In part one of my triptych blog series about optimising the digital shelf, the consequences and ways to preventing online stockouts were discussed. A quick review:
Once you've made sure your brands' products are available on key sales channels, you are ready to continue with step 2, where we'll explore ways to enhance content and improve the findability of your products' detail pages (PDPs).
Are you as a brand, vendor, or manufacturer struggling to stand out from the booming eCommerce competition? Do you find it challenging to check product content on indirect channels, or do you have no idea where to start optimising?
In this blog, I will guide you through some ways to attract more shoppers and eventually grow conversions.
Where to Start?
You have hundreds or perhaps thousands of products in your assortment, listed on multiple online sales channels; it may be difficult to figure out where to start. Each Product Detail Page (PDP) can be improved a bit, but more interesting is: what can you achieve the most impact with?
Analyse per sales channel the page traffic and conversions. Start with products with high page traffic and low conversions. Focus on optimising search rankings for products with low page traffic and high conversions.
Map Retailer Content Requirements
Before you start optimising content, we recommend you map (platform-specific) content standards. Why? What is required or works on one retailer site, may not always be the best fit for another. A growing number of retailers have their own content standards and guidelines in place for you to follow.
Gather all retailer requirements such as recommended number of characters in product titles and descriptions, image quality, and the option to deliver rich content such as videos or HTML content. For instance, your product titles ideally contain the following elements: [brand] [serial name] [product type] - [relevant specification(s) /distinguishing characteristics etc.]. But this can slightly change from retailer to retailer.
Get the Basics Right
Do not underestimate the power of the basic elements on a Product Detail Page (PDP). A PDP is a place where shoppers view all the information they need to make that buying decision. It's the top online touchpoint at the time of purchase!
Essential elements on a PDP are:
- Product title: Use up to 100 characters, starting with your brand name
- Product image: Showing the product itself on a neutral background
- A strong product description
Especially at a time when consumers can’t see, feel, or test products in a physical store, the importance of basic content elements skyrocketed in importance.
Content Quality Scorecards
Use content quality scorecards to identify gaps, inconsistencies, and opportunities for growth.
- The SiteLucent team created the DCC score to measure content compliance on all channels.
- You can fully customise (retailer-specific)content criteria and their weights.
- The three layers - Minimal, Basic, and Extended, help you prioritise what to optimise first and bring product content towards perfection level.
Once your content KPIs are set, you can start monitoring your product listings and presentation to see if all the content has been published correctly on the digital shelf. The key is to analyze content quality on each channel. Not only after publishing new content, but continuously monitor the quality of content to avoid wrong data to be published.
Get immediate answers to: 'Is my brand- and product name mentioned correctly on all PDPs?' and 'Are my products' categories and dimensions clearly stated?'
How can you deliver a great Product Experience - the digital equivalent of in-store merchandising? How to give shoppers that in-store experience on the digital shelf?
Once your basic product content is correct, complete, and optimised for perfection, it is time to focus on premium content - Enhanced Manufacturer Content or A+ content (Amazon). I recommend you to:
- Add videos to PDPs
- Increase the number of images on PDPs - The more images, the better!
- Increase the word count and quality of product descriptions
Optimise for Ecommerce Search Engines
The relevance of keywords on a PDP is worth clarifying. You can present all the basic and premium product information on your PDP, but if your product does not rank in the top search results, big chance you will lose the opportunity to sell.
Product content needs to be published to help online buyers make a purchasing decision. If it helps your buyers, it will help you rank higher since usability is the primary concern for (eCommerce) search engines. For instance, when a shopper searches for the specific keywords 'Logitec H600 Wireless Headset', he will likely be ready to buy this product.
Make sure your PDP is optimised for these keywords because you want to be the one who sells to these shoppers. If you understand your target group and how they are searching for your products, make a list with potential keywords and narrow down each keyword with benefits and features.
Remember that customer reviews is also unique content on your PDP. Reviews can help increase eCommerce search rankings, among the use of search keywords and other factors such as:
- Price and delivery
- Product performance
- Quality of the product page (speed and usability)
In step 3 of my triptych blog series about optimising the digital shelf, we will dive deeper into customer reviews.
Next week we will walk you through the third and final step to help you optimise your brands' digital shelf. Follow us on LinkedIn to keep tabs on what we are doing and always stay up to date!