September 2020 Our web agency was contacted by this client to increase sales of his e-commerce. But let's go into detail about the type of client, the strategy applied and finally the results.
the customer
The client is I Love Ostrica, an e-commerce of fresh oysters and crudites with home delivery in a few days. We are therefore talking about a B2C activity, without warehouse management as the fish is purchased fresh from the sea and sent, via special refrigerated shipments, directly to your home. The e-commerce was born in 2007, thanks to Luca Nicoli, and over the years it has expanded its range of products and enriched the offer with events, catering and home chefs. The client's need was precisely to increase sales already well underway thanks to excellent SEO positioning, Google Ads campaigns and obviously word of mouth.
First actions and strategy
The collaboration therefore began in June-July 2019 and starts with an in-depth analysis of the clientele through an online survey . Then through an online questionnaire about the customer profile and their purchasing and repurchasing habits : which products they buy, for which occasions, how often they buy, how they met I love Ostrica and questions about the person (age, profession, etc.). All this allowed us to have a more detailed picture of the customer and therefore be able to put a specifically designed strategy into action.
the development of the project
With the information and data received through the customer survey, in full synergy with the customer, we have implemented various actions to increase brand awareness, acquire new customers and increase the frequency of re-purchases:
- Trial Box: we have created a conveniently priced box that allows those who do not know the service and are not already customers to try the experience and test the quality and freshness of the products. The path to bring non-customers to their first purchase is through multi-step social media advertising campaigns and email automation according to the Connection Funnel method
- Customer remarketing: given the large number of cart abandonment, we have activated Google Ads campaigns, Facebook and Instagram Ads campaigns and automatic emails for remarketing
- Connection funnel: according to the method we have implemented a series of automations that lead customers to make a second purchase within two months
- Optimizing Google Ads campaigns to intercept informed demand
- Social Media Advertising Campaigns to Intercept Latent Demand
The results obtained
A little over a year after the start of the project, the results are very satisfactory (many actions are still in progress) but let's let the numbers speak for themselves ( Google Analytics data ).
Putting into comparison:
exactly one year after the project started (June): +330% revenue
halfway through the project (March): +412% (thanks to the lockdown situation which favored home food sales)
and July (e-commerce was closed in August): +236%)
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