Lead Generation for eCommerce, How the Best Do It
How do you determine the success of your e-commerce business?
Simply count on the number of customers flowing in and it will tell you how successful you are in the market. Honestly, as a marketer or sales person, you shouldn’t only count the number of your customers but you must also make efforts to convert more of your target audience and potential users. Yes, you guessed that right; go for extensive lead generation campaigns to grow your business effectively.
Lead Generation for an e-commerce business is very important. Know that in this industry, lead generation is not only competitive but tricky as well. In such a scenario, it is wise to use proven tactics to ensure that everything is under control.
A competitive lead generation strategy will fetch you qualified traffic to your website and move them swiftly through the sales funnel. The strategy will also ensure that the customer is happily pushed into the final purchase decision stage.
37% of marketers have said that generating leads was one of the biggest challenges they faced.
Before we share the tips and techniques to generate a lead, let us understand what a lead is in e-commerce.
E-commerce Leads – Who are they?
A lead in E-commerce is a person who shows interest in your products and services. Ecommerce leads are determined by a few factors such as clicking your ad, brand following on social media, subscribing to newsletters, and so on.
These leads are first recognized and nurtured so that they become your customers.
Let us now walk you through the top lead generation strategies for e-commerce.
1. Search Engine Optimization (SEO)
Do you know how your target audience shop for the products online? Mostly, they will search for the items they need on various search engines like Google/Bing. With the help of an effective SEO strategy, you improve your website’s chances of coming in the top search results.
So, a better SEO strategy will result in more users clicking your website. In short, it will boost your lead generation efforts.
2. Content Marketing
Modern consumers research the product before making the final purchase. They do it because they want to know the pros and cons of the product before they add it to the cart. Customers get information about products and services through online content.
Your web content such as blogs, articles, pieces of information posted on third-party sites, or newsletters feeds the information to the customers. The more convincing your content is, the better will be the conversion rates. So, content marketing helps in lead generation as well.
Another important technique to boost your lead generation efforts is pay-per-click advertising. Unlike organic marketing (which is free of cost), pay-per-click advertising is done through paid media. You pay search engines for every click to the website from the ad. These ads are important to establish SEO rankings. PPC offers a way to determine where you want your ad to be placed.
PPC has proved to be one of the most effective lead generation tactics.
4. Email Marketing
You might say that email marketing is an old fad, but that’s not true. Emails still play an effective role in boosting your digital marketing efforts.
Marketers or sales people can easily use emails to stay in touch with their e-commerce leads. The email further encourages customers to return to the brand. Emails can also drag your customers towards your lead magnets.
5. Using Exit-intent popups
The exit-intent popup tools have become quite popular these days. Marketers / sales teams can create a lead generation machine with the help of these popups. Brands lose their customers as they visit the website and leave in no time. Using these exit-intent pop-ups, brands can target the visitors leaving the website. The same tool helps to understand the reasons for cart abandonment and reduce bounce rates as well.
These pop-ups disrupt the thinking when visitors are about to leave the website. You can offer more discounts or attractive deals to keep them aligned.
6. Behavioral targeting (Personalization)
Everyone wants to feel special today, and your customers are no different. That is why brands are running personalization campaigns to win the hearts of their customers. The more personalized your e-commerce lead generation campaign is, the better results you will achieve.
Read More: Agile Selling Best Practices for B2B Teams
While opting for lead generation tactics, you must know that no two leads are the same. If you have two in hand, there are two different ways to deal with both. It is time to understand your target audience and attract more relevant leads that you can nurture into a sale.