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10 eCommerce Lead Generation Strategies For 2020

This is a guest post from Vlad Shvets. Vlad runs marketing and growth at Paperform.

When it comes to business, so much is done online these days. You only have to consider your own habits on the Internet to understand that. Shopping is done online, technology, groceries and clothes, to name a few. We’re all sharing our lives on the Internet through social media platforms, like what we have done in the day, our thoughts and opinions on news topics, and the latest holiday snaps that we have taken.

So when it comes to business and eCommerce, digital presence is vitally important. The issue that businesses have nowadays is that their competitors all know the value of an online presence, and so generating eCommerce sales is now proving to be a more saturated market than it once was. But don’t worry. Here are 10 strategies to help you generate leads in 2020.

10 Lead Generation Strategies

1) Write Valuable Content

People browse the Internet for one reason — they want information quick and easily accessible. As a business, you can use this to your advantage. Research your industry and share content via blog posts and social media, with links to your eCommerce store, then use a form builder to collect emails and generate leads.

Content is key as you can then also use search engine optimisation for certain pieces to be discovered in search engine results, making potential new customers and clients aware of your business in a non-salesy approach.

2) Cookies Are Not Just For Eating

As a business, you should take advantage of browser cookies. Every visitor to your website is a potential lead, and you can retarget these customers by using their other browsing data through Facebook, Instagram and Adwords. That means that your ads will show up on those platforms and remind the visitors of your website/product, which may encourage them to come back and complete the purchase.

However, as a business you do need to ensure that you have a privacy/cookie policy in place to ensure that you are compliant with worldwide regulations for this.

3) Build Your Social Media Following

We are all aware that there is huge value when it comes to social media. Being a business, you can leverage that to take advantage of an audience that you can capture and work with.

Growing your social media audience may seem like a lot of work, and doing it organically is one of the best ways that you can. Content is really important when it comes to your social media presence, as is creating decent images and captions to encourage people to visit your site.

But it isn’t just about the content, you also need to think about your engagement tactics — responding to comments, replying to messages, and actively seeking out hashtags and content that would be of interest to your business. A social media strategy can help you to stay on top of all of this, and it can work wonders for your eCommerce website.

4) Create New Deals And Discounts

A good deal is one thing that all of your customers would really love. You can nudge visitors to purchase by creating new deals and discounts that can be applied at the point of sale. You could advertise deals and discounts on social media, your website, and a blog. It might also be a good idea to share deals and discounts with your current customer base, especially if you have a product or service that can be a repeat purchase.

5) Email Capture Is Important

Email capture is very important when it comes to your business, so you should be doing everything you can to capture emails when someone visits your website. Try using a call to action, such as offering a newsletter of latest offers and services and capturing emails through a web form.

Another way to collect customer contacts might be running all customer support via email. Even if a customer calls to make an enquiry, try and capture an email address. With permission, it helps you generate a collection of contacts that you can email with deals and discounts, such as what we have mentioned before, to help generate leads at a later stage.

6) Leverage SEO

Search engine optimisation is important for every business, and using smart eCommerce SEO techniques you can help ensure your website is visible and customers can find you on search engines. There is a saturated market to compete with when it comes to getting your website seen in search engine results, so you may want to try and use specific keywords and phrases to ensure that yours will stand up to the others and be counted.

7) Design With Lead Generation In Mind

Start looking at your website and working out whether or not it has been designed for lead generation. The core elements to include when it comes to the content are plenty of CTAs. This means nudging the visitors to complete certain actions, such as providing an email address, making an enquiry etc.

You can include convenient buttons in your website pages that serve as reminders to your visitor to get more information if needed. Capturing contact details in the process means that the customer is half way there, but if they have no way of getting in touch, then the lead could disappear.

8) Optimize Your Website For Mobile

Years ago the Internet was confined to a desktop computer with a dial-up setup. Nowadays, people can use their phones to get all of the information that they need on-the-go.

But the big issue is whether or not your website is optimized for use on mobile. It might be time to check the design aspect and ensure that your website and eCommerce store are visible and easy to use on a smaller screen. This can make a difference as your customers don’t want to strain their eyes looking at the desktop version of your website on the small screen.

9) Be A Trustworthy Seller

Another thing you should remember is to be a trustworthy seller. This will include things such as ensuring that potential customers and clients know facts about postage costs or fees that they may incur.

Being open and upfront means no nasty surprises, and helps the buying experience become a positive one. This can help with lead generation as more people discuss and share businesses through word of mouth advertising these days.

10) Network to Create Partnerships

Finally, ensure that you do all that you can to network and create partnerships with other brands, influencers and people that could help to spread the message digitally about your eCommerce business. Influencer marketing, especially on social media, is a big business these days. Your product and service might be advertised to an already engaged, organic and prepared audience. Seek out people that you can work with, connect and create business relationships and partnerships to help your business grow.

Let’s hope these strategies help you to generate more leads for your eCommerce store.

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