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06 Jul
How To Generate Qualified Leads For Your eCommerce Business
Running a successful eCommerce business requires a steady flow of effective leads, not just any customers but highly relevant, qualified leads. With the growing competition in the eCommerce market, targeting the right audience is crucial to stand out. With a powerful strategy, you can attract qualified traffic to your eCommerce site and move them through the sales funnel until they’re ready to make a purchase. Here are some of the best strategies to help you generate leads and build engagements.
Strategies To Generate Qualified Leads For Your eCommerce Business
Optimize For Search Engines (SEO) To generate leads, you must first understand how your potential customers shop for the products or services they want. In most cases, they start by gathering all the information they need about the specific product on search engines like Google and Bing. Hubspot states that 75% of users don’t scroll beyond the first search page while conducting their pre-purchase research. A powerful SEO strategy can help you improve your site and pages rank in the search results. Use highly relevant keywords and search terms across your product descriptions, blog content, metadata, etc. This will increase your chances of landing on the first page and thus work like a lead magnet. As your brand visibility increases, it becomes easier for your potential customers to find you. Besides, it allows you to focus your marketing budget on ideal leads who actively search for your products. Create Pay-per-click Campaigns (PPC) SEO is a long-term strategy that gives an organic boost to your eCommerce lead generation strategy. To further solidify your efforts, you can run pay-per-click (PPC) advertisements on platforms like Google Ads. Paid advertisements give you the ability to use customers’ buying behavior and target your most relevant audience across various platforms. In addition, PPC ads are especially useful in targeting competitive keywords that have clear purchase intent but are usually dominated by your competitors. Deliver Valuable Content As we discussed above, most consumers research the products before making any purchase. They want to find the best option amongst all the available ones that fulfill their needs and is worth their hard-earned money. Therefore, including informative content in your site stimulates users’ interest and organically generates qualified leads. Studies have shown that over 70% of buyers prefer to learn about a product or service through an article instead of an ad. Also, eCommerce brands that use content marketing have almost six times higher conversion rates than their competitors who don’t produce content. Therefore, the more valuable content you deliver to your audience, the more visibility you receive. Create Brand Awareness Through Social Media As people actively use social media to stay updated about almost everything around them, these platforms are perfect for interacting with prospective clients and sharing your brand’s personality. Social media is like a goldmine for lead generation, especially for B2C eCommerce companies. Some platforms like Facebook and Instagram also provide effective advertising options. These ads are usually designed to drive traffic to your profile or a specific page on your site. Make sure to use the highly specific targeting options while running these ads in order to reach the exact audience you want. These options cover a range of inputs, starting from basic demographic information like age, gender, and location to more advanced options like interests, career, education, and their past actions on the social platforms. Applying these targeting options enables your ads to bring the exact audience you want. Include Email Marketing In Your Strategies Most of your site visitors will not buy your product or service the first time they visit your site. Although many would be willing to share their email address in return for a discount coupon or any other incentive. This is where email marketing comes in. Create an email campaign, stay in contact with your eCommerce leads, and encourage them to return to your site. You can notify your subscribers about new products, upcoming sales, and other important information that might interest them. In addition, you can also use automated campaigns to send specific messages to your subscribers based on the actions they take on your site. For instance, if a customer adds a product to their cart but leaves without purchasing it, you can send them an email with a link to return and complete the transaction. Offers benefits like discounts and free shipping to motivate them to make a purchase. Personalization is the Key! Not all your customers are looking for the same product. Thus, you can’t reach them all with the same marketing messages. Create a personalized marketing strategy for your potential clients, tailor your ads according to their buying behaviors and the actions they take on your site and social media handles. Subsequently, offer discounts and benefits that are relevant to different customers. Suppose, a user previously visited a specific product page or searched for certain items on your site. You can showcase offers specifically related to that product as soon as the next time they land on your website. The easier you make it for your potential leads to find what they want or need, the more likely they will be to make a purchase. Optimize Conversion Rates (CRO) When you have a visitor on your site, you want them to convert in some way. Whether they make a purchase, sign up for your newsletters, or carry out any other action that moves them forward through your sales funnel. Conversion rate optimization (CRO) is the process of testing the various elements on your site and analyzing which of them are most effective in converting your visitors. Here you get the liberty to test everything from your product page layout to your calls to action. Further, you can utilize this information to improve your site’s performance and boost your conversion rate. Optimize to Make it Mobile-friendly People mostly prefer to use their phones whenever and wherever they search for their required product or service. Thus, making your eCommerce site mobile-friendly is crucial to thrive in today’s smartphone-driven era. To make it effective, test your site across all devices. Make sure that the buttons, menus, search bars, forms, etc are easy to use, the content is of the right size, and the scrolling is swift. You can use Google’s Mobile-Friendly Test tool to check how your website performs on mobile devices, which areas need improvement, and which pages don’t load properly. Conclusion Every eCommerce business is unique and a one-size-fits-all strategy doesn’t work in this diverse scenario. To stand out and stay ahead in the competition, first you need to have a deep understanding of your ideal customers. Subsequently, you can implement the aforementioned eCommerce lead-generation strategies to attract high-quality, targeted buyers. Generally, eCommerce sales cycles are short, thus you can employ retargeting campaigns to complete the transactions quicker. Remember, it’s a continuous process! Keep a check on your data to understand which strategies bring the most leads and sales for your business, and analyze how the different user journeys impact your ROI. This will help you identify the most cost-effective methods to generate qualified leads. If you’re looking for expert help to boost your brand awareness, increase the flow of loyal customers, and grow conversions, drop us a line. Our team will reach you within 24 hours to discuss your requirements and plan a marketing strategy for your business.Keyword Search
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