Learn more about Murat and hire for services on his SoftwareSupp Expert profile.
Think for a moment... Your ads draw the attention of the shopper on Instagram. He watches the entire video of your product and taps on the 'Shop Now' button. Lands on your website.
He ads not only that product he liked on Instagram but also some others to the cart. Now it became a cart that triples your average cart value. It seems that he will complete the checkout in less than 2 minutes. But this guy below comes in: MR. DEMOTIVATOR
He whispers your customer to abandon the cart before crossing the line and making a purchase. Thus, all of your effort evaporates. A sad story that you are familiar with like all the other eCommerce merchants.
Mr. Demotivator is the biggest influencer of the decade. So, the cart abandonment is the biggest problem of eCommerce thanks to him. I mean it. Check out the data from Statista about it. The global eCommerce cart abandonment rate is around 70%. This guy has a true influence!
Abandoned shopping carts are worth an estimated $4.6 trillion worldwide. His annual revenue is insane :)
Alright! Let's not blame it all on 'Mr. Demotivator'. He does his business. The good thing is that there are really effective things you can do to reduce cart abandonment rate on your Shopify store. In this article, I would like to highlight TOP 10 most effective ways to fight against it. So you can beat up this guy with a real-bad fashion style, called Mr. Demotivator.
But first, let's truly understand the subject of 'cart abandonment'. Then we will jump on the solutions.
Ready? Let's go!
To determine if you're losing customers because of user experience on your website, calculate your cart abandonment rate. This figure tells you what percentage of customers add an item to their basket but don't complete the checkout process. A higher than average rate indicates there's an obstacle keeping them from purchasing.
To calculate your business's abandoned cart rate, you need the following figures:
Divide A by B and multiply by 100 to determine the percentage of carts converted. Subtract this number from 100 to get the percentage of carts that didn't convert, or your abandoned cart rate.
Once you calculate your Shopify store's abandoned cart rate, you need to compare it with others to know if you're doing good. As I mentioned in the beginning, An average of 70% of all shopping carts are abandoned, but there are variations by industry.
Here are some benchmarks for you to utilize based on the product type:
Here are some other data based on the industry from Optinmonster:
As we cannot ask this question to Mr. Demotivator, and get a proper answer from the man himself, we need to rely on data!
The data says that the biggest reason is unexpected added costs like shipping. But did you know that shoppers will also abandon a cart because they have to create an account to complete their purchase?
That’s right. 34% of shoppers will walk away from a purchase if there isn’t a guest checkout option. And, adding to checkout woes, 26% of shoppers will leave if the checkout process is too complicated.
There is also another reason that make customers abandon their carts: They don't trust the trust the site with credit card information.
We spoke enough of the problems. Now it's the time for solutions. Here we go!
As I mentioned the reason above, what I will recommend are the tactics eliminate those reasons. And I will share some extras.
Remember? The number 1 reason for cart abandonment was unexpected costs. So the solution is very simple. Make detailed information about shipping, taxes, and other fees clear during the shopping process to ensure customers aren't surprised at checkout.
Here is a good example. The brand gives the shipping rates on product page. Well implemented!
Let's imagine... You want to buy something. But the seller is not satisfied with the money itself. He requests you to share personal info as well. Disturbing.
Not to share the personal info is a richly-deserved right of the customers and you shouldn't force them if they are not willing to share it. Give them the space. This is how you will convince them to share their info the next time and become loyal.
Today, credit card payment options are old-fashioned. Consumers have more choices than ever before of how to pay for goods online. Even Shopify itself have a payment method called Shop Pay. PayPal is still going strong and mobile payment systems such as Apple Pay and Google Wallet are becoming increasingly popular, particularly among younger demographics.
Offering more payment options minimizes – or eliminates – another potential reason a customer has to abandon their cart and take their business elsewhere. The known secret here is again ''If you want to sell something, make easy to buy!''
Buying something online from a store for the first time is a risk. Because of the natural drawback of eCommerce users cannot “see” what they’re buying, only images. They can’t touch it, feel it.
Offering a no-questions-asked money-back guarantee (or similar offer of assurance) greatly reduces the potential objections a prospect might have about buying from you. It shifts the focus from the price and terms of sale to the actual product, which hopefully should speak for itself.
Research conducted by Baymard shows that displaying security icons and badges can inspire a customer to feel more secure on a website. These symbols are especially important in the section where customers input credit card information.
Include trust signals such as security logos in a prominent position somewhere close to your transaction forms.
A popup with exit-intent appears when the visitor makes a move toward exiting your site and gives you one last chance to hook them with a special offer. Because those who are about to leave deserve something special to stay opted-in.
You can check Optinmonster's suggestion to create your exit-intent popup campaing by clicking these blue words.
As mentioned above, there are various reasons for user to abandon. Maybe, they still want to buy it but got distracted by something for a moment and forgot about the cart...
Calling abandoners back to the cart in such cases can help you immensely. With an abandoned cart push notification, you can create the urgency and intention to complete the purchase. You can send these automated push notifications after a certain time period once a cart gets abandoned to both mobile app and desktop.
Setting up expectations properly is very important. You shouldn't aim to erase the cart abandonment. It's not and won't be possible. Instead, you should target even a small optimization and go beyond step by step. Even if you convert 2% of cart abandonments that would change the mood and effect of your business greatly.
Now you are geared up with enough weapons and tactics to fight against Mr. Demotivator and scale your Shopify store! Show him who is the boss!
Certified Ecommerce Store Designer, Shopify Expert
Project Manager at SoftwareSupp
“SoftwareSupp and their expert helped us in complete software setup, starting with consulting guidelines, through more complex integrations ending with ongoing support. They are professional, know their area and are proactive. We co-operate long-term even though we have tech resources in-house.”
Marek Zmysłowski, Co-Founder, Expansion & Partnerships at SunRoof
Time of the project: 3 months
Effect: a system of software automation that simplifies the team’s work and optimizes the sales process
Expert responsible for the service realization:
Patrick Cieśluk, Certified Marketing and Process Automation Freelancer
SunRoof wanted to assign leads from Pipedrive to specific Mailchimp audiences based on the specific criteria. Most importantly, the audience needed to match the language that the lead uses. This would allow for the most relevant communication style as well as the optimal use of the MailChimp campaigns.
We used Pipedrive’s native integration with MailChimp to create the basic flow. The first step was to enable MailChimp Export in Pipedrive for filtered-out groups. Later, in Zapier we created a flow that is based on these specific conditions. If the contact fulfills them, the automation is triggered.
If the conditions are fulfilled (e.g. the lead is from a specific country and is a B2B client), an automation code is run in Zapier. This allows the systems to assign the lead to the corresponding audience in Mailchimp.
First, the code connects to the API, then it finds specific deals and contacts. The second part is to add subscribers to those audiences.
Another automation with this email marketing tool involves sending notifications to sales representatives based on clicks in campaigns. When the link in the email is clicked, the Zapier automation finds a contact in Pipedrive, then it identifies the deal in Pipedrive. A note is added, and the deal is updated. This action triggers an email notification sent to the sales representative. Thanks to that, they can contact people who are interested in specific offers that SunRoof offers and they have the information about what interests the lead the most.
Lead qualification was already introduced in the first part of the project, but with the continuation, the process was further developed.
We introduced automation and created workflows that would ensure that the information in the system is as precise as possible.
To give you an overview of the lead qualification process, let’s start with the lead sources. The client acquires leads through three main sources:
Together with the client, we created a lead qualification form. The lead answers a couple of questions that include the most important criteria related to the client’s sales process. The crucial detail for SunRoof is the current stage of the house construction. In Pipedrive, the lead score is assigned based on the lead’s input.
The criteria that determine the lead qualification are:
In Pipedrive, we created a custom field called “Construction stage” that stores this data
This system helps the sales representatives assign priorities and decide how to structure offers for them. The contacts can be also qualified manually by the salesperson responsible.
Based on the construction stage, the lead gets assigned a score from 1 to 4.
This automation was set up in Pipedrive as a “Workflow Automation”. This is Pipedrive’s feature that allows you to create simple automation within the system without any additional integrations.
Pipedrive's “Rotting” feature lets you identify deals that have been idle for a significant time. You can define the periods of inactivity for specific stages of the funnel. When the criteria are met, you’ll see an icon that shows for how many days the deal has been inactive.
After a specific period of idle time, the notification was triggered for the sales representative responsible for the deal. Then, they were informed about the necessity to take action related to the deal. This reminder helped them schedule activities or follow up to make sure that all open deals are taken care of.
We created advanced follow-up sequences that were based on the criteria provided by the client. The built-in Pipedrive follow-up feature didn’t respond to the clients’ needs, so we needed to find a suitable solution. We decided to connect Pipedrive with SES to create effective and precise email sequences.
Amazon Simple Email Service (SES) is a cost-effective cloud email tool that is possible to integrate with various applications. It’s a great choice for anyone that needs a secure and scalable solution for their email campaigns. SES is mostly used for transactional and marketing emails as well as mass communication.
We created an automation that sends out emails based on the lead rating. After a certain period of deal inactivity, the email follow-up is sent through Amazon SES.
The sequences were prepared for two types of leads:
The differentiation allows the email automation to match the leads’ current construction stage and is designed to nurture them for future purchases.
After 90 days in a sequence without a response, the deal was closed and labeled as “lost”. Automating follow-ups saves the sales team’s time as they don’t have to manually prepare messages for every client. The lead segmentation is also useful in this scenario as it defines which sequence will be sent to the potential client.
This automation connects the apps that the client uses daily to cooperate with their new partners.
Livestorm is the platform that the company uses for conducting webinars for potential partners. During these webinars, they explain the partnership opportunities and build relationships with future partners.
SunRoof wanted to automate the partnership flow to make the process more efficient. The live webinar part always requires the team member’s input, but the following steps can be automated.
First, we needed to design the flow that the new partners need to go through. Then, we created automation in Zapier that connects the apps necessary for the process to be fulfilled. Every webinar registration triggers a contact creation in Pipedrive. This contact is already assigned to the “First contact” deal stage in Pipedrive.
In Livestorm, we set up email automation that are sent out to people who registered or participated. Depending on the attendance status, the user gets a certain email.
If a potential partner participated in the webinar, they receive an automated email from Pipedrive after 7 days. This automation is triggered only if the potential partner hasn’t filled out SunRoof’s partner form yet. It also moves the deal from the “First contact” stage to “Application form sent”.
After the partner fills out the form, they receive a contract based on the form of partnership that they have chosen. This triggers an automation that sends out a draft agreement. The contracts are prepared and stored in Scrive – an application for remote contract signing. Three types of partnerships trigger three different automation flows in Scrive.
The fourth type of partnership triggers a different action. The email is sent to the SunRoof employee that is responsible for partnerships. Thanks to that, they know they would take over and contact the client.
At this point, the deal is moved to the “Contract Sent” stage in Pipedrive. When the contract is signed, the file is automatically attached to the deal in Pipedrive. After that, the deal goes to the stage “Onboarding”.
This is an example of automation that involves several applications and takes into account various scenarios on the client’s end. Having automation like this in place ensures an efficient flow with minimal input from the employees. All data is stored in Pipedrive, and the SunRoof team can access them at any time.
As SunRoof works extensively with numerous partners, they need a process for automating the creation of weekly for their partners.
Parabola was the application used for this automation. It’s a drag-and-drop tool that lets you create automation flows with pre-built components that include data manipulation and transformation as well as easy export.
We used Parabola to generate reports automatically weekly. The app connects to the Piepdrive’s API to get data in the JSON format. Then, the data is structured to create a neat visual representation. The final result of this automation flow is a report exported to a spreadsheet.
The generated report included:
- deal title
- deal ID
- date of creation
- lead’s name
- deal status
- lost reason (if applicable)
After the report was created, it was attached to the weekly emails to partners through an automation flow. As a result, the partners were always up to date about the current deal stage of their leads and the potential commission they’d earn. Additionally, in case of the lost deals, the partner was able to advertise the services based on the “lost reasons”.
For this automation, we also used Parabola. The client needed a report that would display quantitative data pulled out from Pipedrive as well as costs of the marketing efforts.
Again, we connected to Pipedrive’s API using Parabola and pulled the raw data in the JSON format. At this point, we were able to perform data manipulations that would result in a clear report exported to a spreadsheet.
The report included:
The report included total values and values per B2C and B2B clients separately. It also gave access to more advanced marketing metric calculations.
By analyzing this report, the client was able to gain significant insights into the sales process and optimize their marketing efforts. The team was also able to make better strategic decisions and make sure the marketing budget is appropriate based on the conversion rate.
SunRoof automated a number of their sales and marketing tasks thanks to the automation created by the SoftwareSupp experts. The entire process was managed by a Project Manager who made sure everything was completed according to the client’s expectations.
An optimized setup with numerous automation allows SunRoof to ensure that all details in Pipedrive and Mailchimp are always up to date. They can easily create new email campaigns and use insights from the CRM to prepare the most relevant messages.
The webinar flow has become more efficient. New partnership contracts can be signed without any involvement of the team. In more advanced cases, the team member who is responsible will be notified.
With the new reporting in place, they can analyze their monthly and weekly results to craft the most effective strategy for the future. They can also learn more about the marketing costs and see the relationship between marketing spendings and conversion rates. It all adds up to an optimized sales flow that makes it easier for the team to manage all deals and partnerships.
The team doesn’t have to spend time on manual email follow-ups and they can contribute this time to working with leads that have the highest probability of converting.
Designing the right processes at a company allows you to create smart automation of the workflows. Hiring an expert who can help you with connecting the apps you use every day saves you a significant amount of time. An optimized system of automation will also bring you better sales and marketing results in the long run.
Web Developer, Marketing and Process automation Engineer
Time of the project: 3 weeks
Scope of the project:
Effect: The client achieved his goal & the business problem was solved - thanks to the actions taken, he can save time when preparing offers and contracts for his clients.
Expert responsible for the service completion:
Aaron Douglas, SoftwareSupp Pipedrive, Pandadoc, Zapier, Monday Expert
„ We would like to thank Aaron for the perfect turnaround of what we've tried to accomplish. Thanks to his highly professional vision and quick understanding of our business problem we´re happy to now move in the direction we want to go”
The pandemic makes it difficult to organize traditional "closures". Previously, during a typical contract conclusion, there was no problem with the physical meeting of the parties to sign a set of documentation including financing transactions. It can be said that this way of proceeding was even desired by some clients. However, the technology is developing & pandemic has further changed the point of view, putting more attention to the possibility of remote signing of contracts. But this is not the only reason. Every company is now striving to streamline, speed up and automate the most important processes. By integrating Pipedrive with PandaDoc, you can generate documents and e-signatures for comprehensive sales cycle management in one tool.
The biotechnology company offers predictive in vivo pharmacology tools for studying diseases of the human immune system, liver, pancreas, and skin.
As a company providing specialist services, they do not have a closed list of products. The products often cannot be easily classified and the company has encountered some problems with documentation and concluding contracts.
The biotechnology company was looking for an expert to help them integrate PandaDoc with their Pipedrive account. The company also needed to configure the product functionality in the CRM system to enable the automatic inclusion of this information in documents generated by PandaDoc. The most demanding element was the creation of various forecast dashboards based on integrated data. Any old data over one year + (~ 500 records) also had to be considered.
At SoftwareSupp, we deliver software experts for very specific projects. The biotechnology company came to us with clear requirements and specific goals to achieve. They needed an expert in technology and business systems to integrate Pipedrive with PandaDoc and tailor it to the company's requirements. After submitting the project, they were assigned the most an adequate expert with the required experience and set of skills - Aaron (Pipedrive/ Zapier / API / Google Sheets).
Since the biotechnology company works on sensitive data, the customer wanted them to be particularly secured, so we went one step further. In addition to our standard terms & conditions agreements, which already secure the client's interest very well, we have signed an additional NDA agreement with a broader scope. Thanks to this solution, the biotechnology company was sure that the confidential information was safe.
Once the expert was assigned and the estimate was provided, the biotechnology company team was able to quickly accept the offer and process the payment to escrow account. Work has started immediately.
When the project approval process on the platform was successful, the NDA was signed and the company accepted the terms & conditions. They’re the basis for concluding a contract, they could sign them with one click, no unnecessary paperwork. The biotechnology company received access to the meeting and ticketing system, which helped them to simply communicate and an easy way to track project progress. The system allows to add details of the project implementation - its status, priority, detailed description. At the same time, they started working with a dedicated expert.
The implemented solution was exactly what the customer wanted, based on their business goals and the needs discussed at the beginning of our cooperation. The integration of Pipedrive with Pandadoc will help the company and their customers to increase their work efficiency. Fast activity planning, advanced data analysis, simple integration with the mailbox, ability to generate documents and e-signatures for comprehensive sales cycle management - all in one tool.
Note: the customer has not agreed to share their name and specifics of the project, due to security/NDA reasons.
Consultant at SoftwareSupp
The recruitment and selection process of appropriate staff is one of the most important and costly investments an organization can make. The exercise of recruitment is very expensive, even when you hire the right person. The average cost of a bad hire is up to 30% of the earnings of the employee in the first year (US Department of Labor and Jörgen Sundberg, CEO of Link Humans.).
The real cost of employee turnover based on experience level:
What is more, your business loses not only money, but also time and effort by recruiting, hiring, and training people who don’t fit the role well.
We believe that through the entire matching process, a properly designed expert and customer experience are what lets all sides (customer, SoftwareSupp, and expert) make a well-informed decision on whether they’ll be a good professional match. How do we handle the process of project verification?
The first stage of the project match consists of:
This is the first step matching process session. It lasts for 30 minutes.
We use a Competency-Based Interview approach. This is a structured series of questions aimed at eliciting evidence of a candidate's behavioral fit against specific job-related competencies. It is a simple and most common concept in recruitment process verification. Thanks to this, we have a proven track record of achieving optimal and outstanding results for our customers.
What makes the competency-based interview valuable and reliable in our project match process? Questions, which are:
The next step is being time-limited and lasting 30 minutes.
For each competence, we design a series of questions to track the desired experience and behaviors in the project. All session is lasting 60 minutes and gives us valuable takeaways about experts’ professional experience.
In SoftwareSupp, we start the recruitment process by verifying the authenticity of the expert’s profile. Our experts need to confirm their identity by submitting appropriate information and documents. Only after this stage, experts find their way to SoftwareSupp base and have their accounts.
On the expert’s profile, you will find out how many projects the expert has completed, how many years of experience he/she has, what he/she specializes in, and what are his/her skills. The information also includes the history of orders, recommendations from other clients, and official certificates from suppliers of software with, which the expert works. (Our experts don’t need to be certified by software vendors but if they are, they are getting an additional verification badge).
Thanks to the certificates and verification system performed by SoftwareSupp, you can be sure that your order will be carried out by a real professional. We verify our experts by checking on their presented skills, experience, and social profiles. For selected projects, we run a recruitment process, checking on the proper skills and experience match. The recruitment might involve a skill test and/or interview process.
People and communication-oriented specialist
Learn more about Nick's profile and hire for services on his SoftwareSupp Expert profile page.
From CEO, Finance, Sales, Marketing, Operations Director, and Business Owners, the world is changing. If you want to have more of a grip on your business development, from prospect to customer and beyond, then now might be the right time to consider re-examining your CRM software.
Then here are just a few reasons why Hubspot might be a good option for your business.
One solution that can become the hub for your Sales, Marketing, and Service delivery, then Hubspot can achieve this. With features to help your business measure and control the output, quality, and consistency in all your sales and marketing communication, outgoing and incoming.
Understand your audience and help your audience understand you and your business. Take them on a journey of education, engagement, nurturing, conversion, and even encourage them to promote your business to others. Hubspot SaaS, CRM, and Automation software can help you engage and track an interesting opportunity from initial contact right the way through to the sale and beyond.
Ensure that your sales and marketing professionals are accountable for real results whilst also understanding how they can help each other by using one system as opposed to specialist, disparate systems. Adoption is high with Hubspot CRM because of its full suite of features, but also due to its integration with other business systems and solutions that you already use.
One of the biggest challenges and enemies for millions of Sales and Marketing Professionals is the time! Hubspot helps with improved efficiency by utilizing templated emails, email workflows, helpful tools, and features enabling your employees to become more effective in their daily roles. Hubspot will save them time because they will not have to rework content, but rather using features like Snippets to help insert relevant and useful content when they need it, then track its readership and engagement so continual improvements can be made.
Hubspot has one of the most integrations of any CRM and Automation tool available! Therefore, businesses can still use the data required in solutions, like finance software and invoicing. Hubspot will also help replace the need for unconnected systems, like chat tools, email tools, and even ticketing tools where relevant. This then in turn helps to reduce the cost and the time taken to maintain other software solutions.
Hubspot will grow as your business grows. The Sales and Marketing CRM has been cleverly thought out to cater from start-up to enterprise-sized businesses, across different verticals. Taking into account your growth trajectory, the Hubspot Sales and Marketing Automation can scale up as well as down, to suit the needs of your business. The often unrecorded costs of your employees' time working through contact records, cleaning data, or ineffective communications is detrimental to your business. By having everything in one place, with your data being worked effectively to improve its quality and visibility, Hubspot CRM will save more opportunity costs in the long run.
Due to the global pandemic, many new business' customer and account sales professionals find themselves fixed to home offices armed with conference calling tools and craving useful content to engage with their audience. It has been a learning curve for most. So a tool such as Hubspot has enabled sales professionals to manage their day better and sales managers to become more effective in helping their teams. Hubspot will help with your digital transformation journey and transition your outbound sales and marketing to your inbound journey.
Finally, one of the largest contributors to your investment into a new CRM is adoption - will it be used enough to offer a return on investment? Introducing something new or unfamiliar is one of the most common reasons why companies do not decide to switch to a new CRM solution. Because Hubspot is an intuitive system for sales and marketing professionals to use, then people with different technical levels can use it. It has to be one of the easiest systems to access and use. Hubspot also has a comprehensive library of self-help content in different formats, from written guides to quick 'How To' videos, which are all included and available to the user. Hubspot educational content can be accessed 24/7. Hubspot will convert even the most stalwart salesperson, as it helps them understand their customer better when they can see who is engaging with what and where they can invest their time more wisely to close more deals!
Certified HubSpot Freelancer