A Successful Cart Abandonment Email Strategy Can Boost Your Sales

According to Baynard Institute, over 68% of online shopping carts are abandoned. As a marketer, this number should be enough to make them cringe. What if your business was able to convert a portion of these abandoned carts into actual customers? Well, this is where cart abandonment emails come into play. These emails have a high open rate and click-through rate compared with promotional emails.

Despite so many cart abandonments, there is a lack of proper marketing strategy to target these potential customers. Although retargeting is an effective way to recover the lost revenue, the most important tactic is to send cart recovery emails. They are not just highly conversion-centric, in fact they are also personal with a human touch.

Also, email marketing has been shown to have a better ROI than social media marketing, SEO, and content marketing, which is why email marketing is a key part of the marketing strategy of every ecommerce business.

Here are some useful ways to plan your successful cart abandonment email strategy which can boost up your sales:

When To Send Emails

when-to-send-emails

While a single cart recovery email can boost your conversions, sending 1 or 2 follow-up emails can get the most out of your cart recovery campaigns. A series of 3 emails is highly recommended to be sent at predetermined time intervals. The first email, probably in an hour – could be a gentle reminder to customers that they’ve left something in their cart.

If the first email does not persuade them, a second email could be sent with an aim to induce urgency. And, for those customers who still don’t convert, a third and final email could be triggered to persuade them with an incentive to complete their purchase.

But, be careful to not be tempted to blast your abandoners with too many emails without testing the impact of these additional reminders in your cart series. Also, personalize these recovery emails based on the customer actions, like cross-sells and upsells.

Mentioning Discounts

mentioning-discounts

Taxes and shipping costs that are being added to the purchase, come as a price shocker for customers at the final stage. In a way to counter this and additional incentives – a discount is often included in their cart abandonment emails. If you decide to create a multi-email cart abandonment series, it is a good idea not to include discounts in the first few mailers. You can mention the discount in later emails.

This can be beneficial because – if the cart has been abandoned due to an interruption – all they need is a little reminder to come back. If the cart was abandoned due to price, then a discount will certainly help. However, you generally won’t know the specific reason why someone abandoned their cart – this is why saving the discount for future emails helps you in a long run.

Reclaiming Lost Sales

reclaiming-lost-sales

The success of an email campaign is directly proportional to its relevance. When an email is sent, the receiver is bound to take the desired action. But, when it comes to abandoned cart emails, many marketers believe it would be the same if discounts are offered – No. Because to recover these lost carts, you have to address the intent of the abandoners.

Well, segmentation is the key here, so that you can follow up with customized messages based on where they are in the customer lifecycle. The reason a first-time shopper might abandon their cart can be different from the reason a loyal customer might not complete their purchase.

By segmenting your abandoners into different categories like first-time abandoners, repeat abandoners, and existing customers who abandon, you can send more relevant messages.

Being responsive is the key to making the customer experience seamless because people are checking their emails on different devices, mostly mobile. How optimized your emails are for these devices will play a significant role in determining whether or not people will complete their purchases.

 

 

Pragyan Sharma
Content Writer at BuildaBazaar
A quiet person, likes to keep things to myself - well mostly. Have a passion for writing. Loves singing and playing Guitar. Reader. Dreamer. Wanderlust.

18 thoughts on “A Successful Cart Abandonment Email Strategy Can Boost Your Sales

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  • November 11, 2016 at 12:12 am
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    These email carts remind me of when we used to go to the brick and mortar store’s and the stocks were not available, the shop keeper used to remind us through a call that the stocks have come back.

    Reply
  • November 11, 2016 at 2:51 pm
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    Sometimes when we sell too many of these emails to clients they really get irritated and simply delete those emails we send and never come back for another purchase.

    Reply
  • November 11, 2016 at 4:46 pm
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    We can also send email’s telling people more about the product they have abandoned in their cart and also give some discount’s on them.

    Reply
  • November 12, 2016 at 9:56 pm
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    When a consumer derives value – especially for something that was given to him for free – he becomes the best kind of evangelist.

    Reply
  • November 13, 2016 at 10:39 am
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    To get the right message to the right person at the right time you first need to get the right data to the right database at the right time. Customer’s would have also left the cart abandoned because when they are doing the final transaction the power could have got off or their mobile battery could have died. There are lots of possibilities, not just the price.

    Reply
  • November 14, 2016 at 12:41 pm
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    Treat your email program like the movies – give a preview so they know what to expect . Customer’s can also leave the carts as they would have doubts on whether to buy the product or not.

    Reply
  • November 14, 2016 at 2:36 pm
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    Once I had to buy a cover for my new iPhone and started searching it on Amazon. Selected the item, but was not very satisfied with that. Hence abandoned the item and went out to a flea market and got an amazing cover which was not available on Amazon. Now I am completely satisfied with that and a few people have also asked me from where I bought the item. 🙂

    Reply
  • November 15, 2016 at 3:49 pm
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    A first time customer can also abandon your cart thinking that they would get a better product in a different place or has never shopped for the product on a ecommerce site. So your salespeople have to know that and send more convincing mails.

    Reply
  • November 17, 2016 at 12:15 am
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    It may also happen that you do not have a completely mobile friendly website and the customer wants to try the same product on a proper desktop and finally make the purchase, there can be so many reasons.

    Reply
  • November 17, 2016 at 2:55 pm
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    An email without clarity is like an annoying mime: Just say what you want or get out the way! It can be very irritating and sometimes if it’s not catchy people won’t read it. Every customer has so many mail’s filled up in their mailbox and they do not read up everything.

    Reply
  • November 17, 2016 at 5:17 pm
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    Use low commitment CTAs. Emails are invites, landing pages are parties. An email address is like a customer’s “digital fingerprint”.

    Reply
  • November 18, 2016 at 10:47 am
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    If you are not seeing the email channel as a money making machine, you have the wrong strategy. Email is a push channel, so we need to push it to work harder.

    Reply
  • November 18, 2016 at 3:09 pm
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    To not have an email address is the digital equivalent of being homeless. Without it you can’t shop online, bank online or engage with social media. It’s the first contact point for every customer.

    Reply
  • November 18, 2016 at 4:19 pm
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    Not enough talk about the importance of brand in email. Customers don’t sign up for email – they sign up for your brand. Send the right kind of email at the right time. The author has put in so much of hard work.

    Reply
  • November 19, 2016 at 11:56 am
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    Your winning email might be a female bodybuilder; as strong as they come, but ugly as hell. Kudos to the author.

    Reply

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