How to Boost Sales with Smart eCommerce Merchandising

Everyone often says ‘don’t judge a book by its cover’.

However, visuals have proven to impact a shopper’s mind more. 

Even statistics say 93% of consumers consider visual appearance to be the most important factor when making a purchasing decision. 

Simply put, eCommerce visual merchandising is about making your online store look so good that customers can’t help but click “Add to Cart.” 

It’s like setting up a fabulous window display but for the digital world. 

11 Visual Merchandising Strategies for Your eCommerce Store  

1. Start strong – merchandising in your search results    

The search bar is often the first interaction point for customers looking for specific products.

That’s why, optimizing it to show off your products can significantly impact the customer's journey. 

eCommerce merchandising strategy to try: 

As shoppers type, display real-time search suggestions that include small product thumbnails alongside text. 

This gives your shoppers immediate visual feedback and helps them quickly find what they are looking for. 

For example, if a user types "red dress," show images of red dresses with the text suggestion.

eCommerce Merchandising Example - Package Free

2. Visually merchandise your product categories 

Minimizing the effort required to find specific products, category-focused homepages can increase conversion rates by 20-30%.

eCommerce merchandising strategy to try: 

Take advantage of the above-the-fold space and place your most important product categories right under the homepage banner.

This way, shoppers who would rather skip search or navbar (mostly mobile users), can easily start their customer journey.

Represent each category with high-quality, appealing images that resonate with the products within that category. 

For example, a fashion store might use a stylish image of a model wearing the latest collection for the "New Arrivals" category.

You can also add hover effects to category images to make the experience interactive. 

Pro Tip 

Regularly update categories to reflect seasonal changes, holidays, or special promotions. 

For example, "Back to School," "Black Friday Deals," "Valentine’s Day Specials." or "Holiday Gifts." 

This keeps the homepage fresh and relevant.

eCommerce Merchandising Example - Thousand Fell 

3. Optimize your collections page 

Collections pages group related products together, making it easier for customers to browse items that fit a specific theme, category, or trend. 

eCommerce merchandising strategy to try: 

Maintain a consistent visual style across all product images in the collection. 

Use similar lighting, background, and framing to create a cohesive look. 

This helps in creating a unified visual experience.

You can also use text overlays to provide context or highlight key messages directly on the images. 

For example, use overlays to announce “20% Off This Collection” or “Editor’s Pick.”

eCommerce Merchandising Example - Blueland 

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4. Find unexpected ways to help shoppers visualize your products  

A report shows that 80% of consumers are more likely to purchase from brands that offer personalized experiences.

eCommerce merchandising strategy to try: 

Let shoppers customize products and see real-time visual changes on the product page. 

For example, customers could choose different colors, materials, or engravings for a product and immediately see how those changes would look. 

Like the eCommerce merchandising example below, you can place your products to show how they would look. 

For instance, use virtual models of different body types and sizes to show how clothing items will fit. 

Shoppers can select a model that resembles their body shape to see how a garment would look on them. 

eCommerce Merchandising Example - Rooted 

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5. Add some context to your product images

A report found that lifestyle images can increase engagement rates by up to 85.5%. 

eCommerce merchandising strategies to try: 

Depict the product in various scenarios or applications. 

For instance, if you sell kitchen appliances, show them being used in a kitchen environment to give context to their functionality.

You can also provide 360-degree views or interactive rotating images that allow customers to see the product from all angles. 

Include close-up images of important features or intricate details. 

For example, show close-ups of fabric texture, stitching, or hardware on a product.

eCommerce Merchandising Example - KraveBeatuy

6. Use videos to establish your product creds

A report found that 54% of consumers want to see more videos from brands they support and 60% of consumers prefer to watch a video rather than read text on a website.

eCommerce merchandising strategies to try: 

Share videos showcasing the production or manufacturing process. 

This can be particularly compelling for products that emphasize craftsmanship, quality, or sustainability. 

For example, a luxury watch brand might show the intricate assembly and attention to detail involved in making their timepieces.

You can also use side-by-side demonstrations to showcase how your product performs compared to others.

Create a video gallery showcasing how different customers use your products. 

This can include different styles, settings, or applications, adding to the product's credibility and versatility.

eCommerce Merchandising Example - Sunnies Face

A video pops up to show how the product can be used:

7. Flaunt your collabs

A report notes that 56% of consumers are more likely to buy products if they are part of a limited edition or exclusive collaboration. 

eCommerce merchandising strategy to try: 

Partner with influencers to create high-quality, professional-grade product photos. 

These images can be used across your website, social media, and marketing materials. 

Influencers often have a keen eye for style and can produce visually appealing content that resonates with their audience.

Develop visual campaigns around specific themes or product lines and partner with influencers to create content that aligns with these themes. 

eCommerce Merchandising Example - DoubleSoul 

8. Don’t miss out on 404 pages

404 pages, often seen as a dead end, can actually be leveraged creatively to enhance user experience and potentially recover lost sales. 

eCommerce merchandising strategies to try: 

You can add interactive visual elements such as animations or interactive buttons. 

For example, a playful AI -generated video animation of a lost character can add a touch of whimsy.

Implement a carousel or gallery showcasing top-selling or new items. 

This way, shoppers can browse products and not be disappointed. 

eCommerce Merchandising Example - Italic 

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9. Visualize product variants 

A report found that 36% of consumers are more likely to click on product pages that feature interactive swatches compared to those without.

eCommerce merchandising strategies to try: 

Implement hover effects that show a larger preview of the swatch or highlight the selected option. 

This helps to get a better view without clicking through multiple options.

Let shoppers see live changes on the product image when they select a swatch. 

For instance, clicking a color swatch should update the product image to reflect that color.

Provide a quick view option that displays additional details or a larger image when shoppers hover over or click on a swatch.

eCommerce Merchandising Example - Ugmonk 

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10. Flaunt it on the pop-ups

A report found that well-designed pop-ups with compelling visuals and offers can improve conversion rates by up to 30%. 

eCommerce merchandising strategy to try: 

Incorporate high-resolution images of the products being promoted. 

For instance, if a pop-up is advertising a sale on a specific product, include an attractive image of that product.

You can also incorporate storytelling elements through imagery, such as lifestyle photos or user-generated content, to create a more relatable and engaging experience.

eCommerce Merchandising Example - Fable

11. Be inclusive in your visual merchandising   

A report found that websites with diverse and inclusive imagery see up to 30% higher engagement from users who feel represented and valued.

eCommerce merchandising strategy to try: 

Encourage customers to share their own photos and reviews featuring your products. 

Highlight UGC that showcases a diverse range of customers using your products.

This way, you can feature images and videos featuring models of various ages, races, ethnicities, body types, genders, and abilities. 

Highlight products with adaptive features, such as adjustable closures or ergonomic designs, through visuals that demonstrate their benefits for different types of shoppers. 

Pro Tip

You can implement a straightforward returns and exchanges policy to accommodate customers who may need to return or exchange products due to fit or other concerns.

eCommerce Merchandising Example - POPFLEX

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Frequently Asked Questions  - eCommerce Merchandising 

1. What is eCommerce merchandise?

eCommerce merchandising is the practice of strategically presenting and promoting products in an online store to enhance the shopping experience and boost sales. 

It involves everything from how products are displayed (like using high-quality images and videos) to how they’re organized on the site (such as through categories and featured products). 

The goal is to make it easy and enticing for customers to find, explore, and buy products.

Effective eCommerce merchandising combines visual appeal, smart design, and personalized experiences to drive conversions and keep customers coming back for more.

2. Why is visual merchandising important for an eCommerce site?

Visual merchandising is vital for an eCommerce site because it:

• Enhances user experience
• Increases conversion rates
• Encourages additional purchases and highlights promotions
• Strengthens brand identity reinforces branding and improves credibility
• Improves product visibility and ensures key products are prominently displayed
• Increases engagement 
• Reduces bounce rates

3. How can visual merchandising impact conversion rates?

Effective visual merchandising can significantly impact conversion rates by creating an engaging and visually appealing shopping experience. 

This includes using eye-catching graphics, strategic product placement, and interactive elements to capture attention and encourage purchases.

4. What are some key metrics to track for eCommerce merchandising?

Key metrics include conversion rate, average order value, bounce rate, cart abandonment rate, and customer acquisition cost. 

These metrics help evaluate the success of merchandising efforts and identify areas for improvement.

5. How should I adapt visual merchandising strategies for mobile users?

Ensure that all visual elements are optimized for mobile devices, including responsive design, mobile-friendly images, and easy-to-navigate layouts. 

Use touch-friendly elements and ensure fast loading times to enhance the mobile shopping experience.

6. What is the role of an eCommerce merchandiser?

An eCommerce merchandiser plays a crucial role in the success of an online store by managing how products are presented to maximize sales and enhance the shopping experience. Here’s what they typically do:

• Product Presentation: Ensure product listings are accurate, attractive, and visually appealing.
• Visual Merchandising: Arrange products on the site to capture attention and drive purchases.
• Promotional Strategies: Develop and manage promotions to boost sales.
• Sales Optimization: Use data to adjust product placements and strategies for maximum conversions.
• Customer Experience: Enhance the overall shopping experience to keep customers engaged and satisfied.

7. What are the 4 types of merchandise?

The four types of eCommerce merchandising typically include:

Product Merchandising:

Focuses on how products are presented on the website, including product images, descriptions, categories, and layouts. 

The goal is to make products visually appealing and easy to find, encouraging customers to make a purchase.

✅ Visual Merchandising

Involves creating an aesthetically pleasing and engaging online environment. 

This includes the design and layout of the website, use of banners, colors, fonts, and interactive elements like videos and 360-degree views to enhance the user experience.

✅ Cross-Selling and Upselling

Strategies that involve recommending additional or higher-value products to customers. 

This can include related product suggestions, bundles, or upgrades presented during the shopping journey to increase the average order value.

✅ Personalized Merchandising

Uses data and customer behavior insights to tailor the shopping experience to individual users. 

This includes personalized product recommendations, targeted promotions, and dynamic content that changes based on the shopper’s preferences and actions.

8. What are some common mistakes in mobile visual merchandising?

Common mistakes include not optimizing images for mobile, having a non-responsive design, and using pop-ups that are difficult to close on small screens. 

These issues can lead to a poor user experience and lower conversion rates.

9. What are some emerging trends in eCommerce merchandising?

Emerging trends include the use of augmented reality (AR) for virtual try-ons, personalized product recommendations based on AI, and interactive content such as 360-degree product views. 

Staying updated with these trends can help enhance the shopping experience and stay competitive.

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