Lion Sales Funnels | Recapture Abandoned Cart SMS Retargeting

How To Recapture More Abandoned Cart With SMS

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How To Recapture More Abandoned Carts With SMS

One well known retargeting mechanism in e-commerce is called cart abandonment. As you probably know this was done first via email campaigns.

This same mechanism is much more efficient using SMS retargeting. SMS can also contain dynamic product fields and links. These are sent to smartphones which can be browsed or called (for high ticket sales) with one tap.

The purchase rate of campaigns using three or more channels is 287% higher than single-channel campaigns

Cart Abandonment SMS

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SMS over email

Ecommerce has been expanding it's consumer reach and it's market share due to mobile users. Therefore all major ecommerce platform has prioritized mobile user over desktop users for the user interface / user experience. SMS should come naturally as the first communication channel choice getting ahead of email.

The typical retargeting flows mainly email cart abandonment can be skipped. SMS retargeting is added easily to the already existing email flows or can be implemented by itself as it provides faster and better KPI results compared to email.

sample sms marketing
Lion Sales Funnels | SMS Online Payment Conversion Rate

SMS provides higher conversion rates

Astonishing 98% Open Rate of SMS compared to 20% for email. Click Rate for SMS is 29% compared to 2.5% for email. Email response rates are 6%, while SMS response rates are 45% percent. Furthermore, it takes the average person 90 minutes to respond to an email. 95% of all text messages read within 90 seconds (most read within 5 seconds).

SMS offers an immediate way to use remarketing and retargeting tactics, simply because your clients are likely to see text messages more quickly than your emails. A game changer for cart abandonment as data have shown: click through rates for Cart Abandonment SMS in excess of those for email (36% vs 3.2%) as well as higher conversion rates.

Wishlist SMS retargeting

Here are examples for the outbuilding construction industry specifically for products that requires a website product configurator and are sold with preset options. Also, for those of you who do not use online checkout systems, but do have the "online save configuration" functionality SMS works great. Your sales team can just follow-up up on calls with those web sessions at hand and be more relevant. Here is an example of Wishlist SMS retargeting copy we've had an enormous amount of success for.

cart-retargeting-format
Lion Sales Funnels | SMS/Email Copy

Sample copy

First the email copy : Hi friend!

Thank you for saving your wishlist! We ship pre-cut tiny houses and sheds kits all over the world. We also ship fully assembled projects within a 200 miles radius of the great state of Vermont, USA!

Our current ends on . We have a LOWEST PRICE GUARANTEE on all our tiny houses and sheds. We ship FREE to a business with a forklift on site ready to unload our PCK (see footnotes for more details).

Our experienced team is ready to take your call and discuss your project in-depth:

MONDAY – FRIDAY
9AM – 5PM EST

SATURDAY & SUNDAY
9AM – 4PM EST

EVENT
ENDS |

OPEN 8AM – 8PM
DISPLAY YARD OPEN EVERY DAY
DURING DAYLIGHT HOURS

Why include SMS in cart abandonment & email marketing strategy

Without a doubt, an abandoned cart SMS reminder is a tool to consider adding to your marketing toolbox. And here is why:

SMS has a very high reach as a marketing channel. More and more people are opting into SMS, with 75% of customers say they wouldn’t mind receiving an SMS from a brand.
SMS marketing is more affordable than Facebook or Google retargeting.

SMS is quick to consume and gets more engagement than an email. Ninety-seven percent of text messages are read in the first four minutes of receipt, and retailers see a 400% lift in click rates from SMS compared to email.

It’s easy to be personal with SMS. This channel is perfect for personalized, time-sensitive messages—like cart abandonment reminders.

 
Lion Sales Funnels | Digital Marketing Strategy

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Lion Sales Funnels | SMS Popup Strategy

How to Create a Powerful SMS Pop-up Strategy

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pop up example

How to Create a Powerful SMS Pop-up Strategy

To store, collect (or aggregate) your website visitors information (metadata) it is now mandatory to get explicit consent to be compliant. When you get that consent, we can together collect the consenting data to your files about a specific client that would normally otherwise be unavailable in your systems for sales and sales development.

Some states have laws that regulate cookie usage as it relates to their residents, like the California Consumer Privacy Act (CCPA).

US Cookie Law

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Cookie consent popups do not hinder sales

The way to increase significantly the number of leads giving their voluntary consent is by using a Cookie Consent Popup on your website. This is also now mandatory even if you just have Google Analytics installed. Although most outbuilding construction companies might think of this as a hinderance to the sale, studies have shown time and time again that this is not the case and it's actually now required by law to do so in some States.

pop-up form
Lion Sales Funnels | Exit Popup

More on exit popups

These only appear when a user is about to leave the website, that is when the mouse cursor leaves the page view port of the browser. We use those to invite leads that would otherwise leave, to seize our last chance to add them on an SMS promotional list.

For outbuilding construction companies, we typically ask them one more question about their intent or their geo location. This allows us to trigger regional or national product offers flow for example.

Popups as workflow triggers

Here is a case study of an exit pop that was used for triggering fully assembled building product offers for local/regional leads in the north east. If the IP location was outside of the 200 miles radius logistics allowance for fully assembled building delivery, we did trigger the national SMS series flow which features ONLY building sold as kits. These can be shipped worldwide.

Lion Sales Funnels | Popups as Workflow Triggers
Lion Sales Funnels | SMS Calls-to-Action

SMS calls-to-action

The SMS contained prices, some key information about the building or kit, a common “purpose of usage” oriented copy, the current sales discount short calculation, the end date of the sale and time, and sometimes a call to action.

A call to action can be “give us a call, tap to call, or reply for more information”, which would then connect the SMS lead to the live chat system for a two-way communication.

In addition, some federal laws, like the Children’s Online Privacy Protection Act (COPPA), regulate how businesses use cookies in specific circumstances.

US Cookie Law

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What are SMS popups?

An SMS popup is a type of subscription popup on a website that aims to capture phone numbers from site visitors to use in SMS marketing campaigns.

Most SMS popups also aim to collect leads’ email addresses, but they request the information in exchange for a discount or a lead magnet. A lead magnet is some form of value that’s enticing enough for a website visitor to give a phone number or name and email.

In the DIY community, templates for trims or plans are working well. Videos do not work well anymore. A subscription with a sneak peek preview that gives an idea what to expect will work if the traffic audiences are compatible with the offer and promises for that list.

Lion Sales Funnels | SMS Popups
form-submission-sms

SMS subscription popup

Consumers tend to pay more attention to text messages, while other marketing mediums such as email or YouTube subscriptions are much easier to ignore. This makes SMS marketing even more valuable for marketers.

Popup SMS campaigns on your website can quickly draw attention and snap those leads’ phone numbers to start texting your potential customers.

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Finding Success In Personalized SMS Solutions for Your Call Center

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Finding Success In Personalized SMS Solutions for Your Call Center

When first considering SMS marketing, your company marketing executive typically has some sort of message broadcasts marketing copy in mind for a promotion (with promo codes or even interactive bots for call center transfer). These strategies are good but they only scratch the surface.

Since email marketing automations is now widely used in ecommerce, message workflows, triggers and metadata aggregation for personalizing the communication for text is now available. These assets and much more can all be used in SMS messaging.

90% of customers prefer text messages over direct phone calls.

Text Messaging Statistics 2022

smscomparison.com

Connect marketing channels to sales closing

High ticket sales mostly happens when a client speaks to a sales representative on the phone. Hence, closing the gap between the marketing campaign channel and the main closing communication channel makes more sense. In other words, cross-channel retargeting is important but it should not be the core strategy whenever possible, to avoid leaking leads out of the funnels.

Evidently SMS text message is a shorter 1-on-1 genre leveraging existing informal communication styles*. Keep in mind that a corporate style of communication might not work best for this channel and put off the end receiver.

Conversely personalized message, with personal triggers will always achieve better reply and clickthrough rates compared to SMS mass broadcasts. The latter does not depend on audience segment retargeting as the first one which makes it a more appropriate and specialized form of communication for ACTION BASED call to action as oppose to brand awareness campaigns often used by U.S. political candidates.

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Use dynamic elements

Look at these examples of SMS copy. These were created with dynamic sales names and ending sales dates for urgency. We also use the first name of each lead as well as a non-specific gender sales representative first names. These are from personalized SMS series that are triggered and selected based on the location of the lead. We incentivize those zip code on our forms or set them up at the geographic settings level of the PPC ads campaigns.

For this particular client, a tiny house & sheds company from Vermont offers fully assembled building within a 200 miles radius and only Pre-cut Kits outside of that radius. Because we have systems that detects the delivery location, only one or the other will be triggered as part of our segmentation providing only a suitable segment of the current offers to leads.

Statistics have shown that 98% of all text messages are opened, and 95% of SMS messages are opened and responded to within 3 minutes of being delivered.

Text Messaging Statistics 2022

smscomparison.com

SMS is very effective

While Short Message Service (SMS) Marketing is an enormously effective way to reach your target audience, it must be done with transparency and strategy. Crafting an SMS marketing copy that converts your interested prospects into paying customers is more complicated than writing a 160-character shipping notice or access code.

When it comes to marketing and customer support, SMS is a very effective medium. The short format of text messages allows you to get straight to the point, offering the most important information at the right time.

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