Digital Marketing

Skyrocket your E-commerce Sales: 20 proven strategies for conversion rate optimization

By Steven, on June 21, 2023, updated on July 10, 2023 - 9 min read

Mastering the art of e-commerce conversion rate optimization (CRO) is essential for any online business owner because a high conversion rate means:

  • more customers,
  • more sales,
  • and more success.

In this guide, Debugbar will introduce you to tested and proven strategies to supercharge your e-commerce CRO and skyrocket your online success. So, buckle up, and let’s dive in!

Table of Contents

What is Ecommerce Conversion Rate Optimization (CRO)?

E-commerce Conversion Rate Optimization (CRO) is the systematic process of enhancing the percentage of visitors to your website who carry out a desired action.

This action could range from:

  • Purchasing a product,
  • Signing up for an email list,
  • Sharing content on social media,
  • Or any other Key Performance Indicator (KPI) that your company deems valuable.

In e-commerce, an online conversion typically refers to a visitor turning into a customer by making a purchase from your online store. The online conversion rate is calculated as the percentage of visitors to your website who convert.

Now that we have a clearer understanding of what e-commerce CRO is, let’s delve into what makes a “good” ecommerce conversion rate and how it can be measured.

Also read : Commerce Cloud: The Key to a Seamless eCommerce Experience


What constitutes a good E-commerce conversion rate?

In the world of ecommerce, there’s no one-size-fits-all “good” conversion rate applicable to every industry. Good conversion rates result from numerous design choices that focus on delivering an outstanding user experience (UX).

Even well-established e-commerce giants, like Nike, Amazon, and Etsy, have room for improvement when it comes to UX.

It’s crucial to understand that enhancing conversion rates is an ongoing process for companies of all sizes and industries.

To boost your conversion rate:

  • Concentrate on incremental changes that make it easier for customers to find items,
  • Add them to their carts,
  • Complete transactions seamlessly,
  • And encourage repeat purchases.

By addressing barriers that hinder transactions, businesses can reduce cart abandonment rates and increase sales.

  • On average, ecommerce conversion rates hover around 2.5-3%. Even with proper optimization, it’s normal to anticipate a conversion rate of 2-3%.
  • Therefore, a reasonable baseline goal for an online store would be to achieve a conversion rate of 3% or higher.

Once this baseline is accomplished, businesses can employ more advanced tactics to further enhance their conversion rates.

With the basics of good e-commerce conversion rates covered, let’s discuss how you can measure your conversion rate effectively.

Also read : Revolutionize your ecommerce with Node.js!

Metrics matter: How to measure your conversion rate?

Measuring your conversion rate is crucial for ongoing assessment and improvement of conversions. To calculate your conversion rate, divide the number of conversions by the total number of visitors who visited your website or landing page during a specific period.

Multiply the result by 100% to get a percentage.

  • Conversion rate = (conversions / total visitors) x 100%

The average conversion rate for ecommerce sites is 3.65%. However, as a new store owner, aiming for a conversion rate between 2% and 3% is a reasonable goal.

By implementing CRO strategies, you’ll witness an improvement in your conversion rates over time.


The other metrics to know to efficiently measure your conversion rate

Besides conversion rate, several other critical ecommerce metrics can provide you with a comprehensive understanding of your site’s performance and its impact on optimization efforts. Here are some key metrics to consider:

Bounce Rate

This metric represents the percentage of users who leave your site after only viewing a single page. A high bounce rate might indicate issues with your site’s design, content, or overall user experience.

Exit Rate

The exit rate shows the percentage of users who leave your site after viewing a specific page. By identifying the pages with high exit rates, you can determine which areas of your site require improvement and optimization.

Click-through Rate (CTR)

CTR is the number of users who click on a link directing them to your website from an ad or email. This metric helps evaluate the effectiveness of marketing campaigns and assess whether promotional materials resonate with your target audience.

Average Session Duration

This metric measures the average amount of time users spend on your site during a session. Longer session durations usually indicate that visitors are engaging with your content or products, which could lead to higher conversions.

Average Page Depth (AKA Pages Per Session in Google Analytics)

Average Page Depth refers to the average number of pages visited by potential shoppers before leaving your site. A higher average page depth suggests that users are exploring multiple pages and actively engaging with your content, which increases the likelihood of conversion.

Understanding and tracking these metrics will help you identify areas where your site may require fine-tuning or adjustment. Combined with quantitative data on conversions, these insights will empower you to implement effective CRO strategies and boost your ecommerce success.

With the basics of e-commerce metrics covered, let’s move on to discussing effective strategies that can supercharge your ecommerce CRO.

30 Effective strategies to supercharge your E-commerce CRO

Here are some top-notch strategies to supercharge your e-commerce Conversion Rate Optimization (CRO) and propel your online business to the next level.

  1. Utilize high-quality images and videos on product pages.
  2. Offer free shipping.
  3. Provide time-limited coupon codes.
  4. Price products competitively.
  5. Constantly tweak and test the checkout process.
  6. Implement shopping cart abandonment software.
  7. Deploy live chat support and chatbots.
  8. Ensure website security and trustworthiness.
  9. Make website navigation intuitive and logical.
  10. Simplify checkout forms.
  11. Encourage account creation at the right time.
  12. Implement search within categories.
  13. Optimize mobile payment methods.
  14. Hide coupon and promotional fields behind links.
  15. Use digital wallets for faster, more secure transactions.
  16. Always display shopping cart contents.
  17. Allow guest checkout.
  18. Provide detailed product descriptions.
  19. Enable customer reviews and testimonials.
  20. Optimize website for mobile devices.
  21. Offer personalized product recommendations.
  22. Use clear and prominent calls-to-action (CTAs).
  23. Leverage email marketing.
  24. Utilize social proof elements.
  25. Implement a hassle-free return and refund policy.
  26. Optimize website loading speed.
  27. Implement responsive design.
  28. Employ exit-intent pop-ups.
  29. Streamline product selection.
  30. Continuously analyze and optimize your website.

Let’s explore each strategy in detail to help you enhance your ecommerce experience and amplify your sales.

Strategy 1: Utilize high-quality images and videos on product pages

In the digital realm, visual appeal is paramount. Ensure your product pages feature high-quality images and videos to provide better visualization, improve user experience, and boost conversions.

Strategy 2: Offer free shipping

Customers love free shipping. If feasible, offer it to meet customer expectations and enhance the chances of turning visitors into buyers.

Strategy 3: Provide time-limited coupon codes

Stimulate urgency by offering time-limited coupon codes, nudging customers to make purchases sooner rather than later. This can add an element of exclusivity, motivating customers to take action on time-sensitive deals.

Strategy 4: Price products competitively

Pricing is a critical factor. Attract more customers by pricing your products competitively, ensuring you remain a top choice among your target audience.

Strategy 5: Constantly tweak and test the payment process

A smooth checkout process encourages transactions. Continuously test and modify your payment flow for maximum efficiency, keeping customers satisfied and reducing cart abandonment rates.

Strategy 6: Implement shopping cart abandonment software

Use shopping cart abandonment software to identify potential reasons for lost sales and devise strategies for re-engaging customers who abandon their carts.

Strategy 7: Deploy live chat support and chatbots

Offer immediate assistance through live chat support or chatbots, addressing customer inquiries quickly and efficiently. This strategy can have a significant impact on conversion rates by providing real-time help.

Strategy 8: Ensure website security and trustworthiness

Build trust with potential customers by making sure your e-commerce store is both safe and secure. Install SSL site-wide and at checkout, display trusted payment options, and feature security badges throughout the site.

Strategy 9: Make website navigation intuitive and logical

Enhance user experience by creating an intuitive, user-friendly website structure that enables visitors to easily find what they’re looking for with minimal clicks.

Strategy 10: Simplify checkout forms

Design easily understandable and intuitive checkout forms with clear labeling of optional and required fields. Reducing unnecessary fields and utilizing tools like credit card number formatting and date pickers can make the checkout experience more convenient.

Strategy 11: Encourage account creation at the right time

Allow guest checkout, but also explain the benefits of creating an account. Encourage account creation at an appropriate time during the customer’s journey, such as after a successful purchase.

Strategy 12: Implement search within categories

Enable users to search within categories on your e-commerce site. This feature can aid product discovery and contribute to a better user experience, ultimately improving conversions.

Strategy 13: Optimize mobile payment methods

Mobile users should have access to simplified payment methods for a seamless purchasing experience, minimizing potential barriers that could lead to cart abandonment.

Strategy 14: Hide coupon and promotional fields behind links

To discourage “coupon hunting,” keep coupon and promotional fields hidden behind links. This approach reduces distractions while maintaining coupon functionality for dedicated shoppers.

Strategy 15: Use digital wallets for faster, more secure transactions

Incorporate digital wallets as a payment option to streamline transactions, satisfy customer expectations for flexible payment methods, and enhance the overall user experience.

Strategy 16: Always display shopping cart contents

Maintain transparency by showing customers the contents of their shopping carts throughout their browsing experience. This allows for easy access and encourages customers to proceed to checkout when ready.

Strategy 17: Allow guest checkout

Offer guest checkout options to make the purchasing process quicker and more accessible. This convenience can attract customers who may not be interested in creating an account initially.

Strategy 18: Provide detailed product descriptions

Incorporate detailed product descriptions to help inform customers effectively and guide them toward a confident purchase decision.

Strategy 19: Enable customer reviews and testimonials

Let satisfied customers speak for your business by enabling customer reviews and testimonials on your site. These trust signals can persuade potential buyers to make a purchase based on the positive experiences of others.

Strategy 20: Optimize website for mobile devices

As mobile shopping continues to gain popularity, ensure that your website is optimized for mobile devices to provide a seamless user experience and increase conversions across all platforms.

Strategy 21: Offer personalized product recommendations

Leverage data analytics to offer personalized product recommendations based on customer preferences and browsing history. Personalization can significantly improve user experience and conversions.

Strategy 22: Use clear and prominent calls-to-action (CTAs)

Make sure your calls-to-action are clear, concise, and prominent, guiding visitors towards the desired actions, such as adding a product to the cart or completing a purchase.

Strategy 23: Leverage email marketing

Use email marketing to engage with customers on a regular basis, sending relevant offers, promotions, and updates. This will foster customer loyalty, drive repeat purchases, and increase conversion rates over time.

Strategy 24: Utilize social proof elements

Showcase social proof elements like customer reviews, ratings, or testimonials to build trust among potential buyers and encourage them to make a purchase.

Strategy 25: Implement a hassle-free return and refund policy

Create a customer-friendly return and refund policy that encourages confidence in your store’s commitment to customer satisfaction. This can help reduce hesitation in making a purchase decision.

Strategy 26: Optimize website loading speed

A fast-loading website is essential for providing an excellent user experience. Optimize your website for quick loading times to avoid losing potential customers due to slow performance.

Strategy 27: Implement responsive design

Ensure your website has a responsive design that adjusts seamlessly across different screen sizes and devices, offering a consistently pleasant browsing experience for all users.

Strategy 28: Employ exit-intent pop-ups

Capture visitor attention with strategically placed exit-intent pop-ups, providing last-minute incentives or offers to persuade visitors to complete their purchases before leaving your site.

Strategy 29: Streamline product selection

Create a well-organized product catalog with clear categories and filters, allowing customers to easily find the products they’re looking for and making the browsing experience more enjoyable.

Strategy 30: Continuously analyze and optimize your website

Regularly review your website’s performance data, user behavior, and conversion rates. Keep optimizing and testing different aspects of your site to identify areas of improvement and make data-driven decisions that ultimately enhance user experience and conversions.

With these 30 proven strategies in hand, your e-commerce business is now equipped to drive significant improvements in conversion rates and overall customer satisfaction. Remember, CRO is an ongoing process, so stay committed to testing, analyzing, and adapting for maximum success.


Essential Tools to Skyrocket Your E-commerce Conversion Rate

Tool 1: HotJar

HotJar is an outstanding tool for understanding how users interact with your website.

It offers:

  • Heat mapping features (click, cursor movement, and scroll-depth mapping),
  • Live user replay,
  • Real-time suggestion boxes,
  • And customizable user surveys.

Filters can be set based on visit duration, page views, country, device, and more.

Tool 2: Quantcast Measure

Quantcast Measure is a tag-based analytics tool that measures site usage by users and provides advanced click demographic data.

It offers valuable insights into who your visitors are, helping creative teams personalize messages and images to resonate better with audiences.

Tool 3: Google Analytics

Google Analytics is an invaluable platform for most websites. It grants a detailed view of your website visitors, including:

  • how they found your site,
  • how long they stayed,
  • their locations,
  • whether they’re new or returning visitors,
  • the browser or operating system used,
  • conversions,
  • and which interactions led to the conversion.

Tool 4: BigCommerce Analytics

Integrated into the BigCommerce platform, this tool displays all abandoned carts and includes products in the cart at the time of abandonment.

It also provides analyses on in-store searches, revealing what customers type into the integrated BigCommerce search engine to help determine next steps.

Tool 5: Privy

A Shopify tool designed to boost sales with pop-ups, email marketing, and SMS campaigns.

In addition to these tools, you can also consult with conversion rate experts and agencies if you prefer not to handle Conversion Rate Optimization (CRO) on your own.

Now that we’ve explored essential e-commerce CRO tools let’s summarize the key points and takeaways highlighted throughout this guide.

Key Takeaways: E-commerce Conversion Rate Optimization

In conclusion, let’s summarize the most crucial points discussed in this guide. These are the fundamentals that will guide your path towards e-commerce success.

  • Understand the concept of e-commerce CRO and its importance.
  • Know that there is no universally “good” conversion rate for all industries.
  • Improve user experience (UX) to enhance conversion rates.
  • Focus on constant testing and optimization efforts.
  • Set realistic conversion goals based on your industry, audience, and size.
  • Utilize analytics tools to measure conversion rates and gain insights on visitor behavior.
  • Implement effective strategies to supercharge your e-commerce CRO.
  • Keep track of conversions and adjust your strategies accordingly.
  • Stay updated with industry trends and best practices to remain competitive and sustain success.

Armed with these insights, you’re well-prepared to take the steps necessary to optimize your e-commerce conversion rate.

Remember, success doesn’t happen overnight—it requires continuous effort, testing, analysis, and adaptation.

Use the strategies in this guide as a starting point, and don’t be afraid to experiment with new tactics tailored to your specific business needs. Happy optimizing!