Ecommerce Marketing Automation - How to Use Automation and Analytics to Predict Consumer Behaviour and Increase eCommerce Sales

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Ecommerce
Marketing
Automation:
How to Use Automation and
Analytics to Predict Consumer
Behavior and Increase Click to watch
eCommerce Sales OnDemand Video!

http://bit.ly/autoecomm

I’m Mike Ewing.
Nice to meet you.
@inboundcommerce

I’m Meghan Anderson.
Nice to meet you.
@meghkeaney

I’m Sam Mallikarjunan.
Nice to meet you.
@mallikarjunan

Tweet Questions
& Comments!

#AutoEcomm
http://bit.ly/autoecomm

AGENDA:

1
ECOMMERCE

1
MARKETING
AUTOMATION

http://bit.ly/autoecomm

Shopping Cart Fetchback:
UNDERSTANDING
CUSTOMER
HESITATIONS

Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

UNDERSTANDING CUSTOMER
HESISTATIONS

1 What Is a Fetchback?

2 Surprising Statistics

3 Top Reasons For Abandonment

4 Actionable Takeaways

Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

SHOPPING CART
FETCH BACK?
“ Shopping Cart Fetch Back is a
timely email sent to a prospect
that has abandoned shopping

”
cart.

http://bit.ly/autoecomm

SURPRISING
STATISTICS
88% 65%
of online shoppers of all online shoppers
have abandoned their wait a day or more to
shopping cart at one complete a purchase.
point or another.

21%
of shoppers who
45%
didn’t complete the of consumers
checkout, said they abandoned carts
wanted to save more than once with
products for further an average order of
consideration. $109.00. http://bit.ly/autoecomm

TOP REASONS FOR
ABANDONMENT
50
Top reasons given for abandoning carts (in %)

45

40

35

30

25

20

15

10

5

0
Shipping was too high Not ready to buy Price too high Wanted to compare with other Put in cart for later
products
Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

ACTIONABLE
TAKEAWAYS

Calculate Discover your
Cart Abandonment Customer Hesitations

Optimize Shipping Engage in Triggered
Rates Email Campaigns
Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

Use Intelligent Analytics to
UNDERSTAND
BUYING CYCLE

Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

USE INTELLIGENT ANALYTICS TO
UNDERSTAND BUYING CYCLE

1 Analytics + Automation

2 Understanding Customer Timelines

3 The Reverse Funnel Analysis

4 Conversion SEO
Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

ANALYTICS +
AUTOMATION
Help You To Understand:

Customer Assisting Purchase
Hesitation Content Timeline
Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

CUSTOMER
TIMELINES

Purchase Product Customer
Timeline Timeline Timeline
Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

REVERSE
FUNNEL
ANALYSIS

Segment “Assists” Focus on Top
Buyers from That Lead to Performing
Browsers Purchase Interactions
Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

CONVERSION
OPTIMIZATION

Revenue Increase Dominate
Generating Quality of Organic &
Keywords Visitors Paid Search
Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

Intelligent Automation:
HOW TO IMPROVE
CONVERSION RATES

Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

HOW TO USE INTELLIGENT AUTOMATION
TO INCREASE CONVERSION RATES

1 Real-Time Communication

2 Stages of Nurturing Campaign

3 Best Practices

http://bit.ly/autoecomm

REAL-TIME
COMMUNICATION
90%
of ecommerce leads go cold
within just one hour.

STAGES OF
NURTURING
The 3 Step Sequence
> 1 hour Email 24 Hour Email 72 Hour Email

Customer Service Sense of Urgency Incentive

http://bit.ly/autoecomm

BEST PRACTICES

Collect Contact Info Immediate Messaging Offer Customer Service

Offer Incentives Offer More Info Track Clicks Test, Test, Test
Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

SOCIAL SHARING
DRIVES SALES

+ =
Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

TARGETED
COMMUNICATIONS

http://bit.ly/autoecomm

QUESTION
&
ANSWER
@inboundcommerce

@meghkeaney

@mallikarjunan http://bit.ly/autoecomm
Questions & Comments on Twitter: #AutoEcomm

HUBSPOT CAN HELP!

11 GENERATE MORE QUALIFIED TRAFFIC

2
2 TURN TRAFFIC INTO CUSTOMERS

3 ANALYZE SALES AND MARKETING

FREE
ECOMMERCE
SOFTWARE
DEMONSTRATION
hubspot.com/ecomm

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Ecommerce Marketing Automation - How to Use Automation and Analytics to Predict Consumer Behaviour and Increase eCommerce Sales

1. Ecommerce Marketing Automation: How to Use Automation and Analytics to Predict Consumer Behavior and Increase Click to watch eCommerce Sales OnDemand Video! http://bit.ly/autoecomm

2. I’m Mike Ewing. Nice to meet you. @inboundcommerce

3. I’m Meghan Anderson. Nice to meet you. @meghkeaney

4. I’m Sam Mallikarjunan. Nice to meet you. @mallikarjunan

5. Tweet Questions & Comments! #AutoEcomm http://bit.ly/autoecomm

6. AGENDA: 1 ECOMMERCE 1 MARKETING AUTOMATION http://bit.ly/autoecomm

7. Shopping Cart Fetchback: UNDERSTANDING CUSTOMER HESITATIONS Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

8. UNDERSTANDING CUSTOMER HESISTATIONS 1 What Is a Fetchback? 2 Surprising Statistics 3 Top Reasons For Abandonment 4 Actionable Takeaways Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

9. SHOPPING CART FETCH BACK? “ Shopping Cart Fetch Back is a timely email sent to a prospect that has abandoned shopping ” cart. http://bit.ly/autoecomm

10. SURPRISING STATISTICS 88% 65% of online shoppers of all online shoppers have abandoned their wait a day or more to shopping cart at one complete a purchase. point or another. 21% of shoppers who 45% didn’t complete the of consumers checkout, said they abandoned carts wanted to save more than once with products for further an average order of consideration. $109.00. http://bit.ly/autoecomm

11. TOP REASONS FOR ABANDONMENT 50 Top reasons given for abandoning carts (in %) 45 40 35 30 25 20 15 10 5 0 Shipping was too high Not ready to buy Price too high Wanted to compare with other Put in cart for later products Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

12. ACTIONABLE TAKEAWAYS Calculate Discover your Cart Abandonment Customer Hesitations Optimize Shipping Engage in Triggered Rates Email Campaigns Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

13. Use Intelligent Analytics to UNDERSTAND BUYING CYCLE Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

14. USE INTELLIGENT ANALYTICS TO UNDERSTAND BUYING CYCLE 1 Analytics + Automation 2 Understanding Customer Timelines 3 The Reverse Funnel Analysis 4 Conversion SEO Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

15. ANALYTICS + AUTOMATION Help You To Understand: Customer Assisting Purchase Hesitation Content Timeline Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

16. CUSTOMER TIMELINES Purchase Product Customer Timeline Timeline Timeline Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

17. REVERSE FUNNEL ANALYSIS Segment “Assists” Focus on Top Buyers from That Lead to Performing Browsers Purchase Interactions Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

18. CONVERSION OPTIMIZATION Revenue Increase Dominate Generating Quality of Organic & Keywords Visitors Paid Search Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

19. Intelligent Automation: HOW TO IMPROVE CONVERSION RATES Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

20. HOW TO USE INTELLIGENT AUTOMATION TO INCREASE CONVERSION RATES 1 Real-Time Communication 2 Stages of Nurturing Campaign 3 Best Practices http://bit.ly/autoecomm

21. REAL-TIME COMMUNICATION 90% of ecommerce leads go cold within just one hour.

22. STAGES OF NURTURING The 3 Step Sequence > 1 hour Email 24 Hour Email 72 Hour Email Customer Service Sense of Urgency Incentive http://bit.ly/autoecomm

23. BEST PRACTICES Collect Contact Info Immediate Messaging Offer Customer Service Offer Incentives Offer More Info Track Clicks Test, Test, Test Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

24. Empower Superstar Customers: USING TARGETED COMMUNICATIONS TO FUEL BRAND ADVOCACY http://bit.ly/autoecomm

25. USING TARGETED COMMUNICATIONS TO REWARD BRAND ADVOCATES 1 Social Sharing as a Driver of Sales 2 Alerts and Multi-Channel Analytics 3 Targeted Communications http://bit.ly/autoecomm

26. SOCIAL SHARING DRIVES SALES + = Questions & Comments on Twitter: #AutoEcomm http://bit.ly/autoecomm

27. ALERTS & MULTICHANNEL ANALYTICS 1. Respond to Positive Mention on Twitter 2. Empower Individual that Promoted your brand 3. Keep a list of advocates 4. Reward with special offers in future to fuel advocacy   http://bit.ly/autoecomm

28. TARGETED COMMUNICATIONS http://bit.ly/autoecomm

29. WRAP UP AND REVIEW 1 Shopping Cart Fetch Back Emails 2 Understand Buying Cycles with Intelligent Analytics 3 Improve Conversion Rates with Intelligent Automation 4 Reward + Fuel Brand Advocates http://bit.ly/autoecomm

30. QUESTION & ANSWER @inboundcommerce @meghkeaney @mallikarjunan http://bit.ly/autoecomm Questions & Comments on Twitter: #AutoEcomm

31. THANK YOU.

32. HUBSPOT CAN HELP! 11 GENERATE MORE QUALIFIED TRAFFIC 2 2 TURN TRAFFIC INTO CUSTOMERS 3 ANALYZE SALES AND MARKETING

33. FREE ECOMMERCE SOFTWARE DEMONSTRATION hubspot.com/ecomm

Ecommerce Marketing Automation - How to Use Automation and Analytics to Predict Consumer Behaviour and Increase eCommerce Sales

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