How To Get Leads To Buy With This Big Shift In Marketing

However good your order processing is, some leads and customers will still fail to complete the sales order.

The thing we call life tends to get in the way. Mobile phone battery dies, the kids need attention, you have to think some more about making the purchase.

As an online business marketer, you can’t prevent things from happening. Instead, you have to find ways to make the customer come back and finish completing the purchase. One way to do that is to set up “abandoned sales order” reminders.

These will usually be emails, but you can be creative and send text messages, that you would send after someone abandons the sales order page before placing the order.

To ensure your follow up reminders are effective and successful, follow some simple rules you can integrate into your abandonment email reminders.

Rule 1: Speed

Send the email as fast as possible, ideally within the first hour. The faster you send it, the greater the conversion rate.

Rule 2: Subject Line

Use a good relevant subject line that includes details about not placing the order. Include clear specific details so the lead or customer know exactly what the email is all about.

• Your company name.
• Details of the products.
• A tone of urgency.
• Make it seem like it’s coming from customer support and not marketing.

As always, you will need to run tests in order to get it right, but try the above to increase the open rate for these types of emails.

Rule 3: Give More Detail

Ensure that the email you send is useful, and include more detail.  Mention as much about the abandoned order as you can put in the email, specifically product names, prices, images, without appearing as being pushy.

Open up with a customer support style paragraph, with text links back to the order page and a sense of urgency, then end the same paragraph with a clear “Complete Your Order” button.

Rule 4: Test

Once the above is working properly, continue to test what’s currently working for you.

• Try contacting them again a day later, repeating the same message to those who still haven’t placed the order (if it works, try adding a third message).
• Would a discount help? Try discounting if possible, but be careful with this one, or you may find previous customers that didn’t complete a prior order, making it a habit to abandon their orders and wait for you to send them a discount offer.