我的產品為什麼賣不出去? 5個電商要避免的雷區
16 6 月, 2020
每個剛開始在網路上賣東西的人都曾經有個夢- 夢想著把自己的商品放到網路上後，睡個覺起來，就可以看到一張接一張的訂單準備出貨。
但是，現實總是殘酷的。在接下來的每一天，不斷等著購物系統寄來的訂單通知，但是等了又等，訂單卻不如想像中預期像雪片般飛來，接著懷疑是不是訂單系統壞了，但是在實際確認後，不得不承認，根本沒人想買你的產品。
這是90%以上曾經在網路上賣東西的人有過的經驗，而那剩下的10%的商家中，好像就成了市場獨鍾的幸運兒，但是你可能沒想到，他們也是在不斷的錯誤之中嘗試，進而摸索到其他90%的電商，沒有了解的訣竅。
今天，就來分享為什麼產品在網路上賣不出去的五個最主要的原因：
1 . 網站過於複雜：
網站就像是開一間實體店，如果店面缺乏好的規劃，沒有好的動線、明確的分類指引，那麼顧客就會需要花很更多時間，來弄清楚他們要的東西在哪，甚至會在瀏覽網站時迷失方向，最後什麼都沒找到。一想到這樣的經驗，光想著就很令人氣餒不是嗎？
在設計網站動線時，一開始就應該要把每一個頁面的目的確認清楚，每個頁面都有它存在的目的，要傳達的“價值”，如果一開始並沒有把網站架構想清楚，那麼就很容易變成“大鍋炒”的情況，讓消費者分不清東西南北。
2.沒有吸引人的照片：
根據研究，人腦對圖片解析的速度比文字要快60,000倍，第一眼的感覺，會決定我們要不要繼續花時間往下看，就像我們還沒有深入認識一個人之前，就已經先對他的第一印象做出了判斷。
網站的圖片也是如此，有句名言“A picture is worth a thousand words”，圖片是否能夠傳達出產品的獨特價值，是否足夠吸引目光，會決定消費者是否願意花更多時間了解你的產品。
所以一個完整的產品介紹，應該要透過圖片傳達出三個面向：產品功能/產品細節/未來想像，
＊產品功能：不管任何的產品，不外乎是幫消費者解決問題或是創造更好的未來，產品具備什麼功能，如何運作來帶給消費者更多利益，也需要透過圖片說清楚
＊產品細節：產品的細部放大照，尤其是單價越高的產品，越需要有細節的展示，傳達出細膩的做工與巧思。
＊未來想像：這個部分很重要，但也是很多品牌電商容易忽略的地方，買了產品以後，能替生活中帶來哪些希望與愉悅，這是照片“感性”溝通主要的目的。
研究發現：人們在考慮長期決定時，是運用大腦的CEO（執行長）——前額葉皮質（理性腦）產生理性思維；可是，一旦面對例如是否立刻進行消費活動之類的短期決策，掌管衝動的邊緣系統（感性腦）影響力便大增，產生的決策傾向立即滿足需要的原始狀態，人腦短期決策的過程其實和大猩猩沒什麼差別。
由此可見，感性腦是從加入購物車到完成結帳最後一哩路的重要推手，如何能夠透過照片，讓消費者腦袋中產生想像，建構出買了產品後的美好時光與享受，這就需要情境照者。
3.沒有動人的文案
當照片成功吸引消費者的目光後，文案就成了會說話的銷售員，銷售員必須要講消費者能聽懂的語言，引導消費者思考，產品會為他們帶來的最大利益。
但可惜的是，很多的電商網站的文案，像是乏味的技術人員，說了滿口專業術語，不斷想把自己的專業知識一股腦傾倒給消費者，但是消費者真的在乎嗎？他們其實只在乎產品會不會讓他們得到快樂。
4.沒有安全的付款環境
曾經有一次跟某位50歲左右的長輩朋友吃飯，剛好談到線上購物，這位長輩跟我說他只有大概10年前透過網路買過東西，但從買了那一次東西後，卻是惡夢的開始，因為他的卡片開始遭到盜刷，到最後不得不打給銀行把整張卡片都取消，自此之後，他就從來沒有再從網路上訂過東西了。
如果你不想類似的情況，發生在你的顧客身上，就要好好檢查網站是否有裝配SSL跟相關的保密資料使用協定，讓消費者覺得在你這裡購物是安全的，也會影響消費者最終會不會完成購物。
5.流量準比多還重要
你的電商網站每天有多少人造訪呢？
你是否有想過，這些人裡面到底有哪些才是真正的潛在消費者？
很多人往往太注意流量表面上的數字，而忽略了真正重要的事情，導致流量“虛胖”，空有很好看的數字，但是沒有多少訂單。
之前有接觸過一間客戶是做義大利麵的，他選擇把義大利麵館開在市場內，說因為人潮很多所以客人也會比較多，但是他忘記思考一件事情，就是人流多不代表他們就會對你的產品有興趣，結果，那間義大利麵店也在半年後宣告結束營業。
人潮＝錢潮，但人潮≠你的錢潮，就算再多的人看到你的產品，但是對你的產品一點興趣也沒有，那麼這一切都只是幻想而已。
在這注意力缺乏的世代，如何能夠站在消費者角度思考，將網站清楚的呈現給消費者，搭配上有質感吸引人的文字與圖片，並且搭配上安心的購物環境以及準確的TA鎖定，達到電商轉換收益成長的目的，這是個不斷進化的過程。
希望以上分享的經驗，能夠幫助你在未來的操作上更為順利。
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