Boost E-Commerce Sales with Concrete Language

Jan 23, 2024

Content Marketing

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In the world of e-commerce, competition is fierce and merchants are constantly looking for strategies to increase their sales. One often overlooked tactic is the power of language. A recent study has highlighted that using more concrete language can significantly impact online sales, offering a simple yet effective tool for marketers.

The Power of Specifics

The research in question found a substantial 30% lift in sales when emails from an e-commerce site utilized more specific language. For example, replacing generic terms like "pants" with "blue jeans" made a difference. This approach works because it helps customers create a mental picture of what they're buying which enhances engagement and paves the way for making a purchase.

Crafting Your Message

When crafting your message, clarity should be your north star. Instead of vague promises about shipping times such as “going out this week,” say “at your doorstep by the end of the week.” Specificity not only sets clear expectations but also builds trust between you and your customer.

Actionable Takeaways:

  1. Be Deliberate: Every word counts in your product descriptions and marketing material.
  2. Create Visuals With Words: Use language that allows customers to visualize products.
  3. Set Clear Expectations: Be precise about details like features, benefits, and delivery times.

Implementing these changes doesn't require significant investment but can offer considerable returns – making it an attractive strategy for any business size.

Connect With The Expert

Nancy Harhut, author of Using Behavioral Science in Marketing, emphasizes that deliberate word choice can lead to greater success in e-commerce endeavors. If you want further insights from Nancy or wish to connect with her expertise directly, she's available on LinkedIn, Facebook, Twitter (@X), or via her agency at (

Applying concrete language is not just about increasing immediate sales; it’s also about building long-term relationships with customers who value transparency and detailed information—key ingredients for loyalty and repeat business.

In conclusion: In e-commerce communication—whether through email campaigns or product descriptions—the devil really is in the detail!

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