How to create urgency messaging like Booking.com

We have all been influenced by urgency messaging at some point in our lives. Ever purchased that dress you somehow convinced yourself you needed as there was free next day delivery for one hour only? Booked a swanky hotel because it was 15% off the standard rate and only 1 room left? Yes, we thought so.

We are now in a world where we have access to almost anything we need, at the touch of a few buttons, with numerous websites selling similar products. As a result, we are spoilt for choice, and retailers are feeling the pinch.

Companies are always looking for ways to raise sales, and creating urgency is an effective method of converting your visitors into customers. In this blog we will show you how to  break through your visitors’ mental hurdles to purchase, such as overthinking and waiting too long. Urgency encourages consumers to act quickly, and can often result in increased order values and conversions.

Time limited offers

It is well known that putting time limitations on offers are more effective than allowing them to be open ended. Injecting urgency in your website by notifying your visitors how long is left on the offer encourages them to make the decision there and then. Countdown timers can be used on offers such as free next day delivery, or discounts off purchases. A recent survey found that 71 percent of respondents residing in suburban areas would prefer free home delivery service ahead of free click and collect. If you choose to promote free delivery, be specific to your customers about when the item will arrive. Research has shown that stating the exact time you can expect your item to be delivered is clearer than stating the delivery speed (in days, hours etc).

You can A/B split test different variations of the offers, such as text, position and colours to see which are the most effective at boosting your conversions.

Scarcity Warnings

Scarcity techniques, such as highlighting to customers which items are low in stock, ranked first in the most successful e-commerce marketing personalization techniques worldwide as of June 2017. Results show that using scarcity warnings provide an average uplift in revenue-per-visitor reaching 2.9 percent.

We have all experienced that dreaded feeling of FOMO (fear of missing out), and your customers feeling that they’re going to miss out on that last item in stock is no different. Showing limited stock levels not only activates the fear factor in your customers, but also lets them know that their chosen items might not be available for much longer if they don’t act soon.

Social call outs

Urgency can also be created by showing consumers call-outs highlighting how popular the product they’re viewing is, based on other shoppers behaviour.

This feature can be added to your product pages using simple pop up boxes showing how many times items have been viewed or purchases in the last 24 hours, or even how many people are also viewing the item right now.

Showing consumers how popular a product is, heightens its desirability and therefore increases the probability of the product being added to basket. It is worth noting though, this could backfire if your product has had very few purchases!

Social Recommendations

You can create urgency using social recommendations by showing visitors notifications of how well products have been selling that hour, day or week. An alternative would be to feature a list of products which are selling fast on your homepage. This shows to consumers not only that your website is popular, but also creates urgency for them to purchase one of the best sellers before they all get snapped up!

Using colours to promote urgency

Booking.com is king when it comes to using colours to promote urgency on their website. Our bodies are hard wired to change our behaviour when we see different colours. Red is often associated with anger, importance but also love. Orange, whilst having some of the same energising aspects as red, does so in a slightly safer degree. Orange is a good way to add excitement to your urgency messaging with less severity. Green is seen to be a softer colour, and naturally represented as a safe colour, especially when placed next to the stimulating colours of red and orange.

 

As always, we highly recommend that you split test your colour choices to find out which works best for your site…however, there is a reason that red is most commonly used!

And finally…

Adding some urgency to your website encourages shoppers to take the actions you want them to, and has been proven, when used correctly to increase your conversions. We would always recommend that you split test any changes you make to measure the impact.

Need some assistance in getting your real time urgency messaging set up? Let us help!

Bunting offer a free months trial for our customers, so you can see the results for yourself.

How to increase sales with personalization

The benefits of website personalization are huge, so here are a few of our top tips on how you can increase sales with personalization.

A 2017 report by EConsultancy states 62% of companies are undertaking some form of personalisation in their marketing activity, and 44% personalize through their websites.

Product recommendations are nothing new. The majority of ecommerce stores are using recommendations at various points on their site, and there is a good reason for that.  Just ask Amazon – almost a third of its revenue comes from product recommendations. When website personalization tools such as relevant product recommendations are used well, the result is increased sales, improved bounced rates and order values and of course, happier and more engaged customers.

Smart Segmentation

Making sure that your segmentation efforts are targeting the right groups is vital. Targeting demographics such as gender, location and age groups is good, however companies are now stepping up their segmentation game in order to increase their sales.

Behavioural based data is a huge window into your customers interactions with your site. Amazingly, only 48% of marketers are currently using this data to increase sales. An example of a prime segmentation group that is sometimes overlooked but would respond extremely well to targeting would be ‘buyers who have visited your site more than once but who have not yet purchased’.

Let’s get social

Don’t underestimate the power of social influence when it comes to shopping.

A powerful way to showcase your products and inject a dose of social proof is to show your own customers using and wearing your products. After all, recent research by ION reveals 71 percent of consumers are more likely to make a purchase based on a social media reference.

Inserting social proof into your product pages and recommendations showing customers how many views an item has had, or what is selling well, creates a sense of urgency and encourages your customers to purchase there and then.

Reward your VIPs

Personalization not only increases sales, but also offers so many opportunities for customer retention…which is great considering Gartner’s Group research states 80% of your future revenue will come from just 20% of your current customers!

Rewarding your customers for their loyalty, not only keeps them happy, but also encourages them to keep you at the top of their list of retailers. Plus, happy customers are more likely to recommend your business to their friends. More recommendations…more sales!

Consider offering rewards which are pertinent to your business. Free delivery is a highly effective offer, resulting in typically 30% higher conversion rates, because well, who doesn’t love a freebie? You can also consider early access to new sales, or offers off their next purchase.

There’s no place like home!

Each customer landing on Amazon’s home page will be taken on an entirely different experience to the next. Visitors are presented with a shop window tailored to their interest’s or based on their previous purchases, and importantly, the product recommendations are always relevant.

Make sure your homepage is also personalised for each visitor. Consider banners and products related to their favourite brands, and display trending products pertinent to their interests…nothing loses a customer’s attention, and their custom, like a list of products that are completely irrelevant.

Next steps…

Econsultancy reports 93% of companies are seeing uplift in conversion rates as a result of website personalization, so you really are missing a trick if you’re not already using website personalization to increase your sales.

All these tips can be implemented really easily with our personalization tool, Bunting.

Fancy a free trial? Get yours here! See for yourself how the tips in this article can increase your sales.

The Essential Personalization Techniques to Retain Your Best Customers

Marketing budgets often focus on acquisition – driving new traffic, and then getting new customers. But do you really know the future value of your current customers? Gartner statistics show that 80% of your future revenue will come from 20% of your existing customers.

Retention marketing, conversely, means focusing on making your current customers happy, so that they become not only repeat customers, but fans. It’s hardly surprising that 82% of businesses agree that retention strategies work out more cost effective in the long run.

So, how can you make your customers happy and engaged? It requires getting to know them and nurturing that relationship. You’ll need to know who they are, understand their likes, dislikes, and what makes them tick. Long gone are the days of generic marketing communications and blasting irrelevant messages – it’s time to personalize your marketing efforts.

Let’s run through some tips on how to retain your most valuable customers.

1. Segment your visitors

We’ve said it before, and we’ll say it again: you need to know your customers.

Analyze the plethora of data at your fingertips, and use it. This will allow you to segment customers according to characteristics which are relevant to your business. When considering retention, look at transactional and behavioral metrics such as their browsing history, average order value, and purchase history.

One example is to segment your visitors according to when they last converted. Customers can then be targeted in various ways based on how long ago they purchased. So, if a customer is approaching the end life of a previously purchased product, target that user for product replenishment – a helpful reminder of an item they might need to to re-buy. Or, try to re-engage a user who has been inactive for a while with personalized content related to products they like.

2. Find new ways to engage

The key to retention is keeping your customers engaged and interested in your brand and products.

Looking at previous browsing and buying behaviour, send your customers content and offers related to the products they love, and make sure they’re quick to know about new releases. Research has shown that for 78% of customers, offers and promotions are only effective when tied into how they have previously interacted with your brand. With this in mind, send targeted offers as a reward for purchasing from you, and add urgency techniques such as a countdown timers, to drive incremental purchases.

3. Get ready for their return

When your customers return to your site, a personalized experience should await them. This means engaging users with relevant content and personalized product recommendations as soon as they land on your site. Remind them of what they previously viewed on their last visit so they can easily start browsing again. Consider how the space on each page they visit is used, and split test to see what works. Here are some tips for your homepage.

4. Personalize emails

Email is not dead. In fact, it’s still a great channel to reach your customers, if it’s personalized. When it comes to re-engaging customers, segment customers by their last visit. A ‘we miss you’ email with a personalized message and recommendations is a great way to bring old customers back.

On your site, you should give visitors the option to have their abandoned carts saved and emailed to them – a great way to re-target customers later with a tailored abandoned cart email. Research repeatedly shows that personalized emails can seriously increase conversions over generic messages.

5. Reward your VIP customers

Your VIPs are your most valued customers, not only through their purchasing, but through their brand advocacy. However you choose to do this, the trick is to make these customers feel special, and behavioral targeting is one of the most effective means of doing this. 

Of course, targeted offers are effective, but consider other options, too. Remember your customers are bombarded with marketing messages and you’ll need to cut through the noise. So, be creative when thinking of other ways to reward customers. Previews of new product lines relevant to their preferences are a nice way to make shoppers feel valued. Other examples are invitations to events, free samples, free gifts or tutorials – whatever works best for your store and products. 

To sum up…

Retention marketing is sometimes overlooked. However, with the opportunities brought by personalization, it is easier than ever to effectively retain customers. Experiment – an effective personalization tool like Bunting will allow you to run multiple tests and see what works well. Get to know your buyers and then engage, target and reward . You might be surprised by the results.

4 Creative Ways To Drive Sales With Product Recommendations

Product recommendations are nothing new. Huge numbers of ecommerce stores are using them somewhere on their site, and rightly so.

When used well, recommendations raise conversions and order values, improve bounce rates and result in happier, more engaged customers. Just ask Amazon – almost a third of its revenue comes from product recommendations.

However, many stores limit their use to upsells and cross-sells on product pages. While this can be great, there are so many potential uses of recommendations to drive sales and engagement.

Let’s run through some ideas here.

1. Trending products … NOW

You can immediately engage visitors landing on your your site by displaying the products currently being viewed or bought the most – “trending products”. Using the power of social here is a great way to generate interest, and these products are statistically most likely to be purchased at that point in time.

h n m trending product recommendations
But how about taking this a step further and showing trending products from the last hour? Or from that morning or evening? It’s a way of showing your visitors what’s on trend, and could be an incentive to come back to see what’s trending at a later time that day. This also has the added benefit of making your store look really busy – hurray! 

Trending products work particularly well on your homepage and category pages. And, given that your visitors will choose to stay or go within 3 seconds, this is a important space to engage visitors.

 

2. Make your newsletters relevant 


We all know that an appealing newsletter is a great way to re-engage your customers and bring them back to your store. And this works best when your newsletters are
personal. A newsletter relevant to the reader’s interests is shown to have higher click through and conversion rates.

Netflix product recommendations email

A great way to do this is to inject personalised product recommendations into your newsletter. For returning buyers, you can display recommendations relevant to their browsing behaviour and/or favourite brands. And for newbies, you can display your currently trending products. The content of Netflix’s newsletters is based around the customer.

Bunting makes newsletter recommendations easy, and you can be sending your personalised email recommendations within minutes.

3. Get social with product recommendations


A powerful way to showcase products and inject a dose of social proof is to display your customers using, enjoying or wearing your products. This flips the standard studio image and shows your product in a new, more personal light (whether an Instagram filtered light fits well with your brand, however, should be considered!).

product recommendations fashion


Why not show your trending products as a set of Instagram shots or Twitter pics? Use the photos to then link to the item’s product page. Fashion store Missguided show their customers’ Instagram shots on their homepage, and then allow a closer look with a link to the branded items in the photo.

product recommendations fashion 2

Getting a brand hashtag is a great way to create a brand-loyal community in the social sphere, and this gives you all kinds of options for live feeds and social proof on your website, too.


4. Personalise your hero image with a product recommendation


Your homepage hero image is a great space to showcase a product in a vivid way (large images convert well) and thus generate interest. How about personalising this image based on the visitor demographics or behaviour?

By showing a hero shot related to the visitor’s favourite brand you can really drive engagement and reduce friction in enabling visitors to find products they’re interested in. Link the hero shot to the product page of the item and then make sure alternative products recommendations await them.

Over to you…

As always, run split tests to see what works, and get creative. Try to think of ideas that will work for your brand and store. A tool like Bunting will help to collect and analyse the data required to implement your recommendations and ensure they are accurate. Happy recommending! 

18 Practical Ideas for Ecommerce Personalization

A common question for users experimenting with ecommerce personalisation is this:

What personalisation should I use on my site?

Personalisation is limited only by the imagination, however, it always helps to get hold of some some tried and tested ideas to play with. It’s important to note, however, that what works for one website won’t necessarily work for your site. Therefore, you need to split test your campaigns to measure their success.

Here are 18 personalisation ideas to help raise conversions.

 

1.  Try welcoming new visitors with a non-intrusive pop-up or call-out. Assure them of your customer support and let them know of any sales.

2.  Turn your loyal customers into brand ambassadors! Why not reward your frequent buyers with a special offer, a sneaky peek at new product lines or a free gift?

3. Tailor your website’s banners and featured products to your visitor’s interests. Relevance is key.

4. Why not welcome back returning visitors with a personalised message? This is mimicking the friendly approach of a shop assistant at a bricks and mortar store.

5. Remind visitors of products they’ve previously browsed. They may still be interested, and by helping them with reminders, you’re likely to benefit too.

6. Capture email addresses of visitors abandoning their cart with a “want us to email your cart to you?” message. 

7. Send abandoned cart reminders with personalised similar item recommendations – this may help the shopper to find what they want.

8. Support indecisive shoppers with a pop-up directing them to your FAQ or live chat. By helping users find answers to their questions, you’ll likely see more conversions.

9. Help prevent exits by offering a time sensitive discount or free delivery when the user shows intent to leave the site. This can work particularly well for visitors who have never purchased.

10. Show new products relevant to a visitor’s price and product preferences or favourite brands. This is a great way to re-engage returning visitors.

11. Increase first time visitor sales by offering a free gift with their first purchase.

12. Content can help make a sale. Fill your email campaigns with personalised content such as webinars, ebooks or blogs to entice visitors to return to your site.

13. Engage international visitors by displaying a reassuring welcome message showing that you support and deliver to their country. Bonus points if you can do this in their language.

14. Encourage repeat purchases (where relevant) with product replenishment reminders.

15. Display ‘trending products’ on your homepage. Spark interest in products by showing what’s currently popular.

16. Send a personalised ‘we miss you’ email to re-engage old customers, with a discount, free delivery coupon or other incentive to return.

17. Display product suggestions based on shopper’s season or weather conditions.

18. Engage your PPC visitors by displaying content relevant to the keyword term they searched for.

Phew! So there you are. Feel free to give these suggestions a go, and see if they work for you.

If you need a tool to help you implement these ideas, then Bunting‘s website personalisation platform can carry these out with ease.

How to Use Website Personalization for a Killer Homepage

First impressions count.

And when does this matter most? When a visitor lands on your website’s homepage.

It’s the shop window of your store. A place where visitors’ eyes will browse quickly, and decisions to stay (or go) will be made within seconds.

So, making the most of this space is, quite simply, essential to the success of your store. A great way to make your homepage engaging and meaningful is to personalise it around each shopper – whether they’re a first time or returning visitor.

Unfortunately, for many online retailers, the homepage is often the most generic page on their site. In short, this means they are losing out on significant opportunities to raise conversions and improve their visitors’ experience.

Here are some tips for getting started.

Adaptive call to actions convert better

brand attic pop up

Brand Attic use a sign up pop-up to visitors who have not subscribed

A mistake that websites often make is a static call to action that doesn’t take into account who is viewing the page. Did you know that personalised call-to-actions convert 42% better than non-personalised ones? (source: HubSpot).

A good to way to get a shopper to engage with your brand before purchasing is offering helpful content on your homepage. Getting people to subscribe to your blog means they are more likely to buy from, and engage with your brand in the future.

But what if they’ve already signed up? Segment these visitors, and use the space available for a different, relevant call to action (perhaps, ‘get a customer account’ or ‘watch our explainer video’), depending on what is pertinent to your business.

Personalise your homepage to build trust

Make sure you welcome your visitors. Is it their first time on your site? If so, greet them, assure them of your contact details and an available FAQ if they need it. This is the online equivalent of a bricks and mortar shopkeeper greeting their customers with a friendly smile. And it can easily be done with a non-intrusive pop-up or header.

athome inthecountry deliver uk

For international visitors, lack of trust is the biggest barrier to buying. For these visitors, there’s no quicker and easier way of instilling trust than assurance that you support and ship to their region. If your visitor is in France, for example, then clearly display your custom and shipping policy for France. Add a flag of their country on the homepage, and show them your customer support details.

Bonus points if you can do this in their language.

Recommendations aren’t just for product pages

Your homepage shouldn’t be all about you. It should be about what your customer loves.

Use the data at your fingertips to recommend items your visitor has previously shown interest in. This could be recently viewed (but not bought) products, abandoned items, cross-sells to previously purchased products, or even product replenishment (‘buy again’), if appropriate. Personalised ‘new in’ products related to the visitor’s interests can also work well.

Your homepage should reflect the season … or weather

If we look at this fashion store’s homepage, we can see they have cleverly adapted the homepage content to their visitor’s geolocation.

very-personalised-homepage blog

Very.co.uk use geolocation targeting effectively

By updating this in real time, the store is offering products relevant to the visitor’s current weather conditions. This can also work well for season. Your visitors, depending on what hemisphere they’re in, will be in different seasons – so you can personalise your homepage products around their location.

In order to do this, you need to have the analytical capacity to know exactly where your visitors are coming from. This is something that can be done on a shopper’s first visit.

Inject the Power of Social

First time visitor? It’s commonly known that showing what others are doing can motivate your shoppers. By displaying ‘trending products’ (ie. products that are currently being viewed frequently, or that are selling well) you can engage visitors and kick-start browsing.

Even better, you can personalise this list to show trending products within your visitors’ favourite brands or product categories.

 Finally…

The most important thing to take away is this: your homepage shouldn’t be all about you. It should be a refection of what your customer loves, and it should engage your visitors from the moment they arrive. Making your homepage relevant to each visitor means a better experience for them, which will translate into more conversions for you. As always, if you need help implementing any of these tricks, a tool like Bunting will do the hard work for you.

Happy personalising!

 

Maximising Your Customers – an Ecommerce Seminar with Bunting and I-COM

Maximising Your Customers

I-COM and Bunting are pleased to invite you to a free breakfast seminar in Manchester on the 29th of June.

With online marketing continually changing, being at the forefront of technology is pivotal to business growth.

In this seminar you will gain insights into how personalisation can make a great impact on your business while also learning the small steps you can take to get started.

We will help you to understand the latest techniques and how these can be adopted within your organisation.

Join us over a bite to eat to gain valuable insights from Stephen and Dan whose knowledge has already helped many businesses maximise the return from personalisation.

Speakers

Speakers

Stephen Tucker, Founder and CEO, Bunting

Stephen will cover his expertise in website personalisation, detailing the common and often overlooked mistakes that are costing online businesses considerable revenue loss, as well as hints and tips to make the most of website personalisation.

Dan Beardshall, Business Development Manager, I-COM

Dan will then go on to discuss how marketing automation can help to generate, nurture and manage communication as part of the sales process, as well as enabling you to measure the success of a marketing campaign. Importantly you can send out targeted, personalised communication that helps both existing and prospective clients and candidates with their own, individual needs, assisting you to build relationships and establish trust.

Where and When

Where + When

Manchester Escalator, 233 Deansgate, M3 4EN
Wednesday 29th June 2016
08:30 – 10:30am

With special thanks to our partner for the event, Barclays

How to create the perfect abandoned cart email

As any ecommerce merchant knows, abandoned carts are the most frustrating and ongoing source of lost revenue. A well cited statistic from Baymard Institute shows an average abandoned cart rate of a huge 68.53%.

The most frustrating part of this is that even when you have done all in your powers to completely optimize your site, visitors will still abandon carts. Frequently.

The good news is that, after website optimization, an effective abandoned cart campaign is quite simply the best way to get shoppers to return to your site and complete their order. Abandoned cart recovery emails have a high open rate and impressive click through rates. And, on average, a third of recipients go on to make a purchase after opening.

It is crucial, however, that you get each part of the email right.

I’m going to run through the 10 necessary ingredients to create a perfect abandoned cart recovery email.

1. Make sure your brand is clearly identifiable in the sender or subject line

This may seem obvious, but cannot be stressed enough. If a recipient is not sure of the sender, or if any trust issues arise, then the email will not be opened.

2. Make sure the subject line states the purpose of the email

Abandoned cart emails have a higher open rate than your typical sales email, but only if you make it clear to the recipient what the email is about. You heighten chances of the email being ignored if you don’t be clear about this in the subject line.

3. Display an image of the abandoned item/s

Make sure you show a good quality image of the items left behind. This serves as a reminder to the shopper and may re-spark interest in the product. After all, many carts are abandoned due to distractions, and a little reminder of what was left behind is sometimes all that is needed.

abandoned cart email

4. Have a clear call-to-action with a link to the cart

abandoned-cart-email-call-to-actionMake sure you make it as easy as possible for the customer to get back to their cart and proceed with their purchase. A clear call to action placed prominently near the image of the item is essential.

5. Add a sense of scarcity and urgency

Of course, not all shoppers will convert just by reminding them of their cart content. A little bit of scarcity and urgency can help here. For example, by showing the number of stocks left, or how much longer an item will be on sale, you can add a little nudge and an incentive to return.

6. Show customer reviews of the item

reviewFurther persuasion and trust can be added by throwing in a strong customer review of the item. If a customer is still undecided, let them know how much other people love the product.

7. Show recommendations of similar items

We know what product/s the shopper has shown an interest in, but an abandoned cart may be due to indecision as to whether the product in their basket is the ‘perfect’ one. For these undecided shoppers, product recommendations can be a great way to help the shopper find what they were looking for. Make sure you show these recommendations beneath the main image of the abandoned cart product/s.

product-recommendations-Furtinure-countrywide

8. Make all your shipping and returns policies and prices clearly visible

A common reason for cart abandonment is an unanswered question and a resulting lack of trust. Whilst it is crucial your site clearly provides shipping and returns information, so too should your emails. Trust is essential, and your shopper’s concerns should be addressed. Provide a clear link to your full policies.

9. Consider free delivery or a time-sensitive offer … but carefully

35.7% of abandoned carts occur once the shopper sees shipping costs (source: Business Insider) Free delivery is, therefore, a very effective means of enticing the shopper back to purchase. Likewise, time-sensitive offers can work well, too.

However, you don’t want to risk hurting your bottom line – there are online lists of retailers who offer abandoned cart coupons, and the savvy shopper may end up intentionally abandoning their cart to get an offer. So, use these cautiously.

Don’t necessarily give such offers and discounts to everyone, either. Segment your data carefully, and consider metrics such as ‘abandoned cart but did not return to site for 4 weeks’. For these indecisive users, an offer or free delivery coupon may be an effective incentive to return to your store.

10. Allow users to opt-out

unsubscribe-300Ok, so you’ve put together your email and you’re looking forward to seeing more shoppers return to complete their orders. However, unfortunately, there will be some of your buyers who just don’t want to receive these reminders.

According to Sherpa Research, while 51% of shoppers found cart recovery emails to be helpful, a further 38% found them to be annoying and wished they weren’t sent at all. The last thing you want is to irritate your shoppers, so by allowing them to unsubscribe from abandoned cart emails you will likely see a happier customer.

Summary

So, get creative, and remember to show your brand’s personality in your emails. By including these ingredients, you should be well on your way to perfecting your abandoned cart recovery emails. If you don’t have the technical capacity to leverage data and automate your own emails, consider a tool like Bunting to help you.

Whilst you will never be able to completely obliterate the pesky problem of abandoned carts, we expect that your email campaign will help you see massive improvements.  Let us know how it goes! 🙂

 

Power of Personalization in 60 seconds: Bunting’s world first interactive demo

Personalization. Every marketer is talking about it. 91% of them are now prioritising it. So it would be safe to assume that they’re all doing it – right?

But surprisingly enough, a large number of retailers have barely started personalizing their stores.

A one-size-fits-all site means a huge loss of potential revenue for the vendor. But despite this, many are daunted by the seemingly huge task of wrestling with data and segmentation – and many don’t even know where to begin.

We want to change that.

Today Bunting has launched a world first interactive demo, allowing you to easily and quickly implement personalization on your website. No hassle. No techie knowledge needed.

bunting demo
By clicking on the demo, Bunting will show you how its set of powerful features would work and look on your online store, and guide you through each stage with helpful tips along the way.

Take a browse through Bunting’s ready made templates for a host of proven ideas to help increase conversions and visitor engagement.

person demo

Got 60 seconds to spare? Have a go at Bunting’s demo here and see what it can do for your online store.

A Bunting Product Recommendations Software Case Study

See how Australia’s top lingerie retailer increased AOV by 9.6% with product recommendations

Personalised product recommendations have an undeniable impact on shoppers’ buying behaviour. One only has to look to personalisation pioneers, Amazon, who can attribute a third of their revenue to recommendations.

This week we’ll look at how one of Bunting’s great clients, Bras N Things, used recommendations to raise their average order values.

The challenge

bras n things logo

Long established as Australia’s leading lingerie fashion retailer, Bras N Things wanted to step up their online customer experience in an increasingly competitive marketplace. Despite being a super successful household brand with 175 stores throughout the country, Bras N Things understood the evolving digital environment and the importance of implementing an effective personalisation solution. Bunting was chosen to deliver personalised product recommendations with a key goal being to maximise average order value.

The solution

Bras N things

  • Similar product recommendations were placed on product pages, to help shoppers find products that matched their preferences. These were split tested against their own inbuilt recommendations to see which solution was the most effective and to calculate ROI.
  • Persuasive social accolades such as ‘most viewed’, and ‘best seller’ were placed on recommendations to increase urgency, social validation and entice visitors to click on recommendations and make a purchase.
  • ‘Customers also bought’ cross sells were placed on the cart pages with the intention to raise order values.
  • The number of recommendations to be displayed = 5.

recommendations

Results

  • 9.6% increase in Average Order Value
  • 3.5% increase in visit duration
  • 3.3% increase in product views
  • 2.4% increase in visits

Bras N Things saw a big return on investment with Bunting’s solution clearly outperforming their own inbuilt recommendations. Average order value went up significantly, and Bras N Things customers showed a higher level of engagement with the site, with product views and average visit durations increasing. Delighted by what they found, Bras N Things  now employ personalised recommendations based on real order data throughout their site, as well as in their newsletters.

Want to try it for your store? Try a 30 day free trial of Bunting to see how product recommendations work for you.

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