- Author: Darryl J, Director of Product
During the Holiday season, your products and their descriptions should be well displayed so you can increase your conversions as you drive lots of traffic to your eCommerce website. Read our blog about how to take your product descriptions to the next level. Before explaining what makes up a well-written product description (i.e. a description that increases your sale conversion rates), we first need to ground ourselves on what a product description is.
What is a Product Description?
A product description is a statement that gives the characteristics of some type of product or service that should elicit a mental image to your customer. The real power of product descriptions comes from the intent behind them. When you're writing product descriptions you shouldn't just be writing copy about the characteristics of what you're selling, you need to show your target customers what they will experience if they purchase your product. This is a great example of experiential marketing. You want to immerse your target customers in your products so they can see how what you're selling them will change their lives for the better if they decide to purchase it.
Who Is Your Target Customer?
Before you can properly describe this "ideal product experience" to your customer you need to identify who they are and empathize with them. If you don’t know who your target customer is, you won’t be able to write proper descriptions and your efforts will fall short of the mark. If you’re saying to yourself “but I sell to a wide audience and I have more than one target customer" then now's the time to pinpoint the consumers that are most important to your business.
You can do this by using the 80/20 rule. On average, 80% of sales come from 20% of your customers. If you're trying to narrow down and find your target audience it would make sense to start by examining the top 20% of those who purchase from you already. Use past purchasing data and gather customer profiles of your top 20% of customers. Now examine these profiles and look for patterns in their demographics and psychographics. Use these patterns to create personas. Personas are fictional customers that you can give a name, sex, age, career etc. By visualizing your customers in this way it is easier to write directly to them and create product descriptions that they would find appealing.
How Do I Show and Not Tell?
When writing product descriptions, it's important to remember to use clear and descriptive language. You need to show your customers the benefits of your products rather than just telling them what they are.
For example, for a service product don’t just tell your customer, “Our _______ service is reliable." Instead, show them how reliable it is in your description: “Our ____ service is backed by uncompromising Service Level Agreement that guarantees 99.9% uptime, a support staff with expert admins availability 24/7/365, and a 30-day hassle-free 100% money-back guarantee.”
Now that you've written the second description put yourself in your personas' shoes and see how reading your description makes you feel. When you read the second attempt do you feel safer in your choice of purchasing the above service? Do you visualize the support that is available and understand how this service is actually reliable rather than it being an abstract idea? If you answered yes to both questions then it means this description is effective. It's showing your customers what you want them to experience with your services rather than just telling them something that they can easily forget.
Can’t I Just Use Pictures of My Products?
While high-quality images are important, search engines can't see images – or not yet
anyway. Images of your products may speak 1,000 words to your target customers and convey the emotion you’re trying to share, but they do little for SEO (Search Engine Optimization). To get your site to rank and become visible to potential customers, you must include product descriptions that are loaded with potential keywords. That way your site will begin to rank for related words to your products and your site will show up in more relevant Google searches.
How Do I Make My Product Descriptions Uniquely Mine?
The bottom line is, your brand needs to be authentically itself and your product descriptions should embody this. To get noticed, your description copy needs to break through any commoditization noise that may surround your product. Don’t just look at your competition and try to write a description that’s 10% better, add something unique in your product’s description copy that directly taps into your brand’s authentic self.
In Conclusion
Business owners that take the time to write great product descriptions can gain an edge over the competition. Great product descriptions can mean the difference between success and failure for eCommerce sites. So remember: embody your target customer, show rather than tell the experience you're promising, include keywords for better SEO, and let your brand's unique personality shine through. Follow this simple advice to boost your conversions and eCommerce sales during the Holiday season!
Do you know what else has a big impact on conversions? Your website's speed and uptime! Keep coming back to our blog this week to read advice from our Hosting.com experts on how to get your site ready for Q4! We're also running a sale on all of our Hosting.com Turbo products so check out our website today for deals and discounts you don't want to miss!
