifyで購入率を上げる対策方法
「サイト内対策」は自社で管理しているECサイトやブログ、オウンドメディアでできる対策なので実施しやすく、商品・集客・市場のすべてに対策ができます。
「サイト外対策」は他社サービスを利用した解決方法のことで、Web広告やSNSなどを活用することで、集客力の強化に役立ちます。
サイト内対策
サイト内対策の方法 | 目的 |
カゴ落ち対策 | カゴ落ちを抑え、ECサイトのコンバージョン率の向上を図ること |
SEO対策 | 検索エンジンの上位に表示して、購買意欲の高いユーザーを集めること |
カスタマサポート | 充実したカスタマサポートで顧客満足度を高め、リピーターを獲得すること |
決済手段 | 豊富な決済手段を導入することで、カゴ落ちを減らすこと |
それぞれの対策について詳しく解説します。
カゴ落ち対策
Shopifyでは「PushOwl Web Push Notifications」などのように、カゴ落ちしたユーザーに対してメールやSNSなどで、訴求できるアプリがあります。これらをうまく活用することで、カゴ落ちしたユーザーをうまく売り上げにつなげられます。
SEO対策
Shopifyでどのように、SEO対策すれば良いのかと悩んでいる方もいるかもしれません。ShopifyのSEO対策で重要なのは、タイトルやメタディスクリプション、URL、画像のaltです。これらの設定を適切にすることで、SEOに強いページとなります。
カスタマサポート
このようにカスタマサポートは新規顧客の獲得にも役立つため、CVRの改善にもつながります。
決済手段
ShopifyではShopifyペイメントを利用することで、クレジットカード・Google Pay・Apple Pay・Shop Payを簡単に導入できます。さらに「KOMOJU」などの外部サービスを利用することで、後払いやQRコード決済の追加も可能です。
サイト外対策
サイト外対策の方法 | 目的 |
Web広告 | 様々な媒体に広告を出稿し、ECサイトへ集客すること |
SEO対策 | 自社でSNSアカウントを取得・運用し、ECサイトへ集客につなげること |
外部サイトであっても、SNSのように無料で利用できるサービスもあります。予算や目的に合わせて、利用する外部サービスを選ぶと良いでしょう。
Web広告
Web広告 | SEO対策 | |
メリット | ・即効性がある | ・費用がかからない |
デメリット | ・広告費用がかかる ・出稿をやめると流入がなくなる |
・効果がでるまでに時間がかかる |
Shopifyで集客に悩んでいる方は、Web広告とSEOを見直してみましょう。
SNS集客
SNSアカウントを運用することで、ユーザーとの交流の場としても活用できるのが魅力です。例えば「Twitterユーザーの声から生まれた商品」のように、ユーザーからの意見を取り入れて、ニーズにそった商品開発に役立てることもできます。
このようにユーザーとの関係性を構築することで、リピーターやファンの獲得に役立ちます。
Shopifyでセールを行うメリット
売り上げの増加
顧客の獲得とリピート率の向上
在庫の回転促進
以上のメリットに加え、セールや割引はShopifyのデフォルト機能で設定することができます。クーポンの設定では、割引率、定額引き、無料配送などの設定が可能であり、スタンダードプラン以上の利用で販売レポートを確認することもできます。
Shopifyでセールを行うデメリットや注意点
第一に考えられるのが、収益への影響です。セールにより商品の価格が下がるため、収益に影響が出る可能性があります。適切な価格に設定することが重要です。そのほかにも、顧客のセール慣れが挙げられます。セール期間を頻繁に設けてしまうと、正規の価格に抵抗を感じる顧客が増加する恐れがあるので、頻度や回数など、設定条件を見極める必要があります。
Shopifyのセールに関するアプリ
「Ultimate Sales Boost」
「Bold Discounts」
「Wholesale Lock Manager」
まとめ
このようなケースを売り上げにつなげるためには、メルマガ配信の自動配信が有効です。本記事では、Shopifyでメルマガ配信できるアプリや配信するときのポイントについて紹介します。
Shopifyと連携できるメルマガ配信アプリ
しかし、Shopifyメールを試してみたけれど満足できなかった方は、以下の2つのアプリをおすすめします。
- ・Klaviyo(クラビヨ)
- ・Omnisend(オムニセンド)
2つのアプリの共通する特徴としては、メルマガ配信の自動化が可能なことや無料プランがあることです。効率的なメルマガ配信を実施することで、手間を抑えながら売り上げアップが期待できるでしょう。
以下より、2つのアプリの特徴や料金体系について解説します。
Klaviyo(クラビヨ)
Klaviyoの特徴は、自動化機能が搭載されていることです。ユーザーの行動履歴から最適なメール内容・配信時間で個々のユーザーに情報を提供できます。例えば、メルマガ登録時に配信されるウェルカムメールや、誕生日のお祝いメッセージといった具合です。このようなメールを自動化することで、顧客とのコミュニケーションの品質を保ちながら、必要なタイミングで配信できるようになるでしょう。
Klaviyoの無料プランは、最大250件の連絡先と最大50件のSMS連絡先までです。無料プランを超える場合には、配信数に応じて料金が変動します。
Omnisend(オムニセンド)
例えば、カートに入れたまま放置されているユーザーに訴求するメールを配信したり、注文後の配送メールを自動で送信したりといったECサイト運営に役立つメルマガを自動化できるでしょう。
Omnisendの無料プランは最大250の連絡先までで、毎月500通のメルマガ配信と最大60通のSMS配信をおこなえます。月額16ドルのプランでは連絡先が最大500までとなり、毎月6,000通のメルマガ配信が可能です。さらに、月額59ドルのプランでは配信数が無制限となり、高度なレポート機能も利用できます。
メルマガ配信するときにポイント3選
メルマガを配信するときの押さえるべきポイントは以下の3つです。
- ・一目で中身が理解できる件名にする
- ・配信時間はターゲットの生活を想像して設定する
- ・文章は短く、イラストや画像でわかりやすくする
以下より、3つのポイントについて詳しく解説します。
➀一目で中身が理解できる件名にする
メルマガ配信しても、ユーザーは必ずメールを読んでくれるとは限りません。ユーザーは、件名からメール内容を推察して興味がわかなければメールを開いてくれないためです。どんなに内容にこだわっても読んでくれないと意味がありませんので、まずはメールを開いてもらえるように、内容を把握しやすいキャッチーな件名にしましょう。
件名をつけるときの1つのテクニックとして、具体的な数字を入れる方法があります。例えば、「人気商品が30%off」や「本日15時までタイムセール中」などです。数字があることで、インパクトのあるキャッチーな件名にしやすくなります。
➁配信時間はターゲットの生活を想像して設定する
メルマガを読んでもらうためには、ターゲットの手が空く時間をイメージして配信しなければなりません。なぜならユーザーがメルマガを読むのは、そのようなちょっとした時間だからです。
例えば、ターゲットが「40代の男性会社員」と「30代の専業主婦」であれば、それぞれ手の空く時間が異なります。40代の男性会社員であれば昼時の休憩中か、仕事が終わる夕方以降、または通勤時に読んでくれるかもしれません。30代の専業主婦であれば、家事が一段落しそうな時間帯に配信すると読まれる確率も上がるでしょう。
このように、ターゲットの生活を想像することで開封率を高められます。
➂文章は短く、イラストや画像でわかりやすくする
メールを開いたユーザーになって考えてみると、文章の長いメルマガはどのように感じるでしょうか。「長すぎて読むのに時間がかかりそう」「読むのが面倒くさい」と思う方もいるはずです。
つまり、メールの内容を読んでもらうためには、手軽に読める文字量を心がけることと、開いた瞬間に視覚からの情報で文章を読まなくても済むような工夫をすることが大切です。イラストや画像を使うことで、ファーストビューをうまく取り入れたメールになりやすく、ユーザーもストレスなく読めるでしょう。
メルマガ配信は、ユーザーに読まれることで目的であるサイトへの誘導が可能となります。そのため、成果を上げるためには3つのポイントを意識した運用方法が大切です。
メルマガ配信後にやるべきポイント
メルマガ配信の効果を測定・分析する指標は主に以下のとおりです。
- ・開封率
- ・クリック率
- ・コンバージョン率
- ・売り上げ
ここでは、コンバージョンにつなげるために重要な「開封率」「クリック率」について詳しく解説します。
➀開封率をチェックする
- 開封率=開封数÷有効配信数×100
全産業の平均開封率は21.5%です。産業やジャンルにより平均が異なるものの約2割のユーザーがメールを開いてくれることになります。この平均値よりも大幅に低い場合は、先に説明した「件名」「配信時間」のポイントを見直しましょう。
参考:Campaign Monitor「Ultimate Email Marketing Benchmarks for 2022: By Industry and Day」
https://www.campaignmonitor.com/resources/guides/email-marketing-benchmarks/
ここで、開封したかどうかのデータをどのように収集しているのか気になる方もいるかもしれません。
メルマガの開封数は、本文に埋め込んだ画像が読み込まれたかどうかで判断します。つまり、HTML形式のメルマガのみ収集可能で、テキスト形式だと開封データを収集できないので注意が必要です。
➁クリック率をチェックする
- クリック率=クリック数÷配信数×100
クリック率と似た指標に反応率があります。反応率は開封数に対して目的のサイトへユーザーを誘導できた割合のことで、以下の計算式で求められます。
- 反応率=クリック数÷開封数×100
クリック率は、メルマガ全体の効果を把握するのに有効です。反応率は、開封後のユーザーに絞られるため、メール内容の良しあしの判断に利用されます。
また、クリック率の全産業の平均は2.3%です。平均値よりも大幅に低い場合は改善による伸びしろが大きいことになりますので、積極的に改善をして売り上げアップにつなげましょう。
参考:Campaign Monitor「Ultimate Email Marketing Benchmarks for 2022: By Industry and Day」
Ultimate Email Marketing Benchmarks for 2022: By Industry and Day
まとめ
また、開封率・クリック率の高いメルマガ配信をするには、「件名」「配信時間」「短い文章・イラストや画像の使用」がポイントです。これらのポイントを押さえたメルマガ配信で売り上げアップを図りましょう。
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