7 Uncommon Ecommerce Growth Hacking Tactics to Get More Customers
Ecommerce wants no introduction; manufacturers like Amazon, eBay, and Shopify have made it mainstream. But with reputation comes a brand new set of challenges. 20 years in the past, all you had to do was construct a web site and prospects would come knocking, now it prices $29/month to get a primary subscription to Shopify, plus an amazing theme, and all of the instruments you want to put an ecommerce retailer on-line. Over 1,000,000 folks have taken benefit of that distinctive alternative to launch ecommerce companies.
The query then turns into, “How do you stand out in such a competitive landscape?” The reply is straightforward. Use ecommerce progress hacks to give your self an edge.
This article walks via 7 ecommerce progress hacking ways that’ll serve you for years to come.
Why Do You Even Need Ecommerce Growth Hacking?
There are two vital causes to undertake ecommerce progress hacking methods.
The Market is Saturated
It could be tough to perceive simply how a lot competitors there’s as of late. There are over 110,000 English ecommerce web sites on the web producing significant income and visitors. Meaningful income is over 6 figures per yr.
There are nonetheless numerous others (presumably within the thousands and thousands) which can be producing lower than 6 figures however are nonetheless competing with you.
Customers are Smarter than Ever
The ecommerce business is slated to develop to four.eight trillion by 2021. Brands are arising each single day and everybody needs a chunk of the pie. Even although there are alternatives, there’s competitors and a problem with belief.
Let’s say somebody begins an ecommerce retailer tomorrow and developed a stupendous model and constant web site. If a buyer found it and your model on the identical day, how would they know who to belief?
That’s why they’re wanting to third-party web sites—Google search, evaluate websites, and extra—to make it simpler to select. This presents each a possibility and a problem.
If you’re in a position to construct significant connections together with your prospects and meet them the place they’re, good issues occur. The ecommerce progress hacks on this in-depth article will assist you try this. Let’s dive in.
Ecommerce Growth Hacking Tactic #1: Priceless Appreciation
When an ecommerce enterprise takes a second to cease and work together with its prospects like people—good issues occur. It doesn’t have to be a sweeping gesture. It could be so simple as remembering their children on social media or sending a get nicely quickly card. Thank you notes and package deal inserts your prospects weren’t anticipating additionally go a great distance.
Best customer support ever. After getting one unhealthy bar in a field, they not solely despatched me a alternative bar, however despatched SIX bars, a coupon, AND a handwritten thanks word. Will be an @EPICbar buyer for all times! 🙌🏻 pic.twitter.com/WgHNlNJQLh
— Megan Walker Holcombe (@meganwholcombe) May 26, 2018
This tweet from an Epic Bar buyer turned a doubtlessly damaging scenario round. The buyer was ecstatic as a result of she was handled like a human.
How a lot do you suppose it value them to be thoughtful and humane to resolve the difficulty of an sad buyer? Whatever the associated fee, it pales compared to the tangible and intangible ROI.
You don’t have to anticipate an sad buyer earlier than making buyer satisfaction a precedence. Incorporate exhibiting appreciation in the way in which you do enterprise. For each 100 orders that exit, ship 10 or 15 handwritten notes or additional goodies. Word will get out and also you’ll seemingly purchase extra prospects.
Ecommerce Growth Hacking Tactic #2: Take Advantage of (Real) Scarcity
If you store on-line, you’ve in all probability skilled faux shortage. Some entrepreneurs will put a countdown timer on a web page that resets when it’s reloaded. Fake shortage shouldn’t be what we’re going for.
Real shortage causes folks to put a better worth on a product that’s in brief provide. It’s a part of the rationale there are stampedes and fights on Black Friday.
Princeton Psychologist Eldar Shafir explains how shortage consumes psychological bandwidth and causes folks to make totally different selections within the warmth of the second. He even went so far as saying IQ drops when there’s shortage.
This is a strong ecommerce progress hack that needs to be used ethically. That means no faux timers or faux going-out-of-stock notifications. Be trustworthy with it and also you’ll see the advantages play out again and again.
ModCloth makes use of purple textual content to present what number of objects are left in inventory. If the merchandise is now not out there, it writes “Sold Out” which builds anticipation for when it’s again.
Many manufacturers may have a pure yearly cycle with new editions or types each season, particularly in trend and attire. This is without doubt one of the causes there are modifications in availability. Companies attempt to entice their viewers to go to their web site as part of a stable ecommerce electronic mail advertising and marketing technique. It begins with a brand new summer time assortment, a flash sale, and remaining gross sales (and there are extra steps to a full cycle). The worth level can be a kind of shortage to enhance that FOMO (Fear of Missing Out).
Scarcity works nicely when you have touchdown pages focused at particular purchaser personas. Instead of exhibiting shortage all over the place in your web site, use restricted time or restricted inventory messages with the kind of buyers you realize will reply nicely to it.
Ecommerce Growth Hacking Tactic #three: Send Out Transactional & Regular Surveys
Not sufficient ecommerce manufacturers do that which is why it’s nonetheless a viable progress hack. How do you discover out which objects are nicely obtained by your prospects? You may have a look at your analytics and make assumptions. Or, you might ask them instantly with a easy questionnaire that helps you perceive their expertise.
There are two varieties of surveys you should utilize right here.
Transactional surveys are despatched quickly after somebody purchases a product. Its objective is to assist you perceive what you’re doing proper, what you’re doing improper, and how one can enhance.
This is a kind of buyer satisfaction (CSAT) survey. Make it straightforward in your prospects by asking 5 questions or much less and in addition restrict the open-ended questions to one or two.
Here are a couple of to get you began:
- How straightforward was it to discover the merchandise you had been in search of right now?
- How happy are you with the checkout course of?
- Are you happy with the standard of the merchandise you obtained?
- Would you advocate the product to a member of the family or buddy (a NPS type survey)
- What modifications may we make to higher serve you?
Regular or Relationship Surveys
A relationship survey is shipped out a number of occasions all through the shopper lifecycle. Its objective is to perceive sentiment in the direction of your model over time. Do folks like and recognize what you’re doing roughly over time?
A internet promoter rating (NPS type survey) works nicely on this scenario as a result of it’s designed to gauge loyalty. Make your surveys simpler by measuring responses out of your whole buyer base and particular cohorts.
For instance, monitor the survey outcomes from everybody who bought from you for the primary time in January as one cohort and the survey outcomes from everybody who purchased in February as a unique cohort.
This offers you an thought of how folks have a look at your model as the connection matures and reveal methods you’ll be able to optimize the connection. When you have a look at the survey outcomes from each cohort collectively, you’ll get a greater thought of total model sentiment at a selected cut-off date.
You’ll see that a stable progress technique spans throughout all phases of the shopper lifecycle and when you introduce AARRR funnel metrics, it won’t solely be Acquisition and Activation but additionally Retention, Referral, Revenue and also you’d be blissful sounding like a pirate if you report on them.
Ecommerce Growth Hacking Tactic #four: Optimize Order Confirmation Pages & Emails
The order affirmation web page is essentially uncared for by ecommerce manufacturers and, for probably the most half, so is electronic mail. Oftentimes, the web page is just there to monitor purchases and inform folks to examine their electronic mail for a receipt. The receipt that’s despatched is chilly and transactional.
This is a mistake.
When you get the post-purchase expertise proper, you enhance your retention. When retention goes up, profitability goes up too as a result of it prices extra to purchase new prospects.
It was discovered that prospects who’ve had a constructive expertise are 5x as seemingly to forgive a model for errors, 5x extra seemingly to buy, and 7x as seemingly to strive a brand new providing.
So how do you utilize your order affirmation web page and emails to enhance the shopper expertise and improve income?
Here are three fast methods to enhance the shopper expertise.
Highlight Brand Personality
The model persona makes you who you might be. Without it, you’re simply one other random retailer promoting merchandise. Get rid of the generic transactional emails and infuse them together with your model’s tone, persona, and elegance.
In the instance above, eye-catching colours and several other interactive parts showcase the product and optimize the CRO, however it’s the persona that retains folks engaged. It additionally delivers useful data like the patron’s deserted merchandise and extra product suggestions.
Don’t count on your buyer to already understand how to use your product regardless of how easy it’s. Create particular sources for them to get probably the most out of it. If you’re promoting denims, present your prospects attention-grabbing methods to put on them. If you’ve a big product catalog, create sources for classes as an alternative of particular merchandise.
Cross-selling is regarded down upon by many shops due to pushy practices popularized up to now. The fact is that it nonetheless works. Look no additional than Amazon—it cross-sells prospects each time they add an merchandise to their cart. You’ll additionally discover suggestions on the product and order affirmation pages.
This single technique is answerable for about 35% of its income. If it produces billions of for Amazon then I believe it’s efficient.
Get began with easy ecommerce suggestion software program that’ll assist you personalize your retailer primarily based on searching habits and ship product suggestions. This software program doesn’t have to value an arm and a leg both. There are many options in the marketplace and extra are being developed day by day so that you’re sure to discover one that matches your funds.
Note: This technique is most helpful in two totally different situations. The first state of affairs is when you’ve a small product catalog that works nicely collectively. The different state of affairs is when you’ve a big product catalog that makes discovery tough.
Ecommerce Growth Hacking Tactic #5: Promote Loss Leaders
A loss chief is a services or products that’s offered at a loss so as to entice new prospects into your online business. This technique works finest when you’ve a transparent understanding of the buyer lifetime worth and sufficient capital to preserve your self afloat when you anticipate a constructive return on advert spend.
A loss chief makes it simpler for you to purchase new prospects so you’ll be able to profit from their continued enterprise sooner or later. I would like to make one thing clear: When I refer to loss leaders, I’m not speaking about low-cost merchandise given away without cost. Those merchandise might harm your model in the long run. I’m referring to high-quality merchandise you’ll be able to promote for a very whole lot.
For instance, you’ll be able to create a small pattern dimension of your dearer product and supply it for a lot much less.
Annmarie Skincare makes use of this strategy by providing a small package for $10, a coupon for $10, a money-back assure, and a free e book. This is a good way for patrons to check out smaller variations of its merchandise which begin at $50.
Ecommerce Growth Hacking Tactic #6: Comparison Charts for Similar Products
It’s not all the time clear to your prospects how one product differs from one other. For instance, how are two helmets, two pairs of denims, or two baggage totally different? Yes, they might have barely totally different designs however what else?
This is a crucial query as a result of in case your prospects can’t reply it, they might not buy it. Overcome this problem by growing comparability charts for comparable merchandise.
Keurig produces espresso makers which can seem to be comparable to the untrained eye. They seen that individuals weren’t shopping for their merchandise as a result of they didn’t perceive the variations between fashions. To encourage purchases, Keurig added a evaluate button on sure fashions.
After choosing the 2 espresso makers you’d like to evaluate, a chart opens up. It exhibits you what options can be found and which of them aren’t which helps buyers make knowledgeable selections.
Ecommerce Growth Hacking Tactic #7: Make Discontinued Product Pages Work For You
This technique was shared with me by Lorena Torsani—the advertising and marketing specialist at ContentKing. I’ll let her use her personal phrases to describe it.
“In case there’s nonetheless search demand for discontinued product pages, make them give you the results you want!
Short-term: Make positive the discontinued product pages level out that the precise product is now not out there.
Long-term: 301-redirect product pages to probably the most related various you’ve, thereby retaining the hyperlink worth the discontinued product pages accrued over time.”
This could be tailored to different areas of your web site as nicely. Getting hyperlinks to industrial pages is notoriously tough. Other site owners, except they’re your associates, normally gained’t hyperlink to your gross sales pages.
Instead of utilizing solely discontinued product pages, benefit from content material pages which can be outdated or now not related however nonetheless have hyperlinks pointing to them.
Another variation of this ecommerce progress hack is to use a canonical hyperlink. It will permit you to ship the website positioning juice from hyperlinks pointing at your content material pages or weblog posts and direct them to your product pages.
The solely drawback is that the web page with the canonical hyperlink gained’t rank in engines like google so solely use this technique if the web page with the hyperlinks will present rather a lot much less worth than the one you’re directing the hyperlink juice to.
Ecommerce is the one trillion-dollar business with double-digit progress. There’s a variety of potential for brand new and current companies however there’s additionally a variety of competitors.
The ecommerce progress hacks shared on this article will assist you construct a stable basis for future enlargement and buyer progress. Don’t try to implement all of them without delay. If you do, it’s seemingly that none of them will work nicely. Focus on one or two that you are able to do proper now and when you’ve mastered these, transfer on to the subsequent one. Repeat the method till you’re seeing constant progress in your online business.