- Think Z
- Posts
- Increasing AOV
Reply BUY to purchase...
The TL;DR:
Let’s Chat D2C: Increasing AOV at every stage of the customer journey with Rebuy.
What I’m Thinking about this Week: Text to buy is coming.
The D2Z Podcast: We chat about the $100K contest Electriq helped Wine Insiders create, some of the goals we have for it, and how to build community engagement.
App Highlight - Gorgias: Stop thinking of customer service as a cost center! Shopify's #1 customer service platform can help you drive additional revenue, improve retention, and increase LTV.
Random tip: Audit your tech stack regularly! You’d be amazed at how easy it is to forget about tools you’re no longer using while still getting charged monthly fees.
Let's Chat D2C - Increasing AOV
Increasing AOV is extremely important, whether it’s a customer’s first order or tenth. In fact, the higher your first order AOV is, typically, the greater your customer’s lifetime value will be.
You can implement the following use cases on any ecommerce platform and with a few apps or custom development, but our preferred partner for increasing AOV on Shopify is Rebuy. Their platform allows us to address every point of the customer journey that we could leverage AOV boosting tactics.
Product Page
The standard “You may also like” carousel at the bottom of your product pages. With Rebuy, you can set up rules to determine what recommended products will show on which product pages or you can let its AI engine determine what that visitor will be most likely to purchase.
Add to Cart Pop-up
After a customer clicks add-to-cart, serve them a pop-up showcasing a product that goes really well with whatever they just added to cart, or prompt them to upgrade their order to a larger quantity for free shipping or other additional savings.
Slide out Cart (Rebuy’s Smart Cart)
Include a free gift with purchase or free shipping threshold bar/messaging at the top
Showcase recommended products that the customer “may also like”
Give customers the ability to upgrade their product to subscription
In Checkout
The cross-sells don't stop there! Include recommended add-on products in your checkout process (Shopify Plus merchants only for the time being).
Post-Purchase 1-Click Cross-Sells and Upsells
My favorite AOV-boosting tactic is post-purchase 1-click cross and upsells. The customer's order has already gone through, so there is no chance of losing a conversion. This is such low-hanging fruit for every store to implement. It’s free additional revenue!
Retention
Simplify your customer’s reordering process while encouraging them to try and buy more! Rebuy’s reorder landing page functionality allows you to send replenishment emails and text reminders out of Klaviyo and other platforms to a landing page that already has their previous order prepopulated in the cart. However, you’re also able to showcase additional products that customer may like, the ability to upgrade the cart to subscription, as well as a free shipping or gift-with-purchase threshold bar.
What I’m Thinking About This Week - Text-to-buy with Shop Pay is Coming!
Text-to-buy has been an SMS feature I’ve been chomping at the bits to get to implement for our clients, but until this recent announcement, it hasn’t been possible with Shopify.
In the past, we’ve only been able to leverage text-to-buy with subscription customers whose credit cards are tokenized in Recharge. With RechargeSMS, we can send them a text before their next subscription order is placed, asking if they’d like to add a product to their order. We typically surface 2-4 options; the customer can reply via text about which item they’d like to add.
Now, text-to-buy with Shop Pay will allow us to send marketing offers via our traditional SMS platforms (i.e., Klaviyo and Attentive) that ShopPay customers can purchase simply by replying BUY.
If you haven’t already, sign up for the Klaviyo waitlist here and the Attentive waitlist here.
Where will this be applicable?
Text-to-buy will be applicable across your entire SMS marketing strategy! Here are just a few examples:
Welcome Flow: For brands with hero SKUs, sending a text-to-buy prompt in your SMS welcome flow could be a great way to increase conversion rate.
Browse Abandonment: Send a text-to-buy prompt for the product your visitor just abandoned.
Abandoned Cart: It’s unclear if this will be possible, but it would be amazing if you could send a text-to-buy prompt to purchase the entire cart versus just one individual product.
Back in Stock: Aggregate a waitlist for your out-of-stock product and increase conversion rate by sending a back-in stock-text with a text-to-buy prompt.
Replenishment: Consumable products will specifically benefit from this feature, and I think it will cause less reliance on forcing customers into subscription programs. Simple texts such as “Hey John, are you out of your last order yet? Reply BUY to restock.”
One-time Campaigns: Experiment with sending a text-to-buy promotional campaign versus driving your SMS list to the website.
Pro-tip: Make sure to A/B test each place you implement text-to-buy to ensure it has a statistically significant, positive impact on your conversion rate.
This Week's The D2Z Podcast
#25 - $100K Ultimate Wine Insiders Contest and Building Community
🎧 Listen Now 🎧
On this week’s episode, I sat down with Louis Amoroso, President of Wine Insiders, one of the largest DTC wine companies in the US. We chat about the $100K contest Electriq helped Wine Insiders create, some of the goals we have for it, and how to build community engagement.
Specifically, we explored:
💰 The $100K Contest to travel around the world tasting wine
📲 How to drive sign-ups and the results we’re aiming for
😎 Building community engagement
🚀And how you can participate in the contest!
App Highlight - Gorgias
❓ What is It: E-commerce Customer Service Platform
🏅 Differentiator: Gorgias is a customer service platform that allows you to automate frequent tickets, drive sales through the chat functionality, and unify all customer communications. With the many Shopify app integrations available, it allows for a 360-degree view of the customer needing support.
💰Starting Price: $60/month
🚀How we use it: For everything customer service!
Live chat on site
All customer service interactions (Facebook/Instagram, emails, SMS messages, etc.)
Set up rules to automate the customer service process
Create pre-made macros to streamline customer service responses
Track revenue from customer interactions
Upcoming Events
I'm back in Miami so let me know if you're around and want to get together!
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