Your SlideShare is downloading. ×
0
Automated Shopping Cart Abandonment:
Using Email to Recapture Lost Sales
• Why you need it
• How to do it
• When to send i...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
50-75% of your online customers
abandon the...
Why shoppers abandon carts
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
High shipping ra...
Why shoppers abandon carts
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Slow delivery sc...
Why shoppers abandon carts
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Worried about on...
Why shoppers abandon carts
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Customer service...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
US online retailers are losing $18B
annuall...
…yet less than half monitor revenue loss and less
than 15% have a way to recoup the sales
email info@listrak.com web www.l...
Listrak surveyed 200
US online retailers and found…
email info@listrak.com web www.listrak.com twitter @listrak phone 877....
Automated shopping cart abandonment
email solutions will recoup lost revenue
email info@listrak.com web www.listrak.com tw...
Listrak’s Shopping Cart Abandonment
Revenue Calculator
email info@listrak.com web www.listrak.com twitter @listrak phone 8...
An automated shopping cart abandonment solution
will recapture lost sales, increase average order values,
and engage custo...
Listrak Customer Case Study
Movies Unlimited
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.455...
As shopper types
information it’s shipped
to Listrak
As shopper types
information it’s shipped
to Listrak
Movies Unlimited...
Listrak does not
collect sensitive
payment information
Listrak does not
collect sensitive
payment information
Movies Unlim...
Movies Unlimited Case Study
How it works
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Li...
Movies Unlimited Case Study
Triggered Shopping Cart Abandonment Email Campaigns
email info@listrak.com web www.listrak.com...
Movies Unlimited Case Study
Tested several factors
email info@listrak.com web www.listrak.com twitter @listrak phone 877.3...
Movies Unlimited Case Study
Subject Line & Offer vs Non-Offer Results
email info@listrak.com web www.listrak.com twitter @...
Movies Unlimited Case Study
Offer Results
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
O...
Movies Unlimited Case Study
Final Outcomes
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Triggered shopping cart abandonment
campaig...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Triggered shopping cart abandonment
campaig...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Triggered shopping cart abandonment
campaig...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Triggered shopping cart abandonment
campaig...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Triggered shopping cart abandonment
campaig...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Triggered shopping cart abandonment
campaig...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Triggered shopping cart abandonment
campaig...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
Triggered shopping cart abandonment
campaig...
Listrak surveyed 398 of the
Internet Retailer 500 and found
email info@listrak.com web www.listrak.com twitter @listrak ph...
email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
877.362.4556
info@listrak.com
Twitter: @lis...
Upcoming SlideShare
Loading in...5
×

Shopping Cart Abandonment - 12 Tips to Improve Online Sales Conversions

3,572

Published on

Learn the essentials of shopping cart abandonment, learn how to compute your the abandonment rate for your ecommerce site and gain valuable insights for increase conversion through web site optimization and email retargeting.

Published in: Business, Technology
1 Comment
9 Likes
Statistics
Notes
  • Mr. Ross you had made outstanding presentation about Shopping Cart Abandoned Module. You had expressed all the matters beautifully that how and why customers abandoned shopping cart. The attracting factor in your presentation is that you had mentioned statistical data beautifully. At last I will say that if any merchant want to increase their conversions then Abandoned Cart Module is a right choice for them. At last I want to ask something from all of you guys! Did anyone try Magento Abandoned Cart FME’s Module? If not then try this Extension having some more features and 45 days money back guarantee. Find us on following website http://www.fmeextensions.com/magento-abandond-cart-reminder.html
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
No Downloads
Views
Total Views
3,572
On Slideshare
0
From Embeds
0
Number of Embeds
4
Actions
Shares
0
Downloads
91
Comments
1
Likes
9
Embeds 0
No embeds

No notes for slide

Transcript of "Shopping Cart Abandonment - 12 Tips to Improve Online Sales Conversions"

  1. 1. Automated Shopping Cart Abandonment: Using Email to Recapture Lost Sales • Why you need it • How to do it • When to send it • And 12 ways to increase conversions
  2. 2. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 50-75% of your online customers abandon their shopping carts
  3. 3. Why shoppers abandon carts email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 High shipping rates disclosed late in the check-out process
  4. 4. Why shoppers abandon carts email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Slow delivery schedules
  5. 5. Why shoppers abandon carts email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Worried about online security
  6. 6. Why shoppers abandon carts email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Customer service reps aren’t available
  7. 7. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 US online retailers are losing $18B annually from abandoned carts...
  8. 8. …yet less than half monitor revenue loss and less than 15% have a way to recoup the sales email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
  9. 9. Listrak surveyed 200 US online retailers and found… email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 www.listrak.com/News/cart-abandonment-survey • 58.5% don’t monitor abandonment rates and revenue loss • Only 14.5% have a shopping cart abandonment solution in place • Average site conversion is only 1-2%
  10. 10. Automated shopping cart abandonment email solutions will recoup lost revenue email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Our clients are seeing: • 500% campaign ROI • 20% conversion rates • 27.7% higher average order value • 26% higher conversion rates than promotional email campaigns Case study ahead >
  11. 11. Listrak’s Shopping Cart Abandonment Revenue Calculator email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
  12. 12. An automated shopping cart abandonment solution will recapture lost sales, increase average order values, and engage customers – here’s how… email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556
  13. 13. Listrak Customer Case Study Movies Unlimited email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 • 600,000 monthly unique visitors • 37,000 carts created monthly • 75% abandonment rate (27,952 carts) • 3000 emails captured • 20% conversion = 600 orders
  14. 14. As shopper types information it’s shipped to Listrak As shopper types information it’s shipped to Listrak Movies Unlimited Case Study How it works email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Listrak JavaScript Tag Listrak JavaScript Tag
  15. 15. Listrak does not collect sensitive payment information Listrak does not collect sensitive payment information Movies Unlimited Case Study How it works email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Listrak JavaScript Tag Listrak JavaScript Tag
  16. 16. Movies Unlimited Case Study How it works email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Listrak processes and discards completed checkouts Listrak processes and discards completed checkouts Listrak JavaScript Tag Listrak JavaScript Tag
  17. 17. Movies Unlimited Case Study Triggered Shopping Cart Abandonment Email Campaigns email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Upon purchase shopper is removed from campaign
  18. 18. Movies Unlimited Case Study Tested several factors email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 • Timing of first message • 6 hours vs 24 hours • Number and cadence of messages • Subject lines • Offer vs non-offer • HTML message showing items left in cart vs plain text message
  19. 19. Movies Unlimited Case Study Subject Line & Offer vs Non-Offer Results email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Open Rate Read Rate Click Thru Rate Conversion Rate 1 Your movies are waiting for you, <<FirstName>> 42.4% 41.4% 25.2% 10.45% 1 Save $5.00 On Your Order, <<FirstName>> 35.1% 33.9% 21.1% 11.38% 2 Speedy checkout for the movies you saved, <<FirstName>> 25.9% 23.9% 12.3% 9.09% 2 Speedy checkout + $5.00 savings for your order, <<FirstName>> 24.5% 22.8% 12.7% 9.63% 3 We're saving your movies for you, <<FirstName>> 71.5% 68.1% 36.2% 24.49% 3 Here's a $5.00 coupon for your order, <<FirstName>> 73.2% 70.5% 43.7% 12.70%
  20. 20. Movies Unlimited Case Study Offer Results email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Offer drove 26% More Orders SCA program had 27.7% higher AOV than website Offer drove 37% more products ordered
  21. 21. Movies Unlimited Case Study Final Outcomes email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 • Shopping Cart Abandonment program accounted for 10% of all email marketing revenue while representing less than 1% of overall email volume • 25% Click Thru Rate • 20% Conversion Rate • Program paid for itself in the first month
  22. 22. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Triggered shopping cart abandonment campaigns: When to send Movies Unlimited increased conversions from 13% to 20% by sending first email 6 hours after abandonment opposed to 24 hours Results of McAfee's "Digital Window Shopping: The Long Journey to Buy" report
  23. 23. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Triggered shopping cart abandonment campaigns: What to send • A reminder that the shoppers left items in their carts • Pictures of the items left in the cart and links to product reviews • An easy way to complete the purchase
  24. 24. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Triggered shopping cart abandonment campaigns: What to send • An easy way to contact customer service to complete the purchase • Alternative payment information • Product reviews
  25. 25. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Triggered shopping cart abandonment campaigns: What to send • Personalization, including the shopper’s name • An unsub link that allows recipients to opt-out of SCA campaign without unsubscribing from list
  26. 26. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Triggered shopping cart abandonment campaigns: What to send • Scarcity clauses stating that the cart will expire soon or the inventory levels are low
  27. 27. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Triggered shopping cart abandonment campaigns: What to send • A simple prompt to complete the purchase
  28. 28. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Triggered shopping cart abandonment campaigns: What to send • An incentive to complete the purchase
  29. 29. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 Triggered shopping cart abandonment campaigns: What to send • Related items for cross-sell and upsell opportunities
  30. 30. Listrak surveyed 398 of the Internet Retailer 500 and found email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 • Only 42 sites (10.5%) sent a shopping cart abandonment email • 19 of the 42 offered an incentive = 45.23% • 10 of the 19 involved free shipping w/ no purchase minimum = 52.63% • 6 of those 10 were also personalized = 60.00% • 4 programs sent an email within 1 hour = 9.52% • 7 programs sent after 1 hour and up to 24 hours = 16.67% • 14 programs sent after 24 hours and up to 72 hours = 33.33% • 17 programs sent after 72 hours = 40.48%
  31. 31. email info@listrak.com web www.listrak.com twitter @listrak phone 877.362.4556 877.362.4556 info@listrak.com Twitter: @listrak Or download free shopping cart abandonment whitepapers and case studies at www.listrak.com We’re here to help Contact our experts at
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×