Running an e-commerce business is not just about having great products; it’s about having products in demand and positioning yourself effectively in the market. Your competitors are constantly testing new products, strategies, pricing models, and marketing techniques. If you’re not actively analyzing them, you’re missing opportunities to refine your own approach.
Following things are not just points for competitors analysis. It’s how I shop online, so I wrote them as customer.
Value for Money:
If your product doesn’t present clear value for money, potential customers will hesitate to buy. If I want to buy, I’d definitely compare options based on price, quality, and perceived benefits. So ensure your pricing is competitive and that your product offers something extra—whether it’s better quality, a unique feature, or superior customer service.
Product Photos:
High-quality images build trust and drive conversions. Study your competitors product photos:
- Are they using professional images or generic stock photos?
- Do they include multiple angles and lifestyle shots?
Generic stock photos never builds trust. Always go for products own lifestyle images.
Titles:
Your product title should be clear, descriptive, and keyword-rich.
Optimise it for humans and machines. Both SEO-friendly and compelling for potential customers.
Descriptions:
A well-written product description does more than list features, it tells a story.
Analyze your competitors’ descriptions:
- Do they highlight key benefits?
- Are they using persuasive, engaging language?
- Do they answer common customer questions?
This is the part where I decide, whether this product fulfils what I am looking for or not.
Make sure your descriptions are detailed, conversion-focused, and optimized for SEO.
Prices:
Pricing is one of the biggest factors in a customer’s decision. Study your competitors’ pricing strategies:
- Are they offering discounts or bundle deals?
- Do they have a premium pricing model or a low-cost approach?
- How do their prices compare to yours?
If your prices are higher, justify the difference with added value. If lower, emphasize affordability and great deals.
Shipping Time:
Fast shipping is a major selling point. Analyze:
- How quickly do your competitors deliver?
- Do they offer express shipping options?
- Are they partnered with third-party logistics providers for efficiency?
If competitors ship faster, look for ways to speed up your fulfilment process.
Even if they don’t ship faster, it’s a better leverage point against your competitors.
Shipping Cost:
Many shoppers abandon their carts due to high shipping costs. Compare:
- Do competitors offer free shipping above a certain order value?
- Are they charging flat rates or variable fees?
Consider adjusting your shipping strategy to reduce friction in the buying process.
Return Windows:
A flexible return policy can increase conversions. Look at:
- How long do competitors allow for returns?
- Do they offer hassle-free or paid return shipping?
- What conditions apply to refunds and exchanges?
If your return policy is too strict, it may discourage sales. Aim for a balance between protecting your business and keeping customers happy.
Show your return policies on product pages, it motivates and improve conversion process.
Homepage Strategy:
Your homepage is your first impression. Pick your best-selling stuff and put it on home page.
Study:
- What’s the first thing visitors see on competitors’ homepages?
- Are they featuring bestsellers, promotions, or social proof?
- How user-friendly is their navigation?
Use insights to refine your homepage layout and messaging.
Cross-Selling:
Cross-selling increases order value by recommending related products. Analyze:
- How do competitors suggest complementary items?
- Do they offer bundle deals?
Implement strategic cross-selling to boost your average order value.
Up-Selling:
Up-selling persuades customers to buy a more expensive version of a product. Check:
- Do competitors promote premium versions or add-ons?
- Are they offering incentives like discounts on upgrades?
- How effective is their messaging in encouraging higher-value purchases?
A strong up-selling strategy can increase revenue without acquiring new customers.
Email Opt-in Strategy:
Email marketing remains one of the highest-ROI channels. Observe:
- How do competitors capture emails (pop-ups, discounts, lead magnets)?
- What type of content do they send?
- How frequently do they email their list?
Opt-in to their email marketing funnel and reverse engineer their strategy.
Build a strong email opt-in strategy with valuable offers and engaging content.
Sale Offers (Flash Offers):
Limited-time sales create urgency and drive conversions. Check:
- How often do competitors run flash sales?
- What types of discounts do they offer?
- How do they promote these offers (emails, ads, social media)?
If flash sales work for your industry, use them strategically to increase sales volume and acquire new customers with lower CAC.
Reviews:
Customer reviews influence buying decisions. Analyze:
- How many reviews do competitors have?
- Are they mostly positive or mixed?
- Do they showcase reviews prominently on product pages?
Learn from their negative reviews and improve your buying and product experience.
Encourage satisfied customers to leave reviews and respond to negative feedback professionally.
Ratings:
Ratings provide instant credibility. Check:
- What’s the average star rating on competitors?
- Are they leveraging platforms like Trustpilot or Google Reviews?
- Do they have user-generated content like video testimonials?
A high rating builds trust and helps convert skeptical buyers.
Customer Support:
Great customer service can set you apart.
- Do competitors offer live chat, email, or phone support?
- How responsive are they?
- Do they have self-service options like FAQs and chatbots?
Providing fast, helpful support improves customer satisfaction and retention.
Competitor analysis isn’t about copying others, it’s about learning from their strengths and weaknesses to refine your own strategy.
By continuously monitoring these key areas, you can position your brand ahead of the competition and create a compelling shopping experience for your customers.
Take action today: Pick 3-5 of your competitors, analyze these factors, and start implementing improvements in your own e-commerce strategy.