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Mar 8, 2019

On this episode, I share one of the BEST ways you can increase your revenue overnight: abandoned cart best practices. Really, this is a game changer beyond any other you might hear about. Increase your revenue by at least 60% with these simple and often neglected follow up sequences. I’m going to walk you through the different ways you can go about doing it and show you how effective it is in real life.

73% of retail shoppers WILL abandon the cart on any ecommerce website

That’s a LOT of people bailing out at the last minute. But the incredible thing is that 75% of them say they intended to go back and purchase - they simply forgot or got distracted. Think that through for just a second and you’ll realize that when you do NOT follow up on abandoned carts, you’re doing your potential customers a DISSERVICE. That’s right. You’re actually HELPING 3 out of 4 people who abandon your shopping cart when you send them reminders.

The top 3 reasons people abandon ecommerce shopping carts

  • The shipping costs were way higher than they expected
  • The site forced them to create an account and they didn’t want to
  • They are saving items in their cart and plan to come back and purchase later

Look over those reasons… every one of them are issues you can address positively. First, figure out how to be clear about shipping fees up front and don’t charge higher rates than you need to. Second, do NOT force users to create an account in order to purchase your products. Simple. Third, provide potential buyers a reminder about the items they left in their cart. Stats show that 75% of people who abandon their cart intend to come back, but life distracts them. You can help with a few gentle reminders.

THE abandoned cart best practice: Follow-up reminders

How do you actually DO abandoned cart reminders effectively? There are 4 primary platforms you can use...

Email: I always recommend a 10-day long sequence including 6 emails. Over that time frame, switch the angle, offer complementary products, etc. And leverage automation to make it happen.

I’ve been doing email long enough to know that it’s incredibly effective. 45% of abandoned cart email reminders are opened. 21% of those opens result in a click-through. 10.7% of them will convert.

Facebook Messenger: On average, you can expect a 50% increase in revenue when you send 2 to 3 notifications at 24 to 48 hours after abandonment. But be careful, Messenger is the one place where you can easily overexpose. Go easy.

Facebook Ads: I always recommend two types of ads - Dynamic Ads & Come Into Messenger Ads - which I cover in another training. Dynamic ads work well to capture new audiences but they are also tremendously effective when used for abandoned cart sequences.

Google Ads: Nobody really does Google Ads but they are extremely powerful and honestly are not that difficult to set up.

In my view, you should be using ALL of these to reel in those potential buyers who were interested enough in your product to put it in the shopping cart in the first place.

Beat the overwhelm by starting with one and layering them on

On this episode, I provide 4 specific abandoned cart best practices when it comes to follow-up emails… and since I recommend you do all of them it’s likely you feel a bit overwhelmed. That’s OK, but don’t let it immobilize you. Start with one. Put it into place. Get it rolling.

I suspect that as you begin to see the results of that one, you’ll have the motivation to put the next one in place, and so on, and so forth. Keep it up. You’ll chip away at it one at a time until everything is rolling and you’re capturing all the revenue you’ve been losing.

Outline of This Episode

  • [0:39] A sneak peek into the behind-the-scenes content from eComm Underground
  • [3:18] A 60% increase from one of the easiest things you can do in your store
  • [5:50] How abandoned cart situations usually happen
  • [10:22] Two things to focus on: messaging and marketing
  • [22:08] Don’t let overwhelm keep you from taking action on this. It’s a game changer!

Resources & People Mentioned

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