How to Grow a Successful eCommerce Business (9 Effective Tactics)
There’s nothing like logging in to your eCommerce analytics dashboard to find that you’re getting a reliable amount of daily sales and growing month over month.
I’ve spent the fast 15 years helping businesses grow. And today, I’ll show you how to grow a successful eCommerce business, starting with tactics that provide instant results to strategies that cultivate your revenue over time.
Let’s take a look!
#1 Get More eCommerce Customers with Google Ads
Pay-per-click advertising is undoubtedly the quickest way to get more customers. And since everyone uses Google, Google Ads offers the highest returns.
You’ll need 3 key things to grow your eCommerce business with Google Ads:
- Keyword journey – Which keywords do your customers use to find your products?
- Budget – How much should you pay for a customer?
- Patience – Give yourself at least 10 days to evaluate the success of your campaign
The average Google Ads cost-per-click in 2022 is $1.30 for the Search network, so it’s quite accessible.
An experienced Google Ads consultant can reduce it even further!
If you need expert assistance in marketing your business and generating high-quality customers from Google Ads, I’d love to help. Get in touch with me!
#2 How to Grow an eCommerce Business by Maximising Your Revenue from Existing Customers
41% of an average eCommerce store’s revenue comes from repeat purchases. So while you’re busy attracting new customers, don’t forget to make the most of people who already trust you:
- Up-sell on more expensive products
- Cross-sell on different (complementary) products
- Offer special discounts and run promotions
You can do all of this on auto-pilot. In fact, most of my eCommerce digital marketing coaching clients passively generate extra revenue with automation.
#3 Prevent Cart Abandonment
The buyer’s journey is a curious thing. People may place your product in the cart and then decide to sleep on it or get distracted.
Remind leads they still have products in their cart.
If they have objections to purchasing your product, address them with an exit intent pop-up.
Finally, use the fear of missing out and urgency to encourage the purchasing decision. Tools like GrowthSuite and OptiMonster provide exit-intent and other discount offers to prevent cart abandonment.
#4 Recapture Lost Leads with Remarketing Ads
Recover visitors who left your website without purchasing.
Set up a Google Ads remarketing campaign and reach out to “lost” leads when they’re browsing other sites.
P.S. I explain how to set up your first campaign and remarketing in my free Google Ads book.)
Remarketing works best when you pair it with a special offer. For example, a discount or a perk like free shipping.
P.S. You can retarget customers with Facebook ads, too!
#5 Reach Your Audience through Social Media
If you’re selling a B2C product in your eCommerce shop, use social media:
- TikTok
If you have the budget, maximise your returns with an expert who provides social media marketing consulting.
If you’re still in the early stages of growth, ensure you’re not wasting time. Instead, partner with micro-influencers and run ads with attention-grabbing visuals & copy to get results fast.
Encourage word of mouth by promoting user-generated content.
For example, add a call-to-action to your packaging and ask customers to share the product on social media.
(UGC works best for visually appealing products. An eCommerce business selling outdoor furniture might ask customers to share how they decorated their garden with the new product.)
#6 Partner with Other Brands
Partner with brands who sell similar or complementary products (but aren’t your direct competitors) for a cross-promotion campaign.
Since your audience is similar and already trusts the partner brand, you’ll see higher conversion rates.
They can mention your products in a newsletter (along with a percentage discount), and you can do the same for them.
#7 Think Long-Term Revenue Growth with Email Marketing
You get an email address with each purchase – use it wisely.
Don’t spam your customers. Instead, focus on value.
Offer special deals and run sales. Send helpful resources that address your audience’s questions.
Add personalisation and segmentation based on your audience’s purchasing patterns and preferences.
For example, if you sell cosmetics for both men and women, create unique newsletter content for each group.
You want to cater to each segment’s preferences; in eCommerce, casting a wide net leaves you with only a few fish.
Email marketing doesn’t just apply to your customers.
You can also collect visitors’ email addresses; simply offer something in exchange.
For example, offer a lead magnet – a 10% discount on their first purchase if they sign up for your mailing list.
#8 Make Your Product Descriptions Stand Out
How often have you come across a product you really wanted to buy, but the description didn’t have the answer to your question? When that happens, it adds friction to the purchase; you either have to contact support or leave.
When you’re wondering how to grow an eCommerce business, make sure you’re not standing in your own way. Your product descriptions should be helpful, friendly, and unique. eCommerce business owners I’ve worked with got fantastic returns from product descriptions written in their brand voice.
Check out your competitors’ reviews and social media and forums to find specific questions about products like yours.
#9 How to Grow an eCommerce Business with Referrals
Very few eCommerce businesses get referrals without asking for them.
Create a referral strategy that gives something valuable to your customers and the people they refer.
For example, offer 5% off to both the referrer and the referee. Then, use your mailing list to spread the word (I told you it’d come in handy).
Create Your eCommerce Growth Strategy
Now that you know the most effective tactics, it’s time to create a strategy.
First, set up a lead magnet to collect email addresses. Then power forward with Google and social media ads!
If you need help with your marketing and advertising, get in touch with me. As an expert with over 15 years of experience, I’m here to make your eCommerce business grow!
Ready to take the reins? Achieve rapid Google Ads success in 7 easy steps with your copy of my best-selling Google Ads book!
