What Is a Guided Selling Software?
A guided selling software is a software program for e-commerce providers that enables you to help your customers decide which products to buy and guides them to the right product. This makes it easier for your customers to select the product they want, with the end result being that they are able to make the right purchasing decision, which, in turn, reduces the returns costs for your business.
Guided selling gives your customers the same kind of experience they get when interacting with a sales advisor in a physical store. Customers receive comprehensive advice and are ultimately guided toward their purchase. In this way, if your customers are not familiar with the properties of a particular product, an online advisor tool can help them identify what they need.
The guided selling software asks targeted questions and uses visual filters to display potential responses. Customers simply answer these questions and the advisor then determines which product will meet their expectations. The guided selling software displays the most suitable products at the top of the results list. The instant result function adapts the results list as soon as customers answer another question. As the suggested products are tailored precisely to their requirements, customers feel more comfortable and more inclined to make a purchase.
When determining which products to suggest, the advisor takes into account not just the current scenario but a customer’s entire click and purchase history. This history is collated in a database specific to the online store and used to help with the advice process. All this means that customers do not experience any compromise on service levels when they decide to use your online store.
What Are the Benefits Of a Guided Selling Software?
Often, customers will have an idea of what they are looking for but will struggle to put it into words. This is common with products that are complex or require explanation. In this sort of scenario it can be difficult to find the right product, as requirements will differ depending on use.
The more uncertain customers are, the less likely it is that they will make the purchase. If customers do go on to purchase the product despite not being completely certain, there is a good chance that they will not be satisfied. This, in turn, can lead to the customer returning the product. This is where guided selling software can really help:
- It advises customers so that they can work out what they want and need.
- It creates awareness of the right product. This makes customers more inclined to make a purchase. They are also more likely to be satisfied with the products they receive.
The results include increased sales and reduced return costs for your company.
Successful Cases Using Guided Selling Software
Lufthansa, ETERNA und Bellybutton have implemented various types of shopping advisors. The overall result has been the same despite the different approaches: Customers purchase the right product and the shopping experience is easier and more enjoyable.
Guided Selling at ETERNA – It Fits Like a Glove
ETERNA uses a shopping advisor in order to appeal to fashion-conscious shoppers looking for an outfit tailored specifically to their requirements. ETERNA specialises in selling its customers shirts that offer the perfect fit.
The shirt advisor helps customers to identify what they are looking for and then shows them the shirts that are available in the relevant range. Customers can choose their preferred collar style, or details such as a breast pocket. The results are shown along with a percentage figure to indicate the extent to which the shirt they are being offered matches their specifications.