Best Ecommerce Books for Aussie Stores

There is no shortage of tips, tricks and hacks for eCommerce. In my humble experience (which started in 2003), they tend to be what’s popular and often regurgitated in various forms making them seem common practice.

They attract lots of likes, comments and shares, but rarely move the needle or offer long term value. The best source of insights I’ve found is by trying things, talking to others who run store and eCommerce books.

Below are the best books I’ve come across that will help your Aussie eCommerce business, no matter what stage you’re at. Just starting out, up and running or growing.

They are broken down into the following categories

  1. Finance Books (aka get on top of your numbers)
  2. Marketing Books
  3. Starting an Ecommerce Business

Best way to “read” these books

I’m lucky enough to have the gift of dislexia dislyxia dyslexia (why do they make that word so hard to spell?). It means I’m great at problem-solving but find reading very difficult. When I discovered Audiobooks (Audible is my go to for audiobooks), it was a game-changer. Anytime I’m going to the office, walking or travelling I consume them like there is no tomorrow. If an audio version isn’t available I’ll put the effort into reading the book, but it just takes a lot longer for me. An example of this is Stark Naked Numbers, and I’m glad I put the effort in. It answered so many questions for me.

Ecommerce Finance Books

Stark Naked Numbers

Author: Jason Andrews

An unknown classic on making an eCommerce business profitable (a surprising often overlooked part of many eCommerce businesses, as it’s assume growing revenues means profit. Hint it doesn’t).

What you’ll learn

Ultimately how to make decisions about how to setting up and run your eCommerce business profitably. The goal of any smart business is to have more cash in the bank at the end of the month than at the start, this is called “cash flow positive”.

Many people see headlines like “XYZ business worth $100m” and aim for that. The reality is, some Venture Capital businesses invested $10m for 10% of the business, which values it at $100m, even though they are losing money hand over fist and have very little chance of being profitable.

Reading Stark Knaked Numbers will help you avoid building or running an unprofitable business.

I’ve been lucky enough to work directly with the author Jason, and I can tell you he is the real deal. It’s the reason companies like Xero and Shopify ask him to write guides for their customers.

Stark Naked Numbers Book

Profit First

Author: Mike Michalowicz

When I asked a very financially savvy friend how I could learn how to use my accountancy software (Xero by the way, total no brainer) so I could know at any one time how much tax I owed and what free cash I had, they said, just read Profit First. It will tell you everything you need to know!

What you’ll learn

Fundamentally it’s a budgeting book that will help you work out for every AUD$100 in revenue you take, what percentage should go to a separate profit account (profit comes first, see what the author did there), to operating expenses, paying you, taxes and anything else you need. You can then log in to your bank at any time and see how much money you have for specific parts of your business.

I describe this book at the Barefoot Investor for businesses. If you haven’t read the Barefoot investor and are live in Australia, where have you been, it’s a game-changer?

A word of warning about Profit First. The first half is very much selling the idea and getting you hyped up about it. Let’s call this the American infomercial approach (Thigh Master anyone?). It could easily be much shorter and is just a word of warning. It wouldn’t have made this list if it wasn’t worth reading.

Like a few books on this list it isn’t written specifically for eCommerce businesses, but can be easily applied. There is a variation that has been written by another author called “Profit First for Ecommerce Sellers“. I haven’t read it yet (haven’t been able to find an audio book version), but if you need more specific details on how to apply the principles to your eCommerce business I’d start here.

Ecommerce Marketing Books

All Marketers Are Liars

Author: Seth Godin

Another underrated classic on marketing for small businesses.

What you’ll learn

How to build marketing into your eCommerce business so others do it for you.

Every now and again a book comes along that changes the way I see the world. This is one of them. Even though Seth Godin is well known in marketing circles for his other books, like Purple Cow, All Marketers Are Liars isn’t that well known. It explains how small businesses can beat big companies appealing to niches and becoming a storyteller about your brand instead of just talking about the product (which is what most eCommerce businesses do).

This approach results in your customers talking about you to others, which is free marketing and will help reduce your online advertising costs, which is a significant cost for any eCommerce business.

Even though it’s not specifically written for eCommerce, it’s my most recommended book, because if you read it with your eCommerce business in mind you’ll be able to apply the principles to your business.

All Marketers Are Liars

Build A Story Brand

Author: Donal Miller

A step by step guide to REALLY branding your eCommerce business

What you’ll learn

Your one sustainable competitive advantage in Ecommerce is your brand (that is how people feel about your business, not your logo and colours used). Although this book is clearly a lead generating tool for the authors, the fundamentals laid out will help you build an eCommerce brand that will weather the storm of increased competition.

The beauty of this book is it has very clear steps to follow which will define your own brand. Brand is such a hard thing to really understand as it’s a pretty woolly subject, but once you master it you’ll be ahead of 99% of your competition.

Starting an Ecommerce Business Books

12 Months to $1 Million

Author: Ryan Daniel Moran

Ignore the cheesy title, this book is about building great long term eCommerce businesses.

Titles like this usually have me running for the hills. However, I saw Moiz Ali (founder of Native Deodorant) recommend this on Twitter. Took a chance on listening to it and am glad I did.

What you’ll learn

Doing well in eCommerce isn’t about clever marketing or the ultimate Facebook Ad account structure. The common thread in all successful eCommerce businesses is a great product. This book clearly lays out how to identify these products and make the most out of them.

If you’re at the stage of running an eCommerce business and no matter what you do with your advertising you can’t make a profit, it’s time to read this book.

The 4-Hour Work Week

Author: Tim Ferriss

Not what you’re thinking, but a very practical guide to getting stuff done and not just copying everyone else.

What you’ll learn

Even writing this book title still makes me cringe a little. The idea of working very little, becoming rich etc. doesn’t sit well with me. However it was recommended to me by multiple people, and several times by one person I really trust who runs a very successful eCommerce agency. So as with a few books on this list, I’m glad I looked past the title. Personally, I’m not fussed about working less, but the tips on productivity and not just following the crowd have always stuck with me.

It will explain the fundamentals about getting any small business up and running (eCommerce or not), and although it was originally published in 2007, making specific tips like which services to use outdated, the principles remain the same.

  • Select a product that has a high average order value so you can afford to advertise it and still make a profit
  • Make the business setup simple
  • Not everyone is your customer
  • It’s what you do, not how long you do it for (80 hour weeks) that counts

Available EVERYWHERE!

Company Of One

Author: Paul Jarvis

Why being small is the new advantage in business

Unlike All Marketers Are Liars book (included in this list) this book didn’t change the way I saw the world, it did confirm that you don’t have to be a massive organisation to be successful.

What you’ll learn

This isn’t a work on your own book, but questions being big for the sake of being big. It’s now possible to have the mentality of a company of one and be very profitable and not stressed.

One business I consult with decided to keep their eCommerce business a small family run team and have paid off their mortgage. They were thinking of going for massive growth and having big teams. Unless you’ve managed a team of 60+ people (I have and don’t recommend it) it’s hard to convey the challenges and it doesn’t mean a better business.

In Company Of One you’ll learn about lots of small “Company Of One” mindset owners who have done really well leverage modern technology.

A must-read if you think you have to be big to do well in eCommerce.

Company Of One Book

How to get the most out of these eCommerce books

If you’ve got this far into the article you’ve clearly serious about improving your Aussie based eCom businesses. But don’t fall into the trap of thinking if you read every book on a subject you’ve got it made. What counts is what you implement. You’re better to read one and implement 5 changes to what you’re doing than read them all and not change anything.

The marketing channel with the highest return is…

Email marketing.

It gets the highest return (amount back compared to how much you spend) because the cost is low, and if used correctly, generate a lot of sales.

For example, this food store we work with. Each of the big sales peaks is an email going out to 3,500 previous customers.

How?

The example above is from sending 3 simple emails, 1 a week, with messaging about new products in high demand being available.

The 2nd email (biggest peak) had a 20% off a specific product they were over stocked in. Note the promo was to clear a product with too much stock, not just a blanket 20% off (that just kills your profit).

What not todo

The above examples were send to customers who had showed some type of interest. Basically don’t email everyone on your list. That will see your open rates drop and subsequently sales.

If you’re new to email marketing, it’s time to start reading up on it and investing your time and energy in it. You won’t be disappointed!

The little known feature in Google Analytics that can help when eCommerce conversion rates drop

Oh eCommerce conversion rate, you fickle beast. Why have you suddenly dropped?!?!?!?

Identifying why your eCommerce conversion rate has tanked is never easy, and to be frank almost impossible to pick exactly why.

There is one approach that I’ve only ever seen really smart eCommerce stores do, and it can be a life saver. It’s a little known feature in Google Analytics. It’s called “Annotaions”.

Google Analytics annotations allow you to leave a note about a changed made on a specific day in Google Analytics. You can look back and see what went wrong.

For example, if you changed the layout of your site on Tuesday the 18th of October, you can leave a note in GA. Then look at a conversion rate report and match up your annoation to around the date that conversions drop.

In GA go to Acquisition > All Traffic >(Any report, i.e. Source/Medium) Then pick a date range you want to add an annotation to > Then click the tiny little down arrow in the middle of your screen (Told you it was hidden)

It will reveal “+Create new annotation”

Pick the date you made a change and add in a detailed note.

Learn a new discipline

You’re going to have to get in the habit of keeping this updated, everytime you make a change to your eCommerce store. Then you can look back when your conversion rate drops and get better insight into why it may of dropped.

Tomorrow you will thank you.

Warning eCommerce conversion rate issue are very hard to diagnose, for more info on averages and other ways to fix it read this.

Expanding eCommerce product range? Think customers, not products

Don’t make the fatal mistake of focusing on the products you sell instead of who you sell them to.

You’ll end up stuck with a loads of stock you can’t sell instead of cash in the bank.

Devo

Ecommerce is associated with selling products, like Akubra hats. That makes it easy to focus on the product not the customer. Think about Bruce who wants to keep the sun off his head, flies our of his eyes and pull off that classic Aussie look.

Existing customers are easier to sell to (mainly via email marketing, which you’re doing right? course you are, you ain’t a total drongo.)

When expanding your product range, think what the customers you have want, not what is easy to make, buy or import.

For example, if you sell high end dinning room tables, it’s easy to want to expand the range to low end tables because the thinking is…

“We’re known for tables”

Actually…

“You’re known for high end tables”

Your existing customers, who are easier to sell to, expect high end products from you, not a competitor to a $10 Ikea table!

The next obvious product expansion would be high end chairs.

However you expand the product range, your existing customers should think “Oh, that makes sense”, not “What is this all about!”

And for gods sake, don’t try and be everything to everyone.

You’ll end up meaning not a lot to a few people.

How to find your eCommerce competitors’ bestsellers

There is a catch though.

They need to be on Shopify.

Just copy and paste this into your browser…

https://www.competitorswebsite.com.au/collections/all?sort_by=best-selling

And replace “www.competitorswebsite.com.au” with, you guessed it, your competitors domain name (aka home page)

Boom! List of your competitors best sellers.

How do I know if my competitor is using Shopify?

Great question.

Go to a product collection page on their website. A collection page is where a group of products is listed, normally in a grid fashion. For example on a fashion website, the T Shirt page is often a collection page (but not always).

Once on that page, look at the address bar in the browser. In the URL it will have /collections/ (which looks like this)

If you see that, then it’s a Shopify site.

Also most the time they leave “Powered by Shopify” in the footer!

Does this work on every Shopify store?

Unfortunately not. The bigger the store the less likely it is to work. The web developer will have locked down this page. For example, it doesn’t work on Allbirds website, which is a well known Shopify store.

Also if the store is using Shopify for the checkout, but another software like WordPress for the product pages (the geeks call that “headless”), then it won’t work either.

However it does tend to work on lots of smaller stores.

How can I find other eCommerce best sellers?

If the above hack doesn’t work for you, there are other ways to find out what customers in Australia want. I’ve written about how to find the best selling brands and products in Australia.

Is your eCommerce store too reliant on one source of visitors?

Oooooooh that wrappt feeling when you work out how to make sales from one marketing channel, like Insta, Google or Facey Ads.

You’ve found the magic formula and keep cranking it up, and more sales keep coming in.

BUT, what if you weren’t able to use that advertising anymore?

It happens ALL the time and you should be prepared for it.

It’s common for Facebook and Instagram accounts to get disabled by Facebook for literally no reason (Sometimes because the onions are to sexy).

Google regularly updates it’s organic ranking (SEO stuff) algorithm, which can cause big drops in your rankings and subsequent visitors.

Now imagine if your main source of visitors gets cut off suddenly.

Bad times.

Why diversify where your visitors come from?

If the worse does happen, then you need to have a backup, while you fix the issue.

At some point your eCommerce store will experience an issue that will stop some visitors coming to your site.

That means, your sales are very likely to drop off. Therefore you need to make sure you’re getting visitors from multiple marketing channels.

Ideally you want a mix of the following sources of visitors

  • Google Ads
  • Facey/Insta Ads
  • Google Organic (SEO)
  • Email Marketing
  • Industry specific channel (Award sites etc)
  • Affiliates

The percentage is different for each business and there is no magic formula.

However if your traffic is diversified then your eCommerce store will be more resilient to when an issue does arise (because an issue will happen at some point).

I’ve seen to many good eCommerce business go under by relying too heavily on one source of visitors. Don’t be one of those!

See ALL your competitors Facy & Insta ads

It’s possible to see exactly what ads your competitors are running on Facey & Insta, not just what they are targeting you with (because lets face it you have a good look at their site, for “inspiration”.

On top of that you can see which countries they are advertising in too.

Thanks to Facebook “Ad Library” all you have to do is type in your competitors name and boom there they are.

Go to Facebook Ad Library

Boom!

Red hot tip, make sure you select “Search All” not just “Issues, Elections and Politics”, which it currently defaults to at the time of writing (Oct 2020).

Can you buy an existing eCommerce business?

Yes!

I’m not talking about just an eCommerce website, but a trading business.

It’s by far the quickest way to get up and running if you don’t have a site or want to expand your business.

Setting up a new eCommerce business is risky. Finding a product, buying stock (don’t get me started on what a farse drop shipping is), setting up a website and finding customers.

You can reduce the risk by buying an existing eCommerce business.

Where do you buy existing eCommerce businesses?

The two main sites are…

1) Exchange by Shopify

Exchange is Shopify’s official marketplace for buying and selling Shopify stores.

The main advantage is all the visitors and revenue is verified by Shopify, meaning you have less chance of some drongo scamming you.

2) Flippa

A marketplace for all types of eCommerce (and none eCommerce) websites.

The advantage is there is greater access to more eCommerce businesses, but all results (sales etc) aren’t verified.

Should I offer Afterpay on my eCommerce store?

It’s all over the place, every site seems to offer Afterpay and us Aussies love using it.

However, there is a catch, a big catch.

Afterpay customers don’t pay interest (just late fees).

That means us, the eCommerce business, has to pay (Afterpay isn’t doing this out of the goodness of their heart!)

The fee varies, but it’s normally around 6% of the transaction.

Now 6% doesn’t seem massive. But that is 6% directly off your profit.

If your site is turning over $1,000,000AUD and your Net Profit (money left over after everything is paid for, but you still have to pay tax) is $150,000, then you add Afterpay, take 6% off that $150,000 profit to use Afterpay, which is $9,000.

That is $9,000 straight out of your pocket.

You can by a half decent car for $9,000!

You’d have to see a pretty good lift in sales to offset that cost.

When to use Afterpay

If your customers are very price sensitive, say looking for discount furniture, and money is tight, it makes sense to use Afterpay. It will most likely lift sales and justify the cost.

When not to use Afterpay

If you sell items at a low price, say $20 slaps.

Firstly it would look weird saying “4 easy payments of $5”.

Secondly if your products are all sub $30 then it’s likely your Gross Margins are low and taking 6% off that will smash your profit, leaving you feeling devo!

If you sell high end products.

Selling high end handbags for $1,000? Most people who can afford these won’t only buy from you if you have Afterpay. They might use it, but you’re giving away 6% of the profit on that transaction.

But all my competitors use it!

At the risk of sounding like your Mum…

“Just because everyone else is doing it, doesn’t mean you should”.

If you have a good justification to use Afterpay, then do.

Just be aware of the cost to you.

Find out WHEN your eCommerce site goes down

It happens, no website is up 100% of the time, even if we’d like it to be!

However, you want to know if your website goes walk about and somebody is on the case.

Want a free tool that will email an alert when it happens?

I use Uptime Robot and love it.

It’s especially useful for WooCommerce websites that need hosting (a server where your website lives).

If you’re using Shopify, there isn’t a need, because they look after the hosting and will know when it goes down.

If it does go down, you can be rest assured there are hundreds of techies in Canada (where Shopify is based) have dropped their hockey sticks and are sorting it as quickly as possible.