Want to sell more?
Of course, you do.
Increasing sales is the #1 goal for most e-commerce site owners. After all, you want to be profitable. However, it can be complicated to find a reliable method for consistently improving your sales numbers.
Most people start with increasing website traffic. More traffic equals more customers, right?
Well, that’s kind of true. The problem is, to get more traffic, you need to invest more in marketing. In the long run, simply increasing the number of visitors to your site is not a reliable solution, especially when you can only convert 3 out of every 100 visitors.
This also gives you an opportunity to differentiate yourself from your competitors. Instead of working to increase website traffic, focus on converting more of your existing visitors into paying customers.
Focus on boosting your conversion rate, save your abandoning visitors! That’s the way to reliably increase sales in the end.
How do you convert more visitors into customers?
First of all, you need to set up Google Analytics on your site to measure the effectiveness of your pages. You should also go a step further and set up heatmaps, too. Knowing how visitors navigate your site, where they click and where they spend their time will help you to understand their needs.
Finally, you should also A/B test your product pages, category pages, and cart pages. Monitor the and work on continuously improving them.
Sounds like a lot, right? Well, it is.
As many site owners know, optimizing a website is a costly and time-consuming task. And even if you have the most user-friendly website on earth, visitors will leave.
Someone or something may interrupt them in real life while they are browsing. Perhaps they don’t have enough money. Or they are just not engaged enough.
This is where onsite retargeting comes in, and provides the best solution to monetize your lost traffic.
It monitors the behavior of your visitors and displays a message — typically in a popup or overlay — when they are ready for it, e.g., when they want to leave your site, or when they have scrolled to the end of an article on your blog.
You can also use traditional remarketing (e.g., Facebook ads) to convert lost visitors, but you are simply not able to reach every visitor because they might not have a Facebook account or simply don’t notice your ads because of banner blindness.
The benefit of onsite retargeting, as the name implies, is that it happens while your visitors are still on your site. So actually, you can reach every single visitor. It is unexpected, too, causing visitors to pause for a second, so they will definitely see it!
Here are five onsite retargeting campaign ideas to reengage your visitors and persuade them to buy immediately.
1. Save your cart abandoners
This is probably the most important one: the cart abandonment campaign.
Set up a campaign on exit-intent for visitors who have already added something to their cart but didn’t complete their purchase. In many cases, a simple notification works: “Wait, you left some items in your cart!”
But if you want to be sure and capture price sensitive visitors as well, offer a discount or free shipping. Or both, as you can see in the example below. Always remember to add a deadline or countdown timer to your popup to increase the sense of urgency.
2. Promote your special offers
No matter what special offer you have — maybe a Black Friday campaign, Christmas special, Back to School sale, or End-of-Season sale — there’s one thing that’s sure: your visitors want to hear about it. No one wants to miss a big sale or discount.
Set up a popup to bring your offer to the attention of visitors who are on your site for a long time and show some level of interest in your products. You should redirect these visitors to a specific landing page with your best offers.
You can also display a coupon code on the popup that visitors can use at checkout, like in the example below from Bedding Stock that promotes their hottest deals during Black Friday and Cyber Monday.
Finally, you can also announce these special campaigns through an email newsletter. Customers who sign up for your newsletter are showing you that they’re interested in your company, so you should make sure to update them.
There are a lot of both free and paid newsletter packages out there, but one of the best ones is Mailchimp. You can refer to this Mailchimp review for more details.
3. Recommend relevant products and upsells
One of the best ways to increase online sales is displaying product recommendations based on user behavior.
Visitors who know they want to buy, but aren’t quite sure what the best solution is for their needs, will be very happy and grateful for your recommendations. The most important factor here is to make your recommendations accurate and relevant for your visitors.
Building a recommendation engine for your store is a lot of work, but luckily OptiMonk’s built-in template can help you easily get started with product recommendations.
4. Run a sweepstakes or contest
Everyone loves winning, we all know that.
A great way to convince your visitors to sign up for your email list is to run a sweepstakes or a contest.
For example, the following popup helps an ecommerce store build their email list before Christmas, so they can target these visitors with their best offers during the holidays.
This sweepstakes even helped them to segment their subscribers by gender, so they were able to send personalized messages to men and women.
5. Set up multi-step popup campaigns
For visitors who are not ready to buy yet, show a softer goal — like signing up for a newsletter — in a multi-step popup campaign. Multi-step popups are great because visitors are given a simple choice between “YES” and “NO” in the first step.
Those who click “YES” and continue to the second page of the popup are already more engaged and more willing to sign up. Check out this example from BOOM! By Cindy Joseph.
On the first popup, they ask visitors to sign up for their newsletter.
On the second page, visitors are able to provide their email address.
After a visitor provides their email address, a third popup is displayed that gives BOOM! the opportunity to capture any visitors who want to make an immediate purchase. It redirects them to a product page.
You can see from this example that multi-step popup campaigns are very effective at turning cold prospects into warmer prospects, step-by-step, almost seamlessly.
Increasing sales without increasing website traffic is possible. You just need to pay more attention to converting your existing visitors into customers.
Onsite retargeting is a very effective and reliable solution for increasing your conversions and sales without increasing your traffic.
No matter what you’re selling, you can definitely benefit from the five campaigns mentioned above. Now that the end of the year is almost here, use the tips above to maximize this year’s sales and set yourself up for success in 2018.
About the Author
Csaba Zajdo is an ecommerce specialist, founder of OptiMonk and several other projects specializing in conversion. OptiMonk is an award-winning onsite retargeting platform, which helps small and medium-sized businesses leverage the power of onsite retargeting. If it has to do with conversion optimization and eCommerce, Csaba is interested. He’s always looking for the best and brightest and he’s constantly on the lookout for game-changing solutions. Csaba has been involved with web marketing including search, lead generation, e-commerce, CRO, PPC, and analytics for over 10 years. He is also a frequent presenter at seminars and conferences.