Owning an eCommerce business and struggling to have a consistent inward flow of customers is a common scenario nowadays due to a high level of competition. However, a powerful solution to this is to implement ‘Lead Generation’. It is a process through which you make more people come to your website, convincing them to purchase.
However, it only sounds easy until you put it into implementation. As per Sender, nearly 61% of the merchants face huge difficulties while grabbing authentic leads and capturing worthwhile traffic. Yes, you read it right!
Therefore, having a competitive strategy to ensure optimal lead generation for your eCommerce business is the need of the hour. In this article, you will explore valuable tips to get started with an effective eCommerce lead generation strategy. Let’s dive in!
What is eCommerce Lead Generation?
eCommerce lead generation is the process of attracting and converting visitors into leads who are interested in your products or services. In a crowded marketplace, bringing in new sales is a difficult task and a more energy-consuming job to retain them.
While the audience spends time on your site swiping through your product images or, even checking out reviews, it is a good sight as all of these actions compel the audience to drive from just thinking ‘I might need this’ to ‘I want to buy this’ thoughts. This is the easiest and most applied way to capture more leads for your eCommerce business.
Finally, you can use the information to nurture leads and convert them into your customers.
Note: If you are looking for lead generation software, check out the 10 Best Lead Generation Software for Startup to Enterprise
Effective Tips and Strategies for eCommerce Lead Generation
Everyone wants to have a list of qualitative potential leads for their e-commerce platform. You, too, crave the same? Here you go with a list of things you need to deploy to have your business the optimum success!
1- Leverage Exit-Intent Popups
Abandonment of shopping carts is one of the biggest problems that most eCommerce brands experience. If you are looking for ways to avoid such actions, making use of exit-intent pop-ups is an ideal decision. These pop-ups can provide your visitors with a compelling reason to remain on your site just as they are about to leave.
As a result, capturing leads and converting your visitors becomes easy. However, to ensure the best outcomes, having a clear understanding of the user’s journey is important. It can enable you to design personalized offers and convince the visitors to stay.
2- Focus on SEO
A very common practice followed by people wanting to make a purchase is that they searching it on Google first. It is mainly done in terms of comparing various elements, usually its features and cost as Google displays that item’s availability on various sites along with its costing. Therefore, only when your eCommerce business is visible to your potential customers, generating qualified leads is possible. This is called ‘Search Engine Optimization’.
With an appropriate SEO strategy, enhancing the rankings of your eCommerce website on the search engine result page becomes easy. As a result, people actively looking for the products you offer can easily find and engage with your business, creating opportunities for lead generation.
3- Use Limited-Time Deals
Limited-time discounts and deals create a sense of urgency and encourage your potential customers to act promptly. Be sure to make consumers feel they are getting exclusive offers. Moreover, to make the deal known to more consumers, try highlighting them on your website, social media channels, and through email marketing.
You can also personalize the limited-time deals based on the buying behavior and preferences of users. It can help increase the effectiveness and success of the strategy and enable you to generate more leads.
4- Optimize Your CTA
CTA stands for ‘Call-to-actions’. These are actually represented in the form of buttons, labeled with titles like ‘Buy Now’ or ‘Download Now’. They prompt the viewers to take a particular action. These buttons are very important and huge contributors to customers while considering the conversation of visitors into long-lasting users of your eCommerce site. Therefore, make sure to add a compelling CTA that can grab the attention of visitors instantly. Keeping the style, font, and size of the CTA button different from the remaining content is a great idea. Moreover, using bold colors can also be helpful.
Experiment with different CTA placements and designs to gain insights into the one that works best for your eCommerce business. With the right CTA, engaging your potential customers and generating leads become easy.
5- Prioritize Content Marketing
Content marketing has also become a major part of the eCommerce lead generation strategy. Today, consumers do not just buy any product randomly. Instead, they spend time to carry out in-depth research, understand the products, compare the options, and select the best one that suits their unique needs. Therefore, providing valuable information to customers has become more crucial than ever before.
You can do this by inculcating 100% relevant, highly engaging, and lucrative content, which can be in the form of blogs and purchasing manuals. This will aid your potential buyers with the support they are hunting for, so that they purchase the exact thing that they want, leading to low or no returns.
6- Leverage Email Marketing
A bitter truth in the marketing sector is that not everyone who views your website shall make a purchase from you. However, you still have a chance here, you can ask them for your contact number or email ID, in exchange for some free product samples or incentives. Be sure to make use of email marketing and remain in contact with such visitors.
You can notify them about the launch of your new products or send them information about the products they liked on your eCommerce site. Such efforts can encourage the consumers to return to your site and ensure successful lead generation.
7- Use Gated Content
Simply put, content gating is the act of shielding your content like infographics, webinars, or other downloadable resources behind a subscription wall. If content is downloadable, a particular set of actions needs to be performed first. The actions may include creating a free account or signing up for the newsletter.
Leveraging gated content is indeed a powerful eCommerce lead generation strategy that can enable you to generate qualified leads for your business. Moreover, it can significantly enhance your conversion rates and pave the way for greater sales.
8- Augment Your Site for Mobile
In recent times, more and more customers prefer using their mobile devices to make a search online and purchase products from eCommerce websites. In this case, there are very high chances of losing a large volume of customers if your site is tailored to be optimized over mobile devices. Therefore, make sure to optimize your eCommerce platform at the earliest.
To have this done, make sure you have a few checks in the list. First is having milliseconds’ loading time, the navigation should be self-explanatory and most importantly, the site should consist of responsive designs, this will have essential actions taken in no time. Be sure to optimize the content and images to ensure your pages load faster on mobile devices. Moreover, regularly test your pages on different browsers and devices for effective compatibility and the delivery of seamless user experiences.
9- Simplify Checkout Process
The complicated checkout procedure is among the main reasons why visitors abandon the shopping carts of eCommerce sites. Therefore, an easy way to enhance your lead generation is to simplify the checkout procedure. Be sure to minimize the number of steps involved in making a purchase.
Implementing auto-fill technology and providing multiple payment options can also be beneficial. By enhancing the checkout experience, you can easily improve your conversion rates, attract more leads, and ensure optimum satisfaction of customers.
10- Focus on CRO
CRO elaborates for ‘Conversion Rate Optimization’. It aims at improving the ratio of walk-ins completing a mentioned act compared to those who only ping in to increase the traffic size of the website. The target here is to deliver a more satisfying experience to the users. This will convert the casual visitors into making more regular purchases.
From the CTA to the layout of product pages, make sure to test everything. This will equip you with valuable information that you can use to generate more leads and expand your business.
Final Thoughts
Lead generation is indeed vital for every eCommerce business to attract more customers and boost their revenues. There are various innovative ways to generate quality leads for your eCommerce site.
From making your CTAs more attractive and shortening the checkout process to ensuring mobile optimization and gating your content, the options are many. Based on your unique needs and goals, you can select the right strategy. Based on your unique needs and goals, you can select the right eCommerce product development strategy. Join hands with people who have in-depth knowledge of the domain and see your eCommerce business knowing no boundaries to success.
