Offering visitors incentives to make them convert is an age old and yet, very effective marketing tactic. It has proven time and again, that internet users are forever on the lookout for good deals around what interests them as well as what’s useful to them – they can practically stall the purchase of a much needed microwave, if the need be!
Many businesses – like in the eCommerce industry, offer extra incentives like discounts or deals to their visitors to ensure they convert and not leave their store. Because if they leave the store, it is as bad as them losing a sale.
We recently published a few case studies on how businesses can use popups to hold back their abandoning visitors and convert them.
Yes, popups – because they are not irritating and they really do work 10X more than the small CTA in the sidebar, at grabbing one’s attention and hence, converting him.
If you’re wondering how giving an additional off to a visitor would help you in better monetization, we have the perfect solution –
Don’t offer it to your visitors right when they land on your website!
Yes, let them go around your web pages in a natural manner and take a look at what you have to offer. So remove all those entry popups right away.
So when do you target them?
Just when they are about to leave.
Use exit intent popups to hold them back from leaving your website. It is your second chance at converting them so you might as well save the best (read, coupons/discounts/offers/etc) for later!
But that doesn’t mean your popup could look like a hurdle that obstructs one from moving out of the door – it needs to be converting; and only offering a coupon doesn’t cut it.
So here’s taking a look at how you can create coupon popups that don’t compromise on your full-sales and also hold back all your leaving visitors:
1. Clearly state what the visitor gets
If you have ever been offered a coupon by brands, you’ll know that they do come with a few terms and conditions. For instance, the coupon could be valid on the next purchase or only for a limited period of time.
Now consider how irritating it would be to lose a discount on a product you really liked just because you decided to complete the purchase 2 hours later.
So clearly state what the visitor gets with the coupon, till when is it valid and if there are any other terms and conditions applicable on the same. You don’t want to disappoint a visitor you just held back!
For example, this campaign here clearly says that the visitor needs to complete the purchase ‘today’ to redeem the coupon. This will create a sense of urgency in the visitor and make him take a purchase decision right away.
2. Keep the design simple and unique
Remember, the popup is not just an attempt at getting attention again, it is a part of your website – and needs to resonate the same personality. So design something that is unique to your brand.
Keep the design really simple to ensure that the value proposition and the call-to-action don’t get overshadowed by other elements.
For example, this popup here keeps the ‘how to get the coupon’ absolutely clear of everything that might distract the visitor from not completing the action.
3. Make the process of getting the coupon simple
You’re holding back the visitor, getting a chance to convert him, you really don’t want him to think ‘how difficult’ the process is and leave instead. Hence, optimize your campaign to let the visitor claim the coupon in as less steps as possible.
Ask for information that is important and skip the rest for a future campaign. For instance, this campaign here simply asks the visitor to enter his email address to get the coupon. A two-step process, but extremely easy to complete.
4. Personalize as much as possible
Just because you’re offering a coupon, doesn’t mean you need to be robotic. You can actually personalize the campaign by slightly tweaking the copy to make it look like you’re talking to the visitor.
Alternatively, you can use Exit Bee’s technology to target the exiting visitor based on his number of visits, number of pages visited, product categories visited, etc. This takes personalization to a whole new level and increases the chances of converting – because the ‘coupon’ is related to what they are interested in.
5. Ensure the campaign doesn’t bombard or disappoint
If a visitor has already seen the coupon popup, ensure that he doesn’t get bombarded by it every time he visits your website. Because if your coupon is redeemable only once, this is going to disappoint him and ruin his complete experience on the website.
Instead, create a separate campaign for the returning visitors – it could be that of a newsletter subscription campaign, a popup promoting a freshly added product range, etc. For a returning visitor, you would want to focus more on engagement and converting him at a higher value.
6. Don’t promote miscellaneous things alongside
You may be tempted to promote that sale going on in your store on the pop-up alongside the coupon – please don’t!
Like we said, you don’t want to overwhelm the visitor. Let him focus on claiming the coupon and completing the purchase first. If you plan the campaign right, you’ll definitely get a chance to promote the sale to him later.
Barring that promoting the sale with the coupon might result in some confusion. The visitor might think that the coupon is valid only on the sale items – this might disappoint him later if it isn’t.
Over to you
Lastly, ensure that you have chalked out every aspect of your campaign beforehand. When you want to start the campaign, to whom do you want to offer it, till when is the coupon valid, what happens if a visitor tries to re-use the coupon, etc. You would want to keep everything ready in advance.
If you’re trying out a coupon popup campaign on your website for the first time, then don’t forget to sign up for a FREE trial of Exit Bee!