6 Most Effective eCommerce Lead Generation Tips & Strategies
Running an eCommerce business requires steady flow of customers, which makes lead generation a necessity for eCommerce businesses. Generating leads in the eCommerce industry is pretty challenging but it’s highly essential to stand out from the crowd.
Having a competitive and powerful lead generation strategy can help you to attract qualified traffic to your online store, and move them though the sales funnel until they’re all set to make a purchase.
In this article, we’ll go over some tips and strategies you must use to generate eCommerce leads for your online store.
What is eCommerce lead ?
In eCommerce business, a lead is someone who shows interest in your products/services. However, eCommerce leads show their interest by performing some specific actions like, following your brand on social communities, signing up for your newsletter, clicking on your ads etc.
Who is the ideal eCommerce lead?
Every business differs in nature. Therefore, lead generation varies from business to business. Your definition of a perfect eCommerce lead will probably differ from your competitors. That’s why it’s essential to determine or define your dream lead.
When you’re thinking who is your ideal lead, you need to take a few factors into consideration such as:
- Demographic location
- Interests or hobbies
- Pain points
These details can help you massively create a mock-up or buyer persona of your ideal lead.
Most effective eCommerce leads strategies and tricks you must start using today
Curious about how to generate eCommerce leads for your online store? Try out these most effective lead generation strategies and tricks.
1. Content marketing
Before making any purchase, consumers these days conduct deep research. They want to know who is selling the best products, which brand offers best value for their money, and which products are most popular among other customers.
With the help of content marketing you can provide all the necessary information to your customers. Publish high-quality unique content in the form of articles, blogs, guides or manuals help your potential customers to make better purchasing decisions.
The topics you choose to cover make sure are related to your products and industry. However, the content must be engaging and offer useful information like tips and tricks etc. When you provide useful information to your eCommerce leads, they’re able to trust you more and that helps in improving the conversion rate of your store.
2. Search engine optimization
It’s essential to consider how customers shop online. In the majority of cases, they start browsing for the products they want on search engines like Google.
Implementing SEO strategies will help you to improve the search engine rankings for your store. This will definitely make it easier for your potential customers to find you, allowing you to focus more on people who’re actively searching your products.
3. Pay-per-click (PPC) advertising
Undoubtedly, search engine optimization is the best and most effective strategy for generating eCommerce leads, running PPC advertising campaigns on platforms like Google Ads is an optimal way to easily connect with searchers.
PPC is a quite useful strategy. When you create PPC campaigns, you first determine where you want to display your ads based on the keywords search. For instance, if you’re selling skin care products, you could display ads in search results for “tan removing soap for men”.
Then you have to set bids based on your budget and how much are you willing to spend on each click. Bear in mind, you only have to pay when someone clicks on your ad.
4. Social media marketing
One of the most valuable marketing tools you’ll come across in the B2C eCommerce industry is social media marketing. It’s the best channel to interact and communicate with your potential audience. You can also make use of this platform to showcase your brand’s personality.
Some platforms offer more effective and useful advertising options such as Facebook. It allows you to run ads for a specific targeted audience. You can use multiple targeting audience options to get the audience you exactly want.
These provided options range from basic general information like, location, gender, and age to more advanced options like, education, career, interests, and their past activities on Facebook. If you properly utilize these targeting options, you’ll be able to bring exact leads to your site via those ads.
5. Email marketing
As we all know, not all the visitors who come on your site immediately purchase from you for the first time. But among those many of them will not hesitate to provide their email addresses in exchange for something valuable like a discount or some other enticing offer.
Use email marketing strategy to communicate with those eCommerce leads. Send them engaging and personalized emails to encourage them to visit your website again. You can send emails to your subscribers to tell them about your newly launched products, discount offers or share any valuable information with them which they might find interesting.
You can also use email marketing tools to run automated email marketing campaigns. Moreover, these tools allow you to send personalized messages to your each subscriber based on the actions they took on your online store.
Email marketing tools can also be used to send emails to those customers who abandoned their shopping carts before completing the checkout process. You can send them an email to remind them about the incomplete purchase along with a discount offer to encourage them.
Customers always love when they are made feel special. They get bored when you send them the same generic promotional messages. You simply can’t win their hearts in this way. Use personalized marketing strategy to customize your ads to become as much relevant to your customers as possible.
If a particular visitor visited a specific page of your store, try to display that product as soon as they land on your store. The easier you make for your visitors to find what they want, the more likely they will complete the purchase.
All it comes down to implementation. Once you start implementing the strategies we have discussed above, you’ll start getting favourable results. Every eCommerce is different from another, therefore you need to make adjustments accordingly.
You first need to analyze from where you’re getting most of your traffic, one you figure out that you put in extra effort in that resource to make the most out of it.