How to prioritize products through site merchandising

In ecommerce, where options are endless and attention spans are short, how you prioritize your products can be the difference between making a sale and losing a customer. Site merchandising is more than just arranging items—it’s about guiding shoppers to the products they’ll love and buy. Done right, it creates a shopping experience that’s smooth, satisfying, and profitable. In this article, we’ll walk through how to prioritize your products effectively using data, customer insights, and the latest tools to make your site not just good, but great.

For more on ecommerce merchandising, check out our article here.

The secret sauce of site merchandising: Why product prioritization matters

Product prioritization might sound fancy, but it’s really about making sure your best items get the attention they deserve. Think of it as putting your store’s best foot forward. When customers visit your site, the way you showcase products can shape their entire experience. Highlighting the right products at the right time can lead to more sales, happier customers, and a stronger brand. Whether you’re launching something new, pushing a top-seller, or clearing out old inventory, prioritizing effectively is key to keeping your ecommerce engine running smoothly.

Transform your product strategy by setting clear, actionable goals

Before you start moving products around on your site, it’s important to know what you’re aiming for. What do you want to achieve with your merchandising efforts? Maybe you’re looking to boost sales in a specific category, or perhaps you want to introduce a new line to your customers. Whatever your goals, make sure they’re clear and actionable. This isn’t about setting vague intentions; it’s about having a solid plan that guides your decisions. When your goals are sharp and focused, deciding which products to spotlight becomes a whole lot easier.

Spotlight your top products by decoding your sales data

Your sales data holds a wealth of information—it’s like having a backstage pass to your store’s performance. By diving into the numbers, you can figure out which products are really driving your business. Maybe there’s a product that consistently sells out, or one that’s popular during certain seasons. Tools like Google Analytics can help you track these trends, showing you what’s working and what’s not. Once you’ve identified your star products, make sure they’re front and center on your site, so they’re easy for customers to find.

What are your customers telling you? Use their behavior to guide product choices

Your customers’ actions on your site are like breadcrumbs leading to what they really want. By paying attention to where they click, how long they stay on a page, and what they add to their carts, you can get a clear picture of their preferences. Tools like heatmaps and session recordings can reveal which products are catching their eye and which might need a little more attention. When you use this information to guide your product prioritization, you’re not just guessing—you’re making decisions based on real, actionable insights.

Discover winning products through the power of A/B testing

A/B testing is a tried-and-true method for figuring out what really works on your site. It’s like trying out two different outfits and seeing which one gets more compliments. By testing different versions of a page—like one featuring a best-seller and another highlighting a new arrival—you can see which setup resonates more with your customers. This isn’t about trial and error; it’s about making informed choices that can boost your bottom line. And the best part? You can keep testing and refining your approach until you find the perfect mix.

Ride the wave: Prioritize products based on seasonal trends

Seasonal trends offer a great way to keep your product lineup fresh and relevant. Think about what people are looking for at different times of the year—warm clothing in winter, outdoor gear in summer. By aligning your product prioritization with these trends, you can meet your customers where they are, right when they’re most likely to buy. Creating seasonal sections on your site can make it even easier for shoppers to find what they’re looking for, boosting your sales when it counts the most.

Are your best products hiding in plain sight? Let reviews and ratings lead the way

Customer reviews and ratings can do a lot of the heavy lifting when it comes to product prioritization. Products that consistently get high marks from customers are more likely to attract new buyers. Why not put those items front and center? Featuring top-rated products on your homepage or in special sections can leverage social proof, helping you build trust and drive more sales. After all, if other customers love a product, new shoppers are more likely to take notice.

Low on stock? How inventory levels should impact your product prioritization

Inventory is a big part of how you should prioritize products on your site. If an item is almost sold out, highlighting it could create a sense of urgency—encouraging customers to buy before it’s gone. But be careful: pushing products that are out of stock can frustrate shoppers and hurt your credibility. On the flip side, items that are overstocked might need a bit of extra promotion to move them off the shelves. The key is to strike a balance, ensuring that your product display is both effective and customer-friendly.

Take the guesswork out: Automate prioritization with smart tools

In the fast-paced world of ecommerce, automation can be a lifesaver. Using tools that automatically prioritize products based on real-time data—like sales trends or customer behavior—can keep your site fresh and relevant without constant manual updates. This means your best products are always in the spotlight, and you have more time to focus on other aspects of your business. Automation doesn’t just save time; it ensures that your product prioritization is always one step ahead, adapting to changes as they happen.

Create irresistible displays with personalized product recommendations

Personalization is a game-changer when it comes to product prioritization. By tailoring your product recommendations to individual customers, you can create a shopping experience that feels personal and engaging. Maybe a customer has bought outdoor gear from you before—why not show them similar products that they’re likely to be interested in? Personalized displays can boost conversions because they make it easier for customers to find what they’re looking for, right when they need it.

New arrivals vs. best-sellers: Which should take center stage?

It’s a classic dilemma: do you put the spotlight on your new arrivals or stick with promoting best-sellers? Both have their merits. New products need visibility to gain traction, while best-sellers are proven winners. The trick is to find a balance. You could feature new arrivals on your homepage while also giving best-sellers a dedicated section. Rotating these features or combining them in promotional campaigns can help ensure that both get the attention they deserve, keeping your product lineup dynamic and appealing.

Does your site layout help or hurt your priority products?

The layout of your website can make or break your product prioritization efforts. A cluttered or confusing design might bury your top products, making them hard for customers to find. On the other hand, a clean, intuitive layout can guide customers right to the items you want them to see. Think about how your navigation, banners, and product grids are set up—are they helping or hindering the customer experience? Regularly reviewing and tweaking your layout can help ensure that your priority products stand out in the best possible way.

Fine-tune your strategy by keeping an eye on performance metrics

To really nail your product prioritization strategy, you need to keep an eye on how it’s performing. Are your prioritized products driving the sales you expected? Are customers engaging with the items you’re featuring? By tracking key metrics like conversion rates and average order values, you can see what’s working and where you might need to make adjustments. This isn’t a set-it-and-forget-it process—it’s about continuously refining your approach to get the best results.

Pitfalls ahead: How to avoid common product prioritization mistakes

Even with the best intentions, it’s easy to make mistakes in product prioritization. One common pitfall is trying to prioritize too many products at once, which can overwhelm customers and dilute your focus. Another is failing to update your strategy regularly, leading to a stale product lineup that doesn’t reflect current trends or inventory levels. And don’t forget about customer feedback—it’s a goldmine of information that can help you fine-tune your approach. To avoid these traps, keep your strategy focused, stay flexible, and always listen to what your customers are telling you.

What’s next? The future trends shaping product prioritization in ecommerce

ecommerce is constantly evolving, and staying ahead of the curve is key to success. New trends like AI-driven personalization, voice search, and augmented reality are set to transform how products are prioritized and displayed. Keeping an eye on these developments and being ready to adapt your strategy will help you stay competitive. As technology advances, the ability to offer a personalized, dynamic shopping experience will become even more important, making product prioritization a critical factor in your ongoing success.

Conclusion

Product prioritization is about more than just picking a few items to feature on your site—it’s about creating a strategy that aligns with your business goals and meets your customers’ needs. By setting clear objectives, using data to guide your decisions, and staying flexible as trends and technologies evolve, you can ensure that your site isn’t just keeping up with the competition, but leading the way. Keep refining your approach, listen to your customers, and don’t be afraid to try new things. With the right strategy in place, you’ll turn your site into a destination that shoppers return to time and time again.