{"id":1557,"date":"2020-07-09T07:00:50","date_gmt":"2020-07-09T07:00:50","guid":{"rendered":"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/?p=1557"},"modified":"2021-11-18T15:45:47","modified_gmt":"2021-11-18T15:45:47","slug":"increase-abandoned-cart-conversion-rate","status":"publish","type":"post","link":"https:\/\/www.cartstack.com\/blog\/increase-abandoned-cart-conversion-rate\/","title":{"rendered":"10 Simple Ways to Increase Your Abandoned Cart Conversion Rate"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">At CartStack, we offer customers what we like to call \u201cCartStack Optimize\u201d &#8211; an ecommerce conversion audit where we analyze an online seller\u2019s abandoned cart &amp; customer recovery campaigns and make smart recommendations for increasing abandoned cart conversions.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Why?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Well, we know a thing or two about cart abandonment, a lot about customer recovery, and even more about how our customers can maximize their ROI from the CartStack suite of recovery tools. And, phenomenal customer success is what gets us up in the morning so we\u2019re only too happy to help our customers succeed.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">With cart and browse abandonment skyrocketing, owing to the COVID effect on abandoned carts, we\u2019re extending this help to all ecommerce sellers by sharing our most common findings and the tweaks we typically recommend and why.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Note, this guide assumes a little knowledge of and experience with recovering abandoned carts. If you\u2019re new to ecommerce or yet to implement a customer recovery strategy, head over to the first of our<\/span><a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/on-site-campaigns-ecommerce-leads-conversion\/\"><span style=\"font-weight: 400;\"> three-part customer recovery series<\/span><\/a><span style=\"font-weight: 400;\"> to get started. Otherwise, let\u2019s crack on.\u00a0<\/span><\/p>\n<h2><span style=\"font-weight: 400;\">10 Simple Ways to Increase your Abandoned Cart Conversion Rate<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">We could write a novel on ways to increase your abandoned cart conversions, but in the interest of time and your to-do list, here are the top ten most common recommendations we make when auditing a store\u2019s customer recovery campaigns:\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">1. Subject line split testing<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Nearly half of <\/span><a href=\"https:\/\/www.superoffice.com\/blog\/email-open-rates\/\"><span style=\"font-weight: 400;\">people open an email based on the subject line<\/span><\/a><span style=\"font-weight: 400;\"> alone. And, with <\/span><a href=\"https:\/\/mailchimp.com\/resources\/email-marketing-benchmarks\/\"><span style=\"font-weight: 400;\">ecommerce email open rates<\/span><\/a><span style=\"font-weight: 400;\"> at only 15.68%, your abandoned cart subject lines are ripe for improvement.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The top three subject line mistakes we see are:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><b>Spam triggers &#8211;<\/b><span style=\"font-weight: 400;\"> such as ALL CAPS and excessive punctuation (!!!!);<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Character limits<\/b><span style=\"font-weight: 400;\"> &#8211; being exceeded or barely met; and<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Content &#8211; <\/b><span style=\"font-weight: 400;\">wording that is ambiguous, generic, or plain boring.\u00a0<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">A\/B split testing allows you to identify the <\/span><a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/best-abandoned-cart-subject-lines-2019\/\"><span style=\"font-weight: 400;\">abandoned cart subject lines that boost open rates<\/span><\/a><span style=\"font-weight: 400;\"> or completely deplete them, by sending two different versions of a subject line. You can then compare results to build a subject line that maximizes inbox visibility and open rates.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">2. Email timing<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The timing of your customer recovery emails directly affect whether they\u2019re seen, open, or read. Yet, we regularly see online sellers use the same emailing timing, despite their emails being missed, ignored, and forgotten about.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">At CartStack, our extensive research shows that a three-email drip campaign works best, with the <\/span><a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/when-to-send-cart-abandonment-reminder-emails\/#:~:text=Most%20CartStack%20customers%20send%20the,the%20cart%20has%20been%20abandoned.\"><span style=\"font-weight: 400;\">ideal times to send abandoned cart emails<\/span><\/a><span style=\"font-weight: 400;\"> being 20-30 minutes after abandonment, and then 1-3 days and 4-6 days following.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, and it\u2019s a big however, if you\u2019re not seeing results from this pattern, experiment with your timing until you do.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">3. Email content split testing<\/span><\/h3>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-1560\" src=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/wp-content\/uploads\/splittest-02.png\" alt=\"abandoned cart split test\" width=\"699\" height=\"323\" srcset=\"https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/splittest-02.png 1245w, https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/splittest-02-300x139.png 300w, https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/splittest-02-768x355.png 768w, https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/splittest-02-1024x473.png 1024w\" sizes=\"(max-width: 699px) 100vw, 699px\" \/><\/p>\n<p><span style=\"font-weight: 400;\">The content of your abandoned cart email is arguably the most exciting aspect of your recovery campaign; there are so many tips and tactics to try. This is where many sellers stumble.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A common faux pas is using too many cart abandonment tactics in one email. This could be an overwhelming amount of personalization, too many images that detract from your CTA, or multiple persuasion tactics that ignite conflicting emotions.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Instead of jumping in with multiple tactics, pick one or two tactics per email. Even better, use A\/B split testing to pinpoint which tactic combinations work best for your customers and their stage in the purchase funnel and re-engagement journey.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, your initial email might convert best using a supportive tone and risk aversion content. Whereas, your final cart abandonment email might generate the highest clicks using a more sales-based tone and persuasion tactics such as loss aversion and social proof.\u00a0<\/span><\/p>\n<p><em>Bonus tip: three highly effective conversion tactics that we don\u2019t see a lot of (and we should) are:\u00a0<\/em><\/p>\n<ul>\n<li><em>Offering support by adding a telephone number,\u00a0<\/em><\/li>\n<li><em>Offering a coupon or discount code,<\/em><\/li>\n<li><em>Experimenting with different \u201ctones\u201d (i.e. relational vs. sales-based) and<\/em><\/li>\n<li><em>Injecting scarcity into your copy.<\/em><\/li>\n<\/ul>\n<h3><span style=\"font-weight: 400;\">4. A powerful call to action<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Does your recovery email tell your audience exactly what they need to do next and make it both easy to and crucial that they do so?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Weak, missing, or multiple calls to action make it harder to re-engage your audience. This can be because there\u2019s no easy way to recommence their shopping journey, there\u2019s no compelling reason to click back to your website, or there\u2019s no indication they can quickly pick up where they left off.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The most effective recovery CTAs use powerful language that incites emotion or makes the next step feel easy. For example:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Checkout out now<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Click here or miss out!<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Pick up where you left off.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Your basket is waiting.<\/span><\/li>\n<\/ul>\n<h3>5. Sending emails from your own custom domains<\/h3>\n<p>We recently published an entire article on sending your abandoned cart emails through your own <a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/abandoned-cart-email-deliverability-best-worst-practices\/\">custom domains<\/a>, and why this can affect your results for the better. Fortunately, CartStack&#8217;s domains are well-trusted as well, and do get inboxed more frequently than your typical marketing blasts, but matching your sending domain with the URLs inside of your email can only help your recovery efforts.<\/p>\n<p><a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/abandoned-cart-email-deliverability-best-worst-practices\/\">Learn more on the importance of custom domain sending here.<\/a><\/p>\n<h3><strong>6. Offering customers choice<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">When we see sellers following abandoned cart best practices but still struggling to recover customers, we recommend one simple but effective solution: multiple recovery channels.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Some customers don\u2019t want to engage or recommence their shopping trip via email. This might be because their inbox is full of spam, their laptop is at work, or emails are so last year. Either way, there are effective <\/span><a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/multichannel-abandoned-cart-doesnt-require-email\/\"><span style=\"font-weight: 400;\">multi-channel abandonment tools that don\u2019t require email<\/span><\/a><span style=\"font-weight: 400;\">, including:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/abandon-cart-sms-text-messages\/\"><span style=\"font-weight: 400;\">Abandoned cart SMS text messages<\/span><\/a><span style=\"font-weight: 400;\">, that utilize the growing power of mCommerce;<\/span><\/li>\n<li style=\"font-weight: 400;\"><a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/abandon-cart-push-notifications-essential-ecommerce\/\"><span style=\"font-weight: 400;\">Abandoned cart push notifications<\/span><\/a><span style=\"font-weight: 400;\">, that engage customers away from the inbox; and<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The humble telephone call, that allows you to connect on a more personal level.<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">As long as you tailor your timing, messaging, and CTA to the channel, you can see phenomenal results by adding an additional channel of communication.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">7. Targeting colder leads<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">One of our favorite quick wins for increasing abandonment rates is increasing the number of leads pulled from your website.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Many ecommerce stores only track and contact hot leads &#8211; those who added products to their basket and created an account before abandoning their cart. While these leads are certainly more likely to convert, that doesn\u2019t mean you should ignore those who didn\u2019t add to their cart or create a customer account.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By using a real-time email capture tool to record contact information as it\u2019s typed onto your website, and running a <\/span><a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/browse-abandonment-email-best-practices-subject-lines\/\"><span style=\"font-weight: 400;\">browse abandonment email campaign<\/span><\/a><span style=\"font-weight: 400;\"> tailored to customers in the earlier stages of purchasing, you significantly increase your customer recovery rates, simply by increasing your <a href=\"https:\/\/www.cience.com\/blog\/sales-lead-generation-process\">lead generation<\/a> pool.\u00a0<\/span><\/p>\n<h3><span style=\"font-weight: 400;\">8. Nurturing leads<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">It\u2019s easy to turn your customer recovery email into a marketing blast that\u2019s full of store promotions and product recommendations. While there\u2019s nothing wrong with using incentives and recommendations to persuade your customers back to your store, it\u2019s important to do so gently.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Recovering customers is a journey, not a one-email trick. Don\u2019t scare your customers away by blasting them with sales content; instead, help them over the checkout line with a three-part drip campaign:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Email #1 &#8211; offering help and support by including a link to their basket, alongside ways to get in touch via telephone, live chat and email.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Email #2 &#8211; using persuasion tactics such as product recommendations, social proof, and risk reversal.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Email #3 &#8211; using sales methods such as scarcity and loss aversion.\u00a0<\/span><\/li>\n<\/ul>\n<h3><span style=\"font-weight: 400;\">9. Adding social proof<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Something we definitely don\u2019t see enough of in recovery campaigns is the use of social proof.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Social proof is incredibly powerful. <\/span><a href=\"https:\/\/blog.hubspot.com\/marketing\/social-proof-examples\"><span style=\"font-weight: 400;\">Eighty-three percent<\/span><\/a><span style=\"font-weight: 400;\"> of consumers are more likely to purchase a product based on word-of-mouth recommendations &#8211; there\u2019s no comparable marketing tool. Company testimonials, product reviews, and social media coverage are all perfect for increasing trust and eliciting a herd mentality that results in conversions.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you\u2019re worried about sounding big-headed or blowing your own trumpet, don\u2019t be. Customers don\u2019t view genuine reviews in that way and you can always adopt a subtle approach by including a review section in your email footer.\u00a0<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-1558\" src=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/wp-content\/uploads\/Email_Example2.png\" alt=\"cartstack abandoned cart social proof\" width=\"700\" height=\"337\" srcset=\"https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/Email_Example2.png 1500w, https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/Email_Example2-300x144.png 300w, https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/Email_Example2-768x370.png 768w, https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/Email_Example2-1024x493.png 1024w\" sizes=\"(max-width: 700px) 100vw, 700px\" \/><\/p>\n<h3><span style=\"font-weight: 400;\">10. Utilizing risk reversal<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">A persuasion technique that\u2019s particularly pertinent at the moment is risk reversal.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Buying online is risky business, especially when buying directly. Orders might arrive late, products might be not as described, and it might be cheaper elsewhere &#8211; there\u2019s a lot that can go wrong. Many sellers reverse this risk by offering free shipping, money-back guarantees, and price-matching promises. However,\u00a0 not every customer is aware of these.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Include links to and information on your risk reversal policies in your recovery emails. This brings them to the attention of your audience and gives your leads an excellent reason to come back to your store.\u00a0<\/span><\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-1559\" src=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/wp-content\/uploads\/Email_Example1.png\" alt=\"abandoned cart risk reversal\" width=\"700\" height=\"337\" srcset=\"https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/Email_Example1.png 1500w, https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/Email_Example1-300x144.png 300w, https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/Email_Example1-768x370.png 768w, https:\/\/cartstack-blog.s3.amazonaws.com\/uploads\/Email_Example1-1024x493.png 1024w\" sizes=\"(max-width: 700px) 100vw, 700px\" \/><\/p>\n<h2><span style=\"font-weight: 400;\">And One Final Tip&#8230;<\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Well, we couldn\u2019t end on an odd number, could we!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The biggest tip of them all for increasing your abandoned cart conversion rate is: versatility. Ecommerce is a continually changing industry so you need to continually change with it.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Keep your customer recovery strategy effective by keeping up-to-date with the latest customer recovery tactics, regularly auditing your abandoned cart campaigns, and following <\/span><a href=\"https:\/\/web_staging_fern.staging.cartstack.com\/blog\/\"><span style=\"font-weight: 400;\">our blog<\/span><\/a><span style=\"font-weight: 400;\"> for the best practices of today and tomorrow. <\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>At CartStack, we offer customers what we like to call \u201cCartStack Optimize\u201d &#8211; an ecommerce conversion audit where we analyze an online seller\u2019s abandoned cart &amp; customer recovery campaigns and make smart recommendations for increasing abandoned cart conversions.\u00a0 Why? Well, we know a thing or two about cart abandonment, a lot about customer recovery, and [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1635,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[29,3,11],"tags":[50,49,48,51],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.1 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>10 Simple Ways to Increase Your Abandoned Cart Conversion Rate<\/title>\n<meta name=\"description\" content=\"At CartStack, we offer customers what we like to call \u201cCartStack Optimize\u201d. Here are the top nine most common recommendations we make when auditing...\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.cartstack.com\/blog\/increase-abandoned-cart-conversion-rate\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"10 Simple Ways to Increase Your Abandoned Cart Conversion Rate\" \/>\n<meta property=\"og:description\" content=\"At CartStack, we offer customers what we like to call \u201cCartStack Optimize\u201d. 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