10 Best eCommerce Lead Generation Tips and Strategies in 2022

Effective eCommerce Lead Generation Tips and Strategies
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All eCommerce businessmen know that their store should have regular customers, and lead generation is a must for them to boost their growth among the competitors.

So with the rising competition, your product and store should stand unique from the rest.

How do you drive more leads to your business and generate more revenue?

Here comes the need to generate leads for your eCommerce store.

A lead is a person interested in your site, products, brand, and services.

Also, eCommerce customers’ motivation, buying habits, and choices differ from normal ones.

That’s why you need your lead generation strategies to adapt to a specific e-commerce audience.

Here, I’ll help you to look for the right customer and also the best strategies to increase your lead generation.

What Is Lead Generation in eCommerce?

Generating leads for an eCommerce store is no different than lead generation for any type of business. It simply refers to the common use of eCommerce marketing tools, tactics, and strategies to attract targeted customers to a store.

For instance, Gozen Growth uses email marketing software and personalized templates to get unlimited contacts and 5,000 emails/month on a free plan that can ultimately help in increasing your lead generation and sales.

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It includes clicking on ads and landing on your site, following your page on any social media, subscribing to your email newsletter, etc.

Each lead is a potential customer who provides you useful insights and can help you to convert into paying customers.

Who is your Ideal lead?

Before increasing your leads, you must know who your targeted customer is.

Know about your targeted customers, motivation to buy your product, and choose to choose you among your competitors.

Gather details about your targeted customers, including:

  • Using data from your site analysis, reports, and competitor research.
  • Customer reviews about your products and brand.
  • Customers’ education, hobbies, and interests.

Create a targeted customer profile based on this to make you reach your ideal lead easily.

Top 10 eCommerce Lead Generation Strategies

It’s time to unbox your curiosity, by listing out effective e-commerce lead generation strategies.

And here we go!

Use Exit-intent Popups

Lead generation is possible and easier by using an exit-intent popup technology, which will not miss out on leads.

For example, Optinly exit intent popups help in reducing cart abandonment and bounce rate while positively impacting conversion rate optimization which could lead to better, more sales.

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  • Targeted visitors leaving your site will receive popups that will not disturb their browsing experience.
  • Simple exit pop-up forms help in introducing your customers to your brands on social media platforms.
  • These pop-ups help in increasing customer engagement.

All top companies in the world have witnessed an increase in quality leads and conversations using exit-intent popups.

2. Prioritise Email Marketing

Email marketing is one of the most effective ways to communicate with your customers and nurture your leads.

  • That’s why setting up email is the best place to increase your lead generation.
  • There are still a lot of people like you and me reading email, and enjoy getting emails from the businesses they connect with. 
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Mailchamp can be a good email provider to start with. It helps to get 12000 emails/month and free up to 2000 subscribers that can ultimately help in increasing your lead generation and sales.      

3. Offer a Discount

Who will not love discounts and coupons?

You don’t want to lose your visitors that have landed on your website, right?

Then the best way to make them stay is through incentives in the form of gifts, giveaways, discounts, deals, free shipping, and loyalty points from purchase.

Online shoppers are eagerly waiting for your discounts.

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  • Lead generation becomes super easy when you start targeting shoppers with discounts at the right time. 
  • You can use popups to promote special offers. 
  • Using the email addresses of shoppers you can offer discount codes using 2-step popups to gather visitors’ information.
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  • Discounts/coupons can be as simple as 20% off on the next purchase.
  • Be creative in offering discounts so the visitors are attracted to your offer and products by knowing your value.

4. Make a Time-Sensitive Offer

Ever tried using fear of missing out (FOMO) and urgency as an eCommerce lead generation strategy?

If not, use this technique, because when the offer is about to end soon it becomes more appealing to your visitors who are visiting your site.

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  • Create popups with countdown timers.
  • Go for a 2-step popup.
  • Collect the email address and then reveal the coupon code. 
  • Match the countdown popup design well with your site and grab the attention of your shoppers instantly.

Reminder: Don’t display these limited-time deals too often to the same shoppers as it decreases the credibility of your offer.

5. Optimise CTAs

Your call to action (CTA) is crucial in marketing campaigns.

It determines what action the visitors will take. This includes

  • Identifying your primary goal – whether you want to redirect the visitor to another page or shopping cart or you want to collect their email address, etc.
  • Create the CTA using limited and clear words. 
  • Incorporate action words in the start like Try our new product, Get Access, Buy, Add, etc. 
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  • Use urgency/scarcity.
  • Match the CTA button with the theme and layout of your website.

Don’t use too many CTAs, which will confuse the visitors and might lead them to leave your website.

6. Rely on SEO to Find Leads 

Search engine optimization (SEO) is the most important part of eCommerce lead generation. 

Do you want more people to visit your site?

Then, definitely you should optimize your content the right way,  that will attract the right customers, and increase your traffic.

  • Use the right anchor text/search words – People often use them whenever they choose to buy options. For example: ‘Moz’ links to an article on the Moz Blog.
  • Use keywords – optimize your site, your page titles, descriptions, post, content, etc.
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  • Share your content on social media so you can attract more leads.
  • Create and build inbound links through guest blogging, expert interviews, and other marketing techniques to increase the performance and sales of your site.

7. Offer Free Trials

You may be selling any product, but if you are focused on increasing your lead generation in your eCommerce store, then offering free trials would be a great one.

How can you generate leads with free trials?

  • Focus your marketing on some 20% of signups who are really interested in your product.
  • The process should be simple, and affordable to all.
  • Ensure that your landing page is trustworthy to your visitors.

This free demo messaging of Athoc integrated with 2 step options has increased the lead by 141%.

8. Display Different Campaigns to Returning Visitors

Do you think using the same offer multiple times can increase your lead?

No, it’s a big turnoff to your visitors who often visit your site to grab your lead magnet.

That’s why it is necessary to offer your visitors fresh thoughts and offers.

For example, Expat.com uses cookies to target campaigns to logged-in users based on what they were looking at.

To your surprise, this cookie earns almost 30,000 members every month.

9. Integrate with Live Chat

If your visitors are wandering here and there to check out your lead generation offer, then it’s time for you to integrate your site with live chat.

Live Chat is a potential tool to increase your leads thereby letting you know what your visitors want.

Live Chat helps in updating the content and converts your visitors into leads.

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Stats show that companies using live chat have recorded a 38% increase in conversations.

Also, 63 % of shoppers return to your site, if you could offer live chat.

10. Optimize for Mobile Conversions

Many of us including you and me are using mobile devices often to research any products, services, or anything.

So optimizing your site for mobile conversions is the one area to pay special attention to for effective eCommerce lead generation.

  • 80% increase in mobile searches – products and services.
  • Google’s research – 35% increase in mobile search for product reviews.
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For example, Salt Strong boosted its conversions by 185% by using mobile campaigns.

  • Make your site mobile-friendly, so your visitors can easily access what they want.
  • Make your website suitable for different browsers and different devices.
  • Optimize navigation bars, CTA buttons, and popups for viewing your post and content without any discomfort.

From this blog, you know that adapting to the right strategy attracts more leads. Remember that you can’t always grab information from every visitor who lands on your website. 

Lastly, learn about implementing A/B testing in the near future for the best conversion rate that helps in increasing leads and conversions in no time.

To conclude, Target your visitors with the right tactics at the right time, and you will be on your way to growth.

Do message us in the comments, what attracted you the most from this post!


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