Início / Blog / Strategies to improve your digital product sales
Close

Strategies to improve your digital product sales

Want to learn strategies to improve your sales? Learn how with this article.

There are three categories of digital products that you can sell on Hotmart: Evergreen Products, Subscription or Recurrence Products, and Launch Products. In this article, I’m going to talk to you about the specifics and characteristics of each one and give you tips on strategies you can use to increase your sales. 

The market and consumers are changing

Social distancing has created new needs and has made consumers change their shopping behavior. With this change, and with consumers more willing to shop online, it’s very important that you have strategies that will make your digital product stand out in the market. 

Types of products and strategies to improve your sales

Evergreen Products

Evergreen Products are those that find a possible demand that can be met on a daily basis, and usually have more linear growth. In other words, the evergreen format is the practice of selling your digital product or solution every day, without closing the shopping cart.

 

Strategies to sell an evergreen product

 

  • Buy 1, get 1 free: This strategy is great for this type of digital product. For example, you can offer Access Plus (only for those who have products in the Hotmart Members Area).

In Access Plus, you allow buyers to share access to their digital product with up to 3 people. The advantage of this strategy is that they’ll have 3 additional people with their individual Members Areas, with progress and interactions also individualized. 

 

Learn more about Access Plus and how to set it up!

Subscription and Recurrence Products

Subscription services are a form of scheduled charges that are processed by Hotmart’s payment system, called HotPay.

This mode means recurring charges for the access to the content, i.e., buyers must make periodic payments (monthly, bimonthly, quarterly, semiannually, or annually, as set up by the Producer) in order to have continuous access to the product for a given time.

Strategies to sell subscription and recurring products

 

 

  • Special plans with discount coupons: The first item you need to be aware of is coupons. They’ve got to be attractive to the consumer.

    That said, the aforementioned strategy can work as follows: The Producer can apply different discount amounts for different plans. For example, for a monthly plan, the discount can be 2%; for the quarterly plan, the discount can be 3%, and so forth.

    It’s important to remember that in order to choose the amount of discount, you need to study which product has the best profit margin, the best positive return, and the volume of purchases. 

 

 

  • Free Trial: Another strategy that can work quite well is the delivery of a free trial of your content for customers. You can offer free access days to captivate your leads with transforming content.

    You can organize it as follows:

Weekly plan = maximum of 7 days

Monthly plan = maximum of 30 days

Bimonthly plan = maximum of 30 days

Four-month plan = maximum of 45 days

Six-month plan = maximum of 90 days

Annual plan = maximum of 180 days

 

  • Plan upgrade with a promotional price: This strategy can be applied to those who are already your customers. This is an opportunity to offer a plan with a longer duration, such as biannually and annually, to students who have opted for a monthly recurrence, for example.


With this strategy, you can follow two paths: enable a plan switch and offer a plan switch.

 

Launch Product

There are several types of product launching strategies. Let’s take a look at some of the most commonly used:

Internal launch. This is a classic strategy that focuses on generating buybacks and increasing your customers’ LTV. Within this strategy, you can cross-reference your base purchasing data to view which product in your pipeline might interest new buyers.


One tip is to start a campaign to heat up the list and open a cart at a period you choose, with an irresistible discount. 

 

Flash launch. Use your product already consolidated on the market and offer a very aggressive discount within a short period of time. Besides the sales, this strategy can generate an expressive increase in your customer base.

Warm up the list of leads interested in your product, emphasizing its benefits and informing them that soon they’ll have a unique opportunity to buy it. Inform them and prepare your list for the cart’s opening date, and create a final blast to inform them of the beginning of the sales with a discount.

Relaunch. This strategy consists of using materials from previous launches. This reduces production costs and allows you to apply aggressive discounts for those leads who haven’t converted yet, due to either objections or purchasing power.
One of the strategies used in this modality is to gather student videos as social proof and use them in the campaign. You can have an internal contest rewarding all students who participate, with special recognition to the top 3 testimonials.

Seed Launch: In this strategy, you can launch a product before you have actually finished the final product. Making it clear to your buyers that the product is being released in stages, this type of launch can help you gather feedback and capital in sales that can guide the rest of your product creation. 

A seed launch is great for those who need to start small to gather social proof and for those who are still adjusting their product and strategy to fit their audience. 

 

Other strategies that can boost your product’s sales

Offer more payment options: review the payment methods you use and offer other options for your customers. In this case, you need to pay attention, when assessing your sales history, to which percentage these payment methods represent to your business before deciding to make them available.

Also, consider the agility of the purchasing process, because your possible customer could be impacted by other Producers. The faster it is, the more possibilities of increasing your conversions.  

Invest in buyback: Offer a second product that will sequence or increment your students’ journey within the Hotmart Members’ Area. Create a special offer with which they can anticipate purchases that would only occur after the course is completed.

The Extra Paid Module is another feature of the Hotmart Members’ Area, and can also be used in your strategy. For a group of engaged students, offer an extra paid module with the content they have requested the most.  

Pay attention to your post-sales services: As important as the sales and the strategies are to help you sell, the post-sales are even more so. It’s essential that you have a humanized service focused on your customer. If necessary, build up your post-sales team with more members and focus on delivering a full experience to your consumers. 

Now that you’ve noted our tips on strategies to boost your sales, how about putting them into practice? Don’t forget that your customer must be the center of attention: take into account the feedback they provide to build a product that meets their needs and provide the best possible experience. 

Let’s get to work! 

Happy sales.