The Ultimate Google Remarketing Guide
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Ecommerce businesses lose an estimated $4.6 trillion each year due to cart abandonment — over 3/4 of shoppers leave items in their cart without purchasing. It's a massive (and horrifying) number that impacts the bottom line of every online store.
The most common antidote to cart abandonment? An abandoned cart recovery email campaign that targets cart abandoners with relevant messages intended to drive website traffic and sales completion. The most effective of these campaigns work in conjunction with targeted ads.
Read on to discover why email alone is no longer enough to convert cart abandoners into paying customers and the four best practices for abandoned cart recovery.
Email marketing is the process of delivering value to customers through their inboxes — converting prospect buyers and one-time buyers into devoted fans and repeat purchasers.
While abandoned cart recovery email campaigns can be very successful, email as a stand-alone channel still has two significant limitations:
Some potential customers browse your website, put items in their cart along the way, and then exit their browser before beginning the checkout process. These are called cart abandoners.
However, other potential customers may make it through part of the checkout process — inputting their email address, payment information, etc. but then exit their browser before completing the purchase. These are called checkout abandoners.
Some email solutions can only send emails to checkout abandoners. Depending on the information available from a potential customer's interaction on your site, you may or may not be able to access their email address. And you can't send an abandonment email without an email address.
While email solutions like AdRoll can send emails to shoppers who have identified themselves with their email addresses but have not entered the checkout, there will always be some cart abandoners who never left their email addresses on your site and therefore cannot be reached via email.
The average open rate for abandoned cart emails is <50%. While this is a high rate, you’re still missing out on half of the shoppers who abandoned their carts. If they never see your message, they are less likely to return to your website and make a purchase.
How can you increase the number of abandoners targeted with messages to drive traffic and sales? By creating campaigns that include email and ad retargeting.
Ecommerce brands can use retargeting ads to serve relevant ads to shoppers who visited their sites and left without completing a purchase. The best part? Emails and retargeting ads can perfectly complement each other to create a strong and effective abandoned cart recovery campaign.
According to OptinMonster, using retargeting ads with other marketing channels can increase sales by up to 50%. Recent research conducted by AdRoll shows that when emails and ads work together, it converts potential buyers into active customers 2x faster. That’s huge!
Using these tools together, at the right time and in the right place, can influence shoppers to think again about a specific product, return to your store, and complete their purchase. That said, here are four abandoned cart recovery strategies to use today:
For email marketing or advertising to succeed, they need to be a part of a larger, connected brand experience for customers. All channels need to tell the same, cohesive brand story, and promote the same values.
A consistent brand presentation across all platforms can increase revenue by up to 23%. This means that your email campaigns and your retargeting ads need to promote the same message and use on-brand designs.
The most significant consideration when using an omnichannel approach is defining the message you will promote to prevent contradicting yourself across the multiple channels. For example, you could promote different discount offers or promo codes. Or you may choose to highlight free shipping to one channel and free returns to others. Keep it simple and concise!
Here is an excellent example from Minted. Their welcome email includes a 20% promo code for new customers, and its design and messaging are consistent with their ads. Why is this a good practice? By promoting offers across multiple channels, brands can successfully fight cart abandonment, keep the potential customer warm, and increase customer activation.
With ads and emails, you're trying to get your shoppers to act now instead of abandoning their cart. Additional strategies other than discounts include weaving urgency into your messaging, adding a social-proof element with some 5-star reviews, or showcasing product testimonials.
Using multiple channels to target cart abandoners also creates the need to time your efforts, create a flow, and ensure your touchpoints won't confuse or annoy your buyers.
For most brands, 90% of cart abandonment leads go "cold" after one hour. Because many people don't check their inboxes hourly, you need to find a different channel to promote through.
While abandoned cart recovery emails can be sent within an hour or two of cart abandonment, retargeting ads could frustrate shoppers when served immediately after cart abandonment. On the other hand, retargeting ads can be the perfect way to continue reminding your prospects about their abandoned products, keeping them engaged.
This is why timing is crucial. It certainly differs based on your industry, and there is no perfect solution for all brands. Consider A/B testing the timing of different ad campaigns to determine what engages your target audience most effectively.
Then, once a shopper converts, you need to make sure they exit your cross-channel cart recovery program. Practically, this means that all channels share information about the target audience, and each channel is aware of the actions taken by the same shoppers in another channel.
One of the main advantages of creating a cross-channel strategy for abandoned cart recovery is that you can offer highly personalized experiences to your prospects across all the different channels — from emails to ads on social media and Google.
For content to be dynamic and engaging, it needs to be personalized. You can remind customers of the specific items in their cart, including things they gathered but did not start the checkout process for. (Remember, there is a difference between cart abandoners and checkout abandoners.)
You may also consider incorporating product recommendations in both cart recovery emails and dynamic ads. This includes utilizing personalized banners that dynamically adapt content and promotions based on popular or past products viewed. Consider this example from PacSun:
The more personalized and dynamic the email campaign and retargeting ads, the more effective they will be in increasing abandonment conversions.
The only way to fuel an effective cart abandoned cart recovery strategy, and successfully win-back abandoners is to capture their email address and build your database.
Email not only brings a high return on investment through the cart recovery campaigns, but it also amplifies the success of the overall marketing strategy when used in conjunction with other channels. This is why email marketing should be placed at the heart of your ecommerce brand's marketing strategy, coupled with a personalized retargeting ad campaign.
If you found these four tips useful and are itching for more, don’t miss this ultimate guide on creating an effective abandoned cart strategy.
To appropriately target, track, and optimize your abandoned cart recovery email and ad campaigns to win-back shoppers, you need a comprehensive marketing platform like AdRoll.
AdRoll’s robust array of solutions is the key to getting started with an abandoned cart campaign. Check out how the AdRoll platform can help you transform abandoned carts into new sales today!
Originally published on December 4th, 2020, last updated on May 4th, 2022.