eCommerce businesses can utilize several marketing strategies to drive leads for their eCommerce store, including taking advantage of social media groups and building email lists of potential customers. Tips on how to find ecommerce leads?
eCommerce businesses rely on high purchase intent leads for success, which marketers can find using inbound marketing – an approach that draws in potential customers with helpful content and experiences.
1. SEO
SEO (Search Engine Optimisation) should be at the core of every ecommerce business’s marketing plan. SEO helps increase your store’s visibility on search engine result pages, increasing clicks and sales. However, SEO for ecommerce differs slightly from SEO used on content-focused sites in that you must understand and cater to the needs of your target audience in your SEO strategies.
If you own a bakery specializing in wedding cakes, you should focus on reaching engaged couples searching for local bakeries. To do so effectively, use targeted keywords in your content and optimize product pages so that when potential customers search Google or another search engine, they are directed directly to your website.
Create buyer personas to increase ecommerce leads. These fictional representations of your ideal customers are based on accurate data about demographics and behaviors [HubSpot]. Having this insight allows you to tailor marketing efforts so they resonate with target audiences for increased conversions.
Other methods that can help generate leads include paid advertising, social media group outreach, and email marketing. Each can be employed independently or collectively to produce high-quality leads ready to purchase your products or services, increasing ROI while decreasing wasteful effort by targeting high-potential individuals whose needs align with those offered.
2. Social media
Ecommerce is experiencing explosive growth, and companies looking to capitalize on it must focus on lead generation. Ecommerce leads differ from other forms of leaders in that they require a different strategy – creating content to assist potential customers when making purchasing decisions can help eCommerce businesses draw customers in; such content might include blog articles or infographics from an eCommerce business as well as videos, podcasts or any other digital mediums – check out Cutter & Buck’s website which features loads of helpful fashion advice and tips!
Attracting new customers requires understanding how they find it; Google Analytics is one effective tool. Log in and navigate to Acquisition >> Overview before selecting Social or Referral to view how visitors reach your website.
Ecommerce terminology defines “lead” as someone likely, willing, and able to buy from you. This could mean someone clicking your Twitter ad, visiting your website and adding items to their shopping cart, or subscribing to your newsletter or email list as potential leads.
Ecommerce brands must optimize their websites for search engines to stay competitive in their markets, which means integrating keywords into their design and copy. Furthermore, user behavior reports such as heatmaps and scrollmaps provide insights into visitor engagement with the website; for instance, if one page receives significant visitor attention, consider moving it higher up in the navigation bar or making it more extensive and more prominent.
3. Email marketing
Email marketing is an efficient and cost-effective way to nurture ecommerce leads and turn them into customers. From product announcements and discounts to product reviews and content sharing, email marketing allows your brand to demonstrate its personality while building trust among your audience.
As part of your email marketing strategy, automated campaigns can help target specific interests for subscribers. This could include sending them updates about products they’ve added to their cart or informing them when a sale is running.
At the core of any successful email campaign lies the understanding that every lead is at different stages in their buyer’s journey. Sending discount coupons out prematurely could cause subscribers who have yet to begin diagnosing their issue to unsubscribe, so make sure your list includes subscriber data and behavior segmentation so you can provide relevant content that addresses prospects appropriately.
Suppose you sell products through pop-up shops or physical storefronts. In that case, customers may sign up directly for your email list or receive a welcoming email that automatically follows when making their first purchase. Alternatively, this welcome email could contain an incentive, such as first-time visitor discounts, to encourage repeat business. Using physical calls-to-action, such as packaging inserts or small cards shipped with orders, is another effective strategy to expand customer relationships and drive future purchases.
4. Popups
Popups can help expand your ecommerce email list quickly. By offering visitors something in exchange for their email addresses, popups can attract new customers while turning them into loyal ones. Offering discounts or free content might get people signing up – use different tactics to captivate audiences and persuade them to subscribe!
Kulani Kinis uses timed popups like this one from swimwear brand Kulani Kinis as an effective strategy to increase subscribers and drive more sales from their website. The popup appears just before visitors exit, encouraging them to follow Kulani Kinis on social media so that they stay informed of new products, offers, promotions, etc. It also clearly states that by subscribing to their newsletter, they consent to marketing emails from them.
Use a lead magnet as a more subtle strategy to engage visitors’ interest. Cosmetic Capital used this approach successfully when they promoted free shipping offers on their ecommerce website, leading to 300% instant leads growth. Their popup offered visitors gifts if they subscribed to their mailing list and relevant information such as promo codes, candle tips, and product updates – making the offer more enticing even if they weren’t ready to buy.
5. Content marketing
Content marketing may not be top of mind regarding lead generation strategies for eCommerce businesses, but it remains vitally important. Content marketing allows eCommerce businesses to cultivate a list of high-purchase intent prospects that they can nurture via email marketing campaigns – an indispensable strategy for B2C companies.
An effective strategy should center around creating engaging and informative content to educate consumers on products and services provided, building brand recognition and loyalty while positioning a company as the go-to expert in its field.
Retargeted content marketing, also known as retargeting, can be an extremely effective tool in driving conversions.
Regarding content marketing, each eCommerce business is unique and may require its specific approach. Specific vital strategies that have proven effective include being present where your target audience is, providing helpful and informative content, being authentic and genuine when connecting with people online, and testing what works best with your brand – this ensures leads and sales for ecommerce stores!
6. Lead nurturing
Ecommerce lead nurturing refers to engaging customers and leads throughout their customer journey, from initial contact through to closure. It is an integral component of eCommerce marketing and can significantly improve sales funnel performance by building connections that foster trust with prospects and increase customer lifetime value. A successful lead nurturing strategy takes time and requires multiple tactics for maximum effectiveness.
At the core of any lead nurturing campaign is identifying your target audience. Understanding who your ideal customer is allows you to tailor content and offers specifically to their needs, providing value. One way of doing this is creating a buyer persona or avatar that represents them more closely and helps you better comprehend them.
Understanding your prospects’ challenges and pain points allows you to provide solutions and form meaningful relationships. Doing this increases the odds of them converting into paying customers. There are various methods of nurturing prospects, such as using multiple types of content to educate them about your products/services benefits, providing seamless shopping experiences, or using social proof as proof that your product works.
Implementing these strategies will allow you to expand and nurture your ecommerce leads into loyal customers. Projections predict that global ecommerce sales are expected to hit $4.9 trillion by 2023 – creating an immense market for any business to tap into.
Read Also: Why Small Businesses Need a Social Media Presence
