Jodi Lifschitz
Head of Content
Table of contents

Are you ready to conquer the dynamic world of eCommerce? Well, then welcome to our new series, "Ask Avia," with Avia Chen, a serial entrepreneur, brand creator, and eCommerce expert. Avia stands out in the fast-paced realm of online business, having built and sold multiple eCommerce ventures, and now brings a wealth of knowledge and experience to this series.

Currently, Avia is the Co-Founder and Chief Marketing Officer at Chargeflow, where he's on a mission to help eCommerce merchants automate chargeback and dispute recovery, enabling brands to focus on their core business.

Ready to dive in? We invite you to share your burning questions about eCommerce and marketing. Avia will provide innovative solutions and insights to guide you toward success. Here are some initial questions to kickstart our exploration.

Q&A: Exploring the eCommerce Landscape with Avia Chen

Challenges Merchants Face in eCommerce 

Question 1: With the constant evolution of eCommerce, what are some pressing challenges merchants should be prepared for?

Answer: The eCommerce landscape is perpetually evolving, it's critical for merchants to stay ahead of several key challenges to remain competitive and profitable. Here's a breakdown of the key challenges to watch out for:

  1. Data Privacy and Tracking: The advent of privacy-focused updates like iOS 14.5 and the more recent iOS 17 Link Tracking Protection, along with Mail Tracking Protection, have made it increasingly challenging to collect accurate consumer data. The loss of data granularity affects targeting and attribution models.
  2. Soaring Ad Costs: The CPM (Cost Per Mille) on platforms like Google, Facebook, and Instagram continues to rise. This inflation impacts profitability and demands that marketers become more sophisticated in their approach to customer acquisition and retention.
  3. Holiday Fraud Surge: Fraudulent activities peak during the holiday season. It's imperative for businesses to employ rigorous identity verification processes and fraud detection mechanisms to safeguard transactions.
  4. Friendly Fraud: This type of fraud occurs when customers make a purchase and then dispute the charge, despite having received the product or service. Efficient chargeback management systems and proactive customer communication can help mitigate the risks.
  5. Consumer Demand and Stagnation: As markets saturate and consumer preferences shift, maintaining steady demand for your product becomes an uphill battle. Investing in customer research and personalization can be the differentiator.
  6. Intensified Competition: With low entry barriers, eCommerce is more crowded than ever. Niche targeting, unique value propositions, and exceptional customer service can help you stand out in a crowded marketplace.

To succeed, adapt by leveraging first-party data, improving ad quality, addressing fraud risks, understanding customer demand, and preparing for economic shifts. Agility, data-driven insights, and customer-centricity are keys to success.

Strategies for Maximizing Holiday Sales

Question 2: The holiday season is crucial for eCommerce businesses. What are your top three strategies for maximizing sales during this period?

Answer: With the holiday season nearly upon us it represents a significant opportunity for eCommerce businesses to boost revenue and acquire new customers. Therefore, it's crucial to implement strategies that not only attract attention but also drive meaningful engagement and sales.

  1. Build Anticipation: Don't just appear out of nowhere with your holiday promotions. Utilize a drip email campaign or a countdown timer on your site to create a sense of anticipation. For example, you might send a "12 Days of Deals" email sequence, unveiling a new offer each day.
  2. Intentional Promotions: Ensure that your holiday promotions align with your brand's mission and values. Rather than just offering random discounts, curate packages or themed deals that resonate with your target audience. For instance, if you're an eco-friendly brand, bundle sustainable products together at a discounted rate.
  3. Think Outside the Box with Discounts: Traditional percentage-off sales are fine, but you can also get creative to encourage higher average order values (AOVs). Instead of a flat percentage off, offer tiered discounts based on spending levels, like $10 off orders of $100+, or $30 off orders of $200+. This approach not only provides an incentive for higher spend but also aligns well with consumer buying behavior during the holiday rush.

Additional Tactics:

  1. Bulk Discounts: Consider offering discounts for bulk purchases. For example, 'Buy One, Get One 50% Off' on select items can encourage customers to buy more.
  2. Incentives with Gifts: Entice customers by offering small, cost-effective gifts when they reach a specific order value threshold. A branded item like a tote bag or a reusable water bottle can make a lasting impression.

Maximize sales, enhance customer experience, and stand out with a multi-faceted approach to holiday promotions.

Adaptability in the Face of Unprecedented Change

Question 3: COVID-19 changed the Ecommerce landscape drastically. How can businesses stay agile and responsive to such unexpected shifts?

Answer: The COVID-19 pandemic serves as a case study for the volatility and unpredictability inherent in the business world, particularly in the eCommerce sector. Staying agile and responsive to such dramatic changes is not just advisable; it's essential for survival and growth.

  1. Diversify Supply Chains: Relying on a single supplier can be risky, as seen when factories shut down during the pandemic. Businesses should aim to diversify their sources, perhaps even considering local options to reduce dependency on international supply chains.
  2. Invest in Online Customer Engagement: When physical stores close, the online space becomes even more competitive. Brands can step up their customer engagement by optimizing website UX, offering virtual consultations, or leveraging AI-driven chatbots for customer service.
  3. Financial Resilience: Maintain a robust financial safety net and regularly review your budgets and cash flow. This can include renegotiating contracts or exploring alternative revenue streams like selling monthly/yearly subscriptions or digital products.

By adopting these strategies, businesses can increase resilience and thrive amid unexpected challenges and market shifts.

Summed Up

Today, we've only scratched the surface with these initial questions. We've explored key challenges, holiday sales strategies, and the importance of adaptability. But our journey is far from over. We eagerly await your questions about eCommerce and marketing. Your inquiries will shape the direction of future Ask Avia discussions.

So, what's next? Send Avia your burning questions and stay tuned for upcoming posts in this series. We're here to address your specific concerns and explore together.

Also, keep an eye out for our upcoming series, "Ask Ariel," featuring Fraud Expert Ariel Chen and CEO of Chargeflow. It promises to be another invaluable source in your quest for eCommerce excellence.

Thank you for joining us today. Stay curious, stay inspired, and stay ahead in the world of eCommerce!


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