In the last 6 months I am managing a conversion rate optimization campaign. I had implemented the below steps to increase sales by 20%. The lift was possible mainly because the client was ready and willing to invest in getting this achieved.
Before I start any project I implement measuring. I believe that Lord Kelvin was right in saying that if it cannot be measured it cannot be improved.
We discovered the following:
- 68% of carts were abandoned before completion. This ratio is not horrible, It can be improved, I will share how on another post.
- Many of those who abandoned started by filling up their email address.
- Many got stock because the wanted to use the coupon field and did not have a coupon. Prior experience and common knowledge shows that many go and search for coupons
- Over 90% of those last carts users never returned
The steps I took
- Implemented a pop-up solution that helped us get contact info for those who visit the website.
- Implemented a technical solution that dynamically connected abandoned carts to their prospective buyer’s email account.
- Planned designed and implemented cart recovery email campaigns that included timed emails and A to B testing for improved conversions
- Increased the umber of new email list registrants by over 100%
- Added 20% in sales in the last 3 montths