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Lessons Learned from 200,000 Abandoned Carts: How to Recover Sales Using Cart Abandonment Email
The document discusses strategies for recovering sales from abandoned shopping carts in e-commerce, highlighting a 68% abandonment rate and various psychological factors influencing this behavior. It emphasizes the importance of follow-up through email remarketing and live chat, utilizing personalization and performance measurement. A case study illustrates successful recovery efforts that resulted in significant revenue generation and engagement metrics.
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Lessons Learned from 200,000 Abandoned Carts: How to Recover Sales Using Cart Abandonment Email
- 1. Lessons Learned from 200,000Abandoned Carts How to Recover Sales Using Cart Abandonment Email
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- 4. Definition of AbandonedCart A potential customer who has visited your website, carted a specific item or item(s), started the checkout process but has left the site before completing their transaction.
- 5. The Problem 68%E-commerce AbandonmentRate* *http://baymard.com/lists/cart-abandonment-rate
- 6. The Problem 68%E-commerce AbandonmentRate* *http://baymard.com/lists/cart-abandonment-rate DON’T Track DON’T Follow Up
- 7. E-commerce Abandonment RateOver Time
- 8. The Psychology Window ShoppingShipping Costs Form Frustration
- 9. The Psychology Window ShoppingShipping Costs Form Frustration Login Fatigue Payment Errors Site Speed
- 10. The Psychology Window ShoppingShipping Costs Form Frustration Login Fatigue Payment Errors Site Speed Security Concerns Unanswered Questions Mobile
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- 15. Definition of Remarketing Theprocess of re-engaging a customer based on a recent interaction with your website, in an automated fashion.
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- 18. Deliver a Sequence Real-time> Batched
- 19. Use a CustomerService Tone
- 20. Personalize • Salutation • CartItems • Subject Line
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- 22. Measure Performance • AbandonedCarts • Abandonment Rate • Email Open/CTR • Conversion Rate • Avg. Order Value
- 23. Case Study "These emailsalone are driving 2% of overall site revenue, with a recent conversion rate of 10%. These results actually are better than what we experienced during the 2012 holiday season." Nov 15-Dec 31 • $63K+ Recovered • AOV 10% Higher then Organic Orders • 11% Campaign CTR • 8.9% Conversation Rate
- 24. Listen • Uncover frictionpoints • Qualitative feedback
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