Tuesday, Sept 10

B2B Advertisment Opportunity

If your tool/service can help 50,000 DTC brands grow then you can reach out to them here: Learn more

Drivepoint

🎯 Your Q4 forecast doesn’t have to be a guessing game.

Chances are you’re still dialing in the numbers for Q4. If you’re like most DTC brands, that means trying to compile data from 25 different sources, nail down your marketing agency, line up your offers, and then…somehow…duct tape that all together in your forecasting model.

It doesn’t have to be that way.

Brands like Oats Overnight, Simple Modern, Curology, Ibex, Graza, and immi are using Drivepoint to manage their forecasting and scenario planning. With Drivepoint, they are:

⬇️ Automatically importing data from Shopify, Amazon, QuickBooks Online, and NetSuite.

✨ Using AI to predict returning customer orders with 98% accuracy

🔀 Building and comparing multiple scenarios to understand the impact of potential offers

📦 Forecasting with confidence all the way through to inventory and cash

Sound good? That can be you, too.

Book a demo today and we’ll stand up a complete Q4 forecast using your real data in 48 hours, 100% free of charge.

Turning Customers No To Yes

I often get asked what is the most important thing but often overlooked by most businesses—it's objection handling.

NO SALE CAN EVER HAPPEN WITHOUT OBJECTION HANDLING.

Imagine you go to a car dealership to buy a car. You don't really know what you're looking for. The dealer shows you a car and you immediately buy it, no questions asked. Is that even possible?

Of course not. You'll want to know things like warranty and service packages, mileage of the car, etc. These are objections. Only when all of them are answered will you make the decision to buy.

When someone comes to your website to buy a product, their decision-making process doesn't change just because it's a website and not a human on the other side. They still have questions that need to be answered.

The only difference here is that they have no way to ask a question and you have no way to answer. So what do you do?
Know the most common objections and address them proactively.

This is where many e-commerce founders fall short. We focus to much on features, benfits, USP’s etc. But how much time do we dedicate to addressing our customers' concerns before they even voice them?

In his book "SPIN Selling," Neil Rackham dives deep into the art of objection handling. He argues that the best salespeople don't just react to objections—they anticipate them. Rackham suggests a four-step approach:

1. Situation questions: Understand the buyer's current scenario.

2. Problem questions: Identify issues or dissatisfactions.

3. Implication questions: Explore the consequences of these problems.

4. Need-payoff questions: Highlight the value of your solution.

While Rackham's method was developed for face-to-face sales, we can adapt it for e-commerce:

• Analyze customer service tickets, social media comments, and product reviews to uncover common concerns.

• Track abandoned carts: Follow up with users who didn't complete their purchase to understand their hesitations.

• Create objection-busting content: Develop a FAQ page that's actually useful. Create short video snippets addressing top concerns near your call-to-action buttons.

• Use customer testimonials to handle common objections.

But here's the kicker—you need to do this for every objection your potential customers might have.
Price too high? Explain the value.
Worried about shipping times? Be transparent about your process.
Unsure about sizing? Provide a detailed size guide.

Remember, in e-commerce, your website is your salesperson. It needs to address objections just as effectively as a human would. By anticipating and addressing objections upfront, you're not just selling a product—you're building trust and confidence in your brand.

Here’s what I want you to do today:

1. Make a list of the 10 most common objections your customers have for each of your products. This can be based on reviews, customer feedback, or abandoned carts.

2. Go through your product page and see if each of these 10 objections is being addressed effectively. Are they visible and clear to potential customers?

3. If any objections are missing, add them to your product page in a prominent spot—whether it’s near the “Add to Cart” button, in your FAQ, or highlighted within the product description itself. Make sure they’re seen at the right moment during the decision-making process.

If you're unsure where to place these objections on your product page for maximum impact, the Two-Fold Conversion System can guide you on exactly where and how to address them to improve your conversions.

IBRAHIM’S NUGGETS

Heyy!

Hope you had a great Monday!

Yesterday, I shared the Part-1 of Key things to have ready prior to a brand launch — A really good product, Strong messaging, and Great content. If you haven’t read that yet, you can read it by clicking here. Today, we’ll talk a little about Organic Social and the Tech stack you need to have ready.

1. A really good product

2. Strong messaging

3. Great content

4. Organic Social

5. Right Tech Stack

4. Organic Social:

• I don’t think this is required to make your first sale, but as soon as you can, you need to start building some presence on organic social

• When consumers think about buying your product (especially for a brand they haven’t heard of before), apart from Google, they also search for it on TikTok, IG and YouTube. If you have no presence or a page with 250 followers, that’s not going to inspire a lot of confidence in the consumer!

• Pre-launch and immediately post-launch, I would invest some time and money into building these pages up as soon I could

5. Tech Stack:

I’ll just highlight what I recommend you should be using:

• Shopify to build your digital storefront

• Klaviyo for email

• Zaymo to build converting emails

  • Mention DTC Daily to avail 25% OFF for the first 6 months

• Microsoft Clarity for Heatmaps to help you analyze and optimize your LPs

• Okendo to collect reviews

• SARAL for Infuencer discovery & management

  • Mention DTC Daily & claim 10% OFF, forever

• Triple Whale for ad attribution

• Geotargetly to easily deploy location based website redirects, links, content, pop-up, and more

  • Mention DTC Daily & claim 10% OFF, forever

• Supermetrics to integrate your 150+ platforms and give you real time data

  • 14 day trial

• Rebuy for smart cart, cross-sell, up-sell, AI recommendations, etc. to boost your AOV

• Postscript/Attentive for SMS marketing, but when you’re starting out, Klaviyo can get this job done, including Pop-ups

• Disco for product recommendations

• Gorgias for customer service

• Social Snowball for affiliates

• Loop Returns for returns

• Accessibility (any works) to comply with the law

What did I miss? Let me know, and if it’s something I think would really help others while starting out, I’ll add it to my tech stack list and share it with the readers in the future.

Alright folks, that’s it for today!

Digital Ocean

If you own an online business and are struggling to attract new clients, then you need to read this.

Imagine this: Your business is stuck in neutral. No new leads. No new traffic. You're hoping the upcoming sales season will save the day.

But guess what? You're not alone. Countless other businesses are facing the same challenges.

Don't wait. Get a head start. Prepare for Black Friday and Cyber Monday now.

How?

Register for Prepathon 2024.

Starting today, (from 9th September to 12th September) get 3 days of value packed sessions from 20+ industry experts and learn how to:

• Discover new channels for traffic & leads. 🎯

• Create demand and optimize processes. 📈

• Leverage AI for B2B and Ecommerce sales. 🚀

That’s not all.

Take part in many networking activities where you can meet people from many industries and backgrounds and win some exciting giveaways as well. 🌍

It’s FREE to register

IN THE NEWS

Innovative Food loses its appetite for B2C ecommerce

DHL E-Commerce: Online shopping behaviours are changing rapidly

PayPal and Shopify Expand Payments Processing Pact

Have any questions that you need help with?

Ask here - and look out for Fridays Issue where Ibrahim will answer them.