How to Re-Engage Online Visitors Ready to Leave Your Website4 min read
Enticing online shoppers to volunteer personal information is one of the biggest challenges companies in the automotive, home furnishings and multifamily industries face in today’s evolving ecommerce marketplace. Potential customers click on their websites, browse a little, then bounce off and never return.
Re-engage those online visitors ready to leave your website by giving them a reason to stay. Tap into their competitive spirit by challenging them to enter a contest. Remind them about a special offer they don’t want to miss. Offer an interactive scratch-and-save coupon to keep them engaged on your website, while you gather lead data on a prospect you otherwise wouldn’t even know visited your site.
Exit intent incentives rank as one of the highest lead-converting tools, especially when combined with interactive website experiences that engage online shoppers. Home furnishing clients who use the Online Guided Shopping Solution on their websites saw an increased exit intent conversion rate of nearly 5%, followed by 3% for multifamily websites and about 2% for auto dealerships.
More shoppers become buyers when they find value in a personalized offer. Here’s how a few of our clients re-engage their online shoppers, reduce bounce rates and get results.
Gain Online Shoppers’ Trust with Engagement
Whether shopping for cars, couches or condos, online shoppers want to trust in your brand before volunteering personal information about themselves.
Before implementing interactive experiences on its website, Sandra Dellolio, BDC Manager at Atlantic Automall in West Islip, N.Y., says online customers preferred to search incognito and remained reluctant to provide personal contact information.
“I think people are weary and stopped filling in lead forms because they felt bombarded by sales folks,” says Dellolio, whereas now they are willing to volunteer personal information in exchange for using the payment calculator or to enter a contest at the auto dealership.
“We are in a huge market for leases, so the payment calculator is the place we get most leads and they close quicker,” she adds. “The other is the exit intent, where those customers have looked at the website but did not submit the lead until the end, so we’re catching them where we would not have previously.”
Keep Online Shoppers Engaged Longer on Website
Buyers shopping online tend to stay on websites longer when they find helpful information that’s personalized to their exact search. PERQ’s Consumer Insights shows clients with engaging interactive experiences dramatically increased time on site, with online visitors staying 12 to 14 minutes longer than average across all three industries.
More than two-thirds of those online shoppers say they are still in the research phase when they first land on a client’s website, regardless of what they want to buy. An interactive website entices customers to go through different experiences to determine the next best step in their shopping journey.
Stephanie Drake, Marketing Manager for Boyd Homes in Virginia Beach, Va., says online rental prospects spend much more time on Boyd’s property websites since adding interactive experiences. The exit intent special offer is particularly effective in capturing visitors’ info before they leave the site.
“It tells them, ‘Hey, are you sure you want to leave?’ and then gives them a reminder about the specials we are offering,” Drake says. “Having this as an add-on really brings it to the front. It’s in their face when they go to click off. I view it as nothing but a good thing.”
Tap into Online Customers’ FOMO
Ever kick yourself for missing a great deal? That Fear of Missing Out can be a powerful tool for retailers, especially when it entices online shoppers to check for special offers. Artificial intelligence software can customizes a website based on information a consumer enters while engaging with the site experiences, tracking the shopper’s behavior and remembering what they searched for.
Quality Furniture Vice President Jordan Barrick says the “Check for Specials” button on each online product listing is the most popular interactive part of his store’s website. To access the deals, website visitors must first enter some personal information. In May alone, the feature delivered 169 unique leads to the Mesquite, Texas, retailer.
Give consumers something in return for volunteering personal information about themselves and their shopping preferences, whether it’s one-month free rent, $150 toward a trade-in vehicle or $100 off a new sofa, and you’ll increase your chances of closing the sale.