Kosárelhagyás: 63 fontos statisztika és 17 módszer, hogy legyőzd [+INFOGRAFIKA]
Sajnos azt megígérhetem, hogy a kosárelhagyással teljesen sohasem tudsz leszámolni, de ha csak néhány százaléknyi vásárlót magadnál tudsz tartani, vissza tudsz csábítani és a konverzióig vezetsz, már az is szépen fog jövedelmezni.
Erről fogunk értekezni a cikkben:
- Mi az a kosárelhagyás?
- Mekkora valójában a kosárelhagyók aránya?
- Miért hagyják ott a kosarat?
- Számok, melyeket ismerned kell
- Nem az ártól függ – illetve nem úgy
- Kosárelhagyás és regionális szempontok
- Elhagyott kosarak és különféle piacok
- Információ és konverzió
- Minden fontos információt időben közölj
- Miért akkora ennek a jelentősége?
- Rosszul kommunikálsz?
- Csak ingyen szállítással is megéri?
- Minden fontos információt időben közölj
- Optimalizáld az oldalad
- Túlgondolt navigáció
- Bonyolult a checkout?
- Ne követelj regisztrációt
- Figyelj a szavaidra (és tesztelj)
- „Megtaláltam máshol, jobb áron”
- Remarketing, retargeting
- Nyúlj a potenciális vásárló után!
- Remarketing e-mailben
- Mit írj az e-mailbe?
- Működtess hűségprogramot
- Kosárelhagyás mobilon
- Miért fordul vissza az okostelefon-használó?
- Így tartsd meg a mobilos vásárlókat
- Jól járhatsz egy applikációval
- Szegmentáld erősen, kit push-olsz
- Időzíts tökéletesen
- „Ha egyetlen kosár föld is hiányzik…”
Mi az a kosárelhagyás?
A kosárelhagyás a webáruházak talán legkomolyabb közös problémája – ha webshopot üzemeltetsz, neked is ismerős a jelenség.
A definíció nagyon egyszerű: az, amikor a webáruház egy látogatója árukat helyez el a kosárban, de végül nem vásárolja meg azokat.
Mivel az online vásárlás esetében semmilyen negatív következménnyel nem jár, ha akármennyi termék kosárba helyezése után egyszerűen kilépünk az oldalról, a webáruházak többségében a kosárelhagyók aránya nagyon magas.
Sokan értetlenül állnak a jelenség előtt, hiszen ha valaki már a kosárba helyezéssel kifejezte, hogy erős vásárlói szándékkal rendelkezik, ugyan miért ne jutna el a checkout-folyamat végéig?
A lényeg: Az okok nagyon sokfélék, de nem is ez az, amit a legtöbben képtelenek felismerni. inkább az, hogy a kosárelhagyás nem problémát, hanem hatalmas lehetőséget jelent.
Mekkora valójában a kosárelhagyók aránya?
A probléma súlyát a legjobban átfogó statisztikákkal tudjuk érzékeltetni. Szerencsére agyonkutatott területről van szó, ezért nem kell messzire menni ezekért.
Azonban különbségek mutatkoznak attól függően, melyik forrást nézzük éppen.
A Baymard Institute átfésülte a szakmai oldalakat, és 37 megbízható forrásból gyűjtötte össze a kosárelhagyásra vonatkozó számokat.
Ezek alapján a kosárelhagyók átlagos aránya 69,23% (2017. január). Megjegyzés: ez a szám a különböző forrásból származó ráták átlaga, melyek esetenként több éves adatok! Frissebb számot kapunk (bár csak három forrásból) ha a Listrak, az Adobe, ill. a Barilliance értékeinek átlagát vesszük, ez pedig: 74,1% (2017. január). AZ ÁTLAGOS RÁTA
A kosárelhagyók aránya szinte folyamatosan növekszik, és a szakemberek attól félnek, hogy néhány éven belül akár a 90%-ot is megközelíti majd a szám.
Az is sokat elmond, hogy a Hybris Marketing mérései szerint például a webshopokat meglátogatók 97-99%-a az első látogatáskor nem vásárol semmit.
A kutatások szerint éves szinten 4 billió (4 ezer milliárd) dollárnak megfelelő árut hagynak a kosárban az online vásárlók. A BI Intelligence szerint ennek mintegy kétharmada, egészen pontosan 63%-a menthető konverzió lenne.
Fontos ugyanakkor, hogy egy elhagyott kosarat ne veszteségként fogjuk fel. látni fogjuk, hogy a kosárelhagyás egyik gyakori oka például, hogy a felhasználó csak „félrerakja” az árukat, mondhatni bevásárlólistát készít, később pedig visszatér és konvertál. Más esetekben egyszerűen máshol vásárolja meg az árut – nem áll el a vásárlástól, egyszerűen csak egy másik ajánlatot választ.
A kosárelhagyók tehát nem veszteséget termelnek, hanem lehetőséget adnak.
A problémával mindenki küzd, a legnagyobb brandektől a legkisebb webshopokig – de nagyon kevesen vannak arányaiban, akik aktívan tesznek is a hezitálók meggyőzéséért.
Miért hagyják ott a kosarat?
Ha elképzeljük, miért nem vásárol végül valaki, aki már berakta a kosarába a termékeket, a legegyszerűbb válasz valószínűleg a „meggondolta magát” – a statisztikák azonban azt mutatják, hogy a kosárelhagyásnak valójában rengeteg különféle, változatos oka lehet:
- 61% számára túl magasak voltak az extra költségek.
- 35%-nak nem tetszett, hogy kötelező regisztrációra kérte őket az oldal.
- 27% számára túl hosszú és/vagy komplikált volt a checkout
- 24% nem látta, nem tudta előre kiszámolni a végösszeget, azt látva pedig végül inkább nem vásárolt.
- 22%-nak a weboldal összeomlásával, hibáival volt gondja.
- 18% nem bízott az oldalban annyira, hogy megadja bankkártya-adatait.
- 16%-nak a szállítás túlságosan lassú lett volna.
- 10%-nak nem felelt meg a visszatérítési policy.
- 8% szerint túl kevés fizetési lehetőség
- 5%-nak nem fogadták el a kártyáját.
Látható, hogy nem lehet egyetlen húzással megoldani mindezt, hiszen merőben eltérő jellegű problémákról van szó. A cikkben az összes felmerülő kifogást végigvesszük, és természetesen megoldási javaslatokkal is szolgálunk.
Számok, melyeket ismerned kell
Nem az ártól függ – illetve nem úgy
Logikus gondolat, hogy minél magasabb az ár, annál többen gondolják meg magukat a végső lépéskor.
Viszont helytelen feltételezés.
Nagy általánosságban minél kisebb az összeg, annál nagyobb az esély a vásárlás megszakadására. De van egy fontos rész 100 dollár környékén, ahol szintén magas a kosárelhagyási arány.
Az arány 25 dollár alatt 90%-hoz közelít. Ezután emelkedik kb. 100 dollárig, és e felett meredeken zuhanni kezd – 150 és 200 dollár között már a 40%-ot közelíti.
Ezt magyarázhatjuk úgy, hogy a nagyobb értékű vásárlásokat könnyebb racionalizálni. Az összehasonlítás nehezebb, mert valószínűleg komplexebb termékről van szó (egy néhány dolláros ruhadarabnál két-három tényezőt elég megvizsgálnunk, egy több száz dolláros műszaki cikknél már több tucat ilyen lehet).
Az is valószínű, hogy a nagyobb árú termékek iránt eleve nagyobb az elköteleződés, komolyabb vásárlási szándék és sürgetőbb probléma kapcsolódik hozzá.
Az olcsóbb termékről pedig könnyebb lemondani: a boltban bármikor otthagyunk egy kulcstartót vagy egy bögrét, de egy számunkra ideálisnak tűnő porszívó vagy hűtő már komolyabb döntés. Hiszen ki tudja, mikor adódik alkalom legközelebb megvásárolni? (Erre a gondolatra alapozva érdemes a hiány, vagyis a scarcity taktikáját akalmaznod.)
Az árazás pszichológiája persze ennél messze komplexebb terület – a ConversionXL elképesztően részletes anyaga például jó kiindulópont lehet ahhoz, hogy webáruház-tulajként jobban megismerkedj vele.
Kosárelhagyás és regionális szempontok
A globális kosárelhagyási statisztikák viszonylag egyenletesek a különböző kutatások számai alapján, az is látszik viszont, hogy az egyes régiók között igen jelentősek az eltérések. A SaleCycle adatai szerint így néz ki a kosárelhagyási világtérkép:
- 74% Észak-Amerikában
- 75,3% Latin-Amerikában
- 70,9% Európában
- 76,3% az ázsiai és csendes-óceáni térségben
- 76,1% Afrikában és a Közel-Keleten
A regionális sajátosságok mögött nem egyszerűen ezek a százalékok bújnak meg.
A kulturális sajátosságokat az ügyes online marketinges ki is aknázhatja.
A kutatások szerint például az ázsiai és csendes-óceáni térségben élő vásárlók nagyobb eséllyel hagyják ugyan el a kosarukat, azonban kevésbé tudatosak mind a szállítási költségeket, mind a fizetési lehetőségeket illetően.
Észak-Amerikában ugyanakkor az ingyenes kiszállítás rendkívül fontos, szinte már alapvető feltétel ahhoz, hogy online rendeljen valaki. A felhasználók fele elhagyja a kosarat, ha szállítási költséggel találkozik (erről mindjárt bővebben értekezünk).
Ugyanakkor Európával együtt jellemző a térségre, hogy a kosárelhagyás kisebb, mert a felhasználók tudatosabbak, kisebb eséllyel feledkeznek el a tranzakció befejezéséről.
A dél-amerikaiak szeretnek későbbre halasztani online tranzakciókat, viszont tudatosabbak a fizetési lehetőségeket illetően – aki itt akar értékesíteni, annak számos különféle opcióval kell készülnie.
Mindezek a sajátosságok arra is utalnak, hogy nincsenek általános megoldások a kosárelhagyásra. Az egyes tünetekre, amelyeket a saját kutatások és tesztek fednek fel, kínálhatunk megoldást, de mint látni fogjuk, maguk az okok is nagyon különbözőek lehetnek.
Elhagyott kosarak és különféle piacok
A kosárelhagyók aránya természetesen piaconként is változik (SaleCycle és Statista adatai):
- A legmagasabb aránnyal egyértelműen az utazási piac bír (a Statista szerint 804%, a SaleCycle szerint 80,1%).
- Ettől alig marad le a pénzügyi termékek piaca (Statista: 79,3%).
- A kiskereskedelem kicsivel az átlag alatt marad (Statista: 73,9%, SaleCycle: 74,6%).
- Az online játékoknál még alacsonyabb a szám (Statista: 70,1%).
- Végül a divat mutatja a legjobb számokat arányaiban a legkevesebb félbehagyott vásárlással (Statista: 68,3%, SaleCycle: 68,8%).
Információ és konverzió
Minden fontos információt időben közölj
Tipp: A legfontosabb talán az, hogy a vásárlót soha ne lepd meg: mindig legyen tisztában a fontosabb információkkal vásárlás közben. Érezze úgy magát, mintha csak a sarki kisboltban járna, ahol évek óta vásárol és az eladókat is névről ismeri.
Miért akkora ennek a jelentősége?
A leggyakoribb ok, amiért a vásárlók a kosarukat elhagyják, az, hogy váratlan költségekkel szembesülnek, amikor fizetniük kell. A különféle kutatások szerint 50-60% már távozott emiatt webáruházból fizetés nélkül.
Leggyakrabban persze a szállítási költséget „felejtik el” előre közölni az áruházak. De 24-32% közé tehető azoknak az aránya is, akik menet közben nem figyeltek arra, mit helyeznek a kosárba, és ezután a végösszeggel szembesülve döntöttek a távozás mellett.
Az ilyen meglepetéseket úgy kerülheted el, ha a vásárló minden egyes oldalon, ahol csak megfordul, láthatja a kosarának teljes jelenlegi értékét, a végösszeget, amit fizetnie kell majd – minden esetleges plusz költséggel együtt.
Rosszul kommunikálsz?
Az is lehet, hogy egyszerűen nem jól mondod el a fontos dolgokat.
A lokalizációval például bőven adódhatnak gondok. Ha egy látogató földrajzi helyét be tudod azonosítani az IP-címe alapján, akkor alapvető, hogy számára értelmezhető pénznemben írod ki az árakat és költségeket, így elkerülve a meglepetést.
Ugyanez érvényes a szállításra is: ha nem ingyen szállítasz, a szállítási költség ismertetését nem hagyhatod az utolsó pillanatra. Viszont attól függően, hová szállítasz, ez változni fog – ezt is dinamikussá kell tehát tenned.
Csak ingyen szállítással is megéri?
Elsőre furán hangzik, de magabiztosan állíthatjuk: üzleti szempontból megéri minden körülmények között ingyenes kiszállítást kínálnod.
A legsokatmondóbb statisztika szerint a vásárlók 73%-a kiemelten fontos szempontnak tartja a feltétel nélküli ingyenes kiszállítást minden online vásárlásnál.
A szállítási költségeket alapvetően beépítheted az áraidba – még kommunikálhatod is ezt oly módon, hogy nálad talán egy kicsit többe kerülnek az áruk, viszont mindent ingyen szállítasz.
Ezzel nemcsak megfoghatod azokat, akik egyébként elpártolnának tőled, de a kosárértéket is emelheted: még ha a végösszeg ugyanannyi marad is, ha jól láthatóan kommunikálod, hogy a szállítás költsége nulla, akkor jó eséllyel lelkesebben és többet vásárol majd, így növelve az átlagos kosárértéket.
Tovább erősíti az ingyen kiszállítás jelentőségét, hogy a Deloitte felmérése szerint például a vásárlók nem kevesebb, mit 20%-a kiemelten fontos tényezőként kezeli ezt, amikor kiválasztja, hogy melyik webáruháznál vásároljon.
Az ingyen kiszállítással persze játszhatsz, feltételekhez kötheted azt, amelyek teljesülése esetén hatékonyabban érheted el és ösztönözheted a célcsoportot. Sok webáruháznál egy adott rendelési értékhatárhoz kötött, hogy ingyen szállítanak-e.
Említettük például a 100 dolláros lélektani pontot – ha megtalálod a saját webáruházadnál azt az összegintervallumot, amelyben a legmagasabb a kosárelhagyók aránya, és itt jelölöd ki az ingyen szállítási értékhatárt, ezzel valószínűleg hatékonyan ösztönzöd őket konverzióra.
Optimalizáld az oldalad
Rengetegen vannak, akik egészen egyszerűen azért hagyják ott a kosarat, mert túlságosan bonyolult a fizetési vagy eleve a vásárlási folyamat.
Nagyjából ez a helyzet, amikor valaki egy túlbonyolított webáruházas felületen navigál.
Lássuk a leggyakoribb problémákat, amelyek némi optimalizációval kezelhetőek.
Túlgondolt navigáció
A bonyolult navigáció az online vásárlók 25%-ánál jelenthet okot arra, hogy félbehagyja a vásárlást.
A navigáció jó esetben teljesen intuitív – a következő lépés mindig természetesen, gondolkodás nélkül adja magát. Ne számíts rá, hogy már az első alkalommal ilyen oldalt készíthetsz, valószínűleg hosszas tesztelési folyamatra lesz ahhoz szükséged, hogy a felhasználók igényeire optimalizálhasd az oldaladat.
Az egyszerűség itt is nagy előny!
Bonyolult a checkout?
A Baymard Institute adataira alapozunk ismét, amikor azt mondjuk, hogy az egyik legfontosabb teendőd a fizetési folyamat leegyszerűsítése – konkrétan ezt ugyanis 7 éven keresztül vizsgálták, és arra jutottak, hogy átlagosan 35,26%kal emelhető a konverziós érték egy webáruházban csak ezzel.
Amire figyelned kell, hogy a fizetés minél egyszerűbb legyen:
- minél kevesebb lépésből álljon,
- minél kevesebb adatot követelj meg,
- és soha, de soha ne tedd kötelezővé a regisztrációt ahhoz, hogy valaki pénzt adjon neked.
Ne adj plusz feladatokat a vásárlónak, tedd lehetővé, hogy csak a legszükségesebb adatok megadásával máris a pénz átadásáig jusson, és pár perc múlva már a visszaigazoló e-mailt olvassa.
A Baymard szerint az ideális checkout-folyamat mindössze 12-14 elemből áll – mégis, egy átlagos webáruházban kétszer ennyi szerepel a fizetésnél. (Elem alatt természetesen nem az oldalakat értjük, hanem mondjuk a kitöltendő űrlapmezőket, a CTA-t.)
Van itt egy érdekes dilemma is: a Statista szerint nagyjából ugyanakkora azoknak a kosárelhagyóknak az aránya, akik a túlbiztosított fizetési folyamat miatt távoznak (18%), mint azoké, akik nem tartják eléggé biztonságosnak a fizetést, és ezért fordulnak el tőled (17%).
A kulcs itt az egyszerűség: ha megteheted, hogy úgy ellenőrzöd az adatok hitelességét, hogy a felhasználót ezzel nem dolgoztatod, tedd meg.
Sokat segít az is, ha már előre eloszlatod a kétségeit azzal, hogy felépíted a hiteled. A biztonságot jelző tanúsítványok legyenek jól láthatóak, és ha lehet, felhasználói véleményeket is használj fel – mutasd meg, hogy a te oldaladat sok elégedett vásárló használja rendszeresen.
Ne követelj regisztrációt
A regisztráció a legtöbbek számára egyszerűen nyűg.
Az, ha egy webáruházban mindenképpen felhasználói fiókot kell regisztrálni a vásárláshoz, indokolatlanul elnyújtja és meghosszabbítja a folyamatot, számos lépéssel toldva azt meg.
Ha kötelező regisztrációval működteted az áruházadat, jó esélyed van rá, hogy az egyébként is magas kosárelhagyási mutatókat hozó alacsony értékű vásárlásoknál még rosszabb számokat láss. (Ki akarna regisztrálni, és ezzel nemcsak plusz feladatot végezni, de kitenni magát a jövőben újabb reklámkampányoknak azért, hogy egy pár dollár értékű pólót vásároljon?)
A követendő út egyértelmű – a regisztráció mindig legyen opcionális, és mindig kínálj lehetőséget arra is, hogy vendégként is bármit megvehessenek tőled. Egy e-mail címet ezzel együtt persze elkérhetsz, ez adott.
A regisztrációt pedig vonzóvá kell tenned azzal, hogy valamilyen prémium élményt, hűségprogramot vagy egyebet kínálsz – erről nemsokára bővebben értekezünk.
Hidd el, hogy nem hasból állítjuk ezt. Minden létező kutatás bizonyítja, hogy a kötelező regisztráció elhagyása elképesztő mértékben képes megemelni a konverziót. A User Interface Engineering például nem kevesebb, mint 45%-os emelkedést mért eladásaiban, miután a regisztrációt opcionálissá tették.
Figyelj a szavaidra (és tesztelj)
Már az sem mindegy, hogy milyen szavakat használsz a navigációnál vagy akár az információk megjelenítésénél. Kiváló példa erre az Insound.com esettanulmánya: ők a kosár alján található gombon a „Tovább” (Continue) feliratot cserélték le a „Rendelés ellenőrzése” (Review Order) szavakra. Az eredeti gombbal a konverzió 30,5% volt, az új felirattal már 39,4%.
Ebben a konkrét esetben az ok valószínűleg az, hogy a második változat konkrétabb. A „Tovább” szót ha lehet, soha ne használd, inkább mindig utalj arra, mit történik, hová jut majd a felhasználó, miután rákattint az adott gombra.
Érdemes minden szövegedet alaposan átolvasnod és ellenőrizned a gombszövegektől a termékleírásokig. Számít, hogy mennyire vagy konkrét, hogy mennyire hatsz a felhasználó érzelmeire, hogy milyen szavakkal igyekszel meggyőzni őt a vásárlás sürgősségéről vagy éppen megerősíteni a biztonságérzetét.
Vegyünk egy példát! :
Hogy mondod el a felhasználónak, hogy nyugodtan megadhatja nálad az adatait? Azt írod, hogy…
Mi nem lopjuk el az adatait!
…vagy azt, hogy…
Adatait mindig bizalmasan kezeljük.
Az első a közvetlensége miatt elsőre sokak számára szimpatikus lehet, a tapasztalatok szerint viszont a pozitív üzenetek mindig erősebbek.
„Megtaláltam máshol, jobb áron”
Ezt a kifogást kétféleképpen kezelheted.
1)
Az egyik módszer nyilván az aktív konkurenciafigyelés: monitoroznod kell a versenytársaidat, és ha alád ígérnek, ezzel vevőket csábítva át, nyilván lépned kell. Adott esetben hatékony lehet, ha te is lejjebb viszed az árat, a legtöbb esetben azonban az árverseny kifejezetten káros.
Miért rossz az akciózás? Ha tartósan viszed lejjebb az árat, csökkented a hasznod, egyben elidegenítheted azokat a vásárlókat, akik korábban ugyanazt magasabb áron vásárolták meg tőled. Az is érdekelni fogja a vevőket, miért lettél olcsóbb – nem ér annyit a terméked? Eddig is adhattad volna olcsóbban?
Ha pedig az akció véget ér, visszafordulhatnak azok, akik éppen az alacsony ár miatt jöttek. Vagy éppen dönthetnek úgy, hogy nem most vásárolnak, hanem inkább kivárják a következő leárazást – jó eséllyel az ilyen „parkolópályára” tett vásárlások sosem valósulnak meg.
2)
A másik módszer sokkal hatékonyabb lesz. Ugyan valószínűleg kevesebb embert tart majd vissza attól, hogy máshoz pártoljanak, náluk viszont képes leszel növelni az átlagos kosárértéket.
Ez a módszer az, hogy megindokolod, nálad miért magasabb az ár.
Ehhez jó stratégiai és szövegírói készségek is kellenek.
Ha magasabb nálad az ár, annak oka kell, hogy legyen. Például az, hogy nálad sokkal gyorsabb és komolyabb támogatást kapnak. Hogy a kiszállítás viszont ingyenes.
Lehet, hogy nálad nemcsak a vásárlásról szól az egész, hanem prémium élményt kínálsz: tagságot a visszatérőknek, amellyel exkluzív ajánlatok járnak, tagság egy belső csoportban, hozzáférés különféle extra tartalmakhoz, dedikált ügyfélszolgálat vagy valami hasonló.
Ha azt gondolod, ugyanazért a termékért nem fizetnének többet a vásárlóid, gondolj arra, miből élnek a világ legnevesebb prémium márkái. A termékek előállítása önmagában nem kerül annyival többe, mint amennyivel magasabb az ár – az emberek a márkáért fizetnek.
Remarketing, retargeting
Nem véletlenül foglalkozunk annyit ezzel a témakörrel – közöltünk már róla gyorstalpalót, esettanulmányokat is, mégpedig azért, mert az elmúlt évek egyik leghatékonyabb online marketinges módszeréről van szó.
- Régóta tudjuk, hogy a remakretinggel megcélzott vásárlók sokkal többet költenek, ha sikeresen visszacsábítjuk őket – az átlagos kosárértékük akár 55%-kal is magasabb lehet, mint azoké, akik már az első alkalommal eljutnak a konverzióig.
- Az egyszerű marketinges e-mailek átlagos megnyitási aránya a SaleCycle szerint 21% – ezzel szemben a remarketing céllal küldött leveleket 57% nyitja meg, közel háromszor annyian.
- Ezzel együtt a lekattintott remarketing e-mailek konverziója is elképesztően magas, 30% körüli.
Mindez összefügg a régi marketinges alapvetéssel: mindig egyszerűbb valakit meggyőzni a vásárlásról, aki már valamilyen szintű kapcsolatban van velünk, mint új embereket találni és őket elvinni a konverzióig.
Akit célba tudunk venni a remarketinggel, arról már tudunk valamit, értékes adatokat – és a statisztikák azt mutatják, hogy ezek segítségével sokkal hatékonyabban is vehetjük rá őket arra, hogy nálunk költsék el a pénzüket.
Nyúlj a potenciális vásárló után!
A legszűkösebb erőforrásod az idő. Hosszú évek óta visszhangozza ezt minden marketinges, de különösen azok, akik az online marketinggel foglalkoznak.
Az MIT kutatásai szerint a leadek 90%-a egyetlen óra elmúltával már elérhetetlen a számodra.
Ha tehát a remarketing eszközeihez nyúlsz, gyorsnak kell lenned: egy nagyon hatékony üzenettel azonnal a potenciális vásárló után kell nyúlnod, és olyan ajánlatot tenned neki, ami visszacsábíthatja az oldalra:
- Kínálhatsz neki egyszeri kedvezményt
- vagy ingyenes kiszállítást akár,
- felhívhatod a figyelmét arra, hogy az adott ajánlat már csak rövid ideig érvényes,
- gyorsan fogy a készlet stb.
Hogy milyen remarketing eszközöket használhatsz, és pontosan hogyan érdemes a retargetinget, az újracélzást beállítanod, arról már írtunk:
Hogyan alkalmazd a retargeting és remarketing technikákat webáruházadnál?
Retargeting a webáruházban: példák, minták, esettanulmányok
Ha úgy érzed, van még mit tanulnod a témában, ne hagyd ki az ezekben található tudásanyagot és esettanulmányokat sem.
Ha visszatérő vásárló hagyja nálad a kosarát, akkor más a helyzet – később is utána tudsz nyúlni, mert erősebb az elköteleződése irányodba, ismer téged, és valószínűleg az elérhetőségeit is ismered.
Ebben az esetben érdemes egy személyesebb eszközhöz nyúlnod:
Remarketing e-mailben
Ha ismered a vásárlód e-mail címét, akkor sokkal, sokkal könnyebb dolgod van a visszacsábításával.
(Az e-mail küldésének lehetősége persze nem jelenti azt, hogy tényleg sokat kell várnod – amint azt a következő példán látni fogod, eben az esetben is hatékony a gyorsaság.)
A Radley London egy különféle kiegészítőket árusító webshopot működtet. Ők a SaleCycle segítségével célozták meg újra a kosárelhagyókat e-mailben. Teszteléssel arra jöttek rá, hogy az e-mail kiküldésére a legideálisabb időpont nagyjából fél órával a kosár elhagyása után következik be. A cég ezzel a kosárelhagyók 7,9%-át volt képes visszahozni és konvertálni, ami gyönyörű eredmény.
Egy ilyen rendszer beállítása, főleg ha szakértői segítséget veszel igénybe hozzá, viszonylag egyszerű.
A Boot Barn példája is követendő: ők egy e-mail sorozatot hoztak létre azok számára, akinek a címével rendelkeztek. Ha ők elhagyták a kosarat az oldalon, az első levelet szinte rögtön (20 perccel később) megkapták.
A következő levelet azoknak, akik még ilyenkor sem fejezték be a vásárlást, 23 órával később küldték el, az utolsó, harmadik levelet pedig egy héttel később küldték ki. Ezzel a kampánnyal pedig nem kevesebb, mint 12%-os bevétel-emelkedést értek el.
Akkor sincs nagy baj, ha nem rögtön, fél órán belül küldöd ki a levelet – a Listrak szerint még 3 órán belül is 40%-os megnyitási és 20%-os átkattintási arányt érhetsz el, ami kiemelkedően jó eredmény.
Mit írj az e-mailbe?
A szövegezésre ebben az esetben is figyelned kell. Mindenekelőtt el kell döntened, hogy pozitív vagy negatív érzelmi választ akarsz-e kiváltani.
Negatív érzelmi választ adhat a vásárlód azokra az üzenetekre, amelyek azt hangsúlyozzák, hogy lemarad valamiről, kimarad valamiből. A scarcity-t ekkor úgy alkalmazod, hogy egy a pszichológia előtt igen jól ismert jelenségre, a „fear of missing out”-ra, tehát a lemarad valamiről-re alapozol.
Példa: Az üzeneted lehet az, hogy a kosarába helyezett dolgokat már csak X napig vásárolhatja meg, vagy éppen leírhatod azt, hogy most még megveheti, de már csak X darab van készleten belőle. Ezt megerősítheted azzal, hogy pozitív felhasználói véleményeket mutatsz, vagy éppen egyszerűen leírod azt, hogy hányan vásároltak már a termékből, mert még az ilyen egyszerű trükkök is emelhetik a konverziót (erre alapoz a social proof elmélete.)
A negatív érzelmi válasz ebben nem azt jelenti, hogy irányodban érez majd negatívat a vásárló, hanem hogy benne valamilyen negatív érzelmet keltesz. Mint azonban azt korábban említettem, a pozitív üzenetek jellemzően hatékonyabbak.
A szöveget megfogalmazhatod úgy, hogy azt az üzenetet add át: még őrizzük, amit félreraktál.
Nálunk van, vigyázunk rá, bármikor megveheted. A kosaradban van, már a tiéd – már csak be kell fejezned, amit elkezdtél.
Az ilyen üzenetekben azt érdemes hangsúlyoznod, hogy amit a kosarába helyezett, lényegében már az övé – persze, még fizetnie kell érte. De miért ne lehetne az a tárgysorod üzenete, hogy „félretettük neked a porszívódat”? El kell érned, hogy minél inkább a magáénak érezze a terméket, hogy megerősödjön az elköteleződése.
Működtess hűségprogramot
Visszatérő vásárlóid megfogására a különféle hűségprogramok is ideálisak. A legtöbb ember szereti magát különlegesnek érezni, tudni azt, hogy valamilyen speciális bánásmódban részesül.
Egyszerűen azzal, hogy létrehozol egy klubot, egy belső kört, ahol prémium élményt kínálsz, csökkentheted ebben a célcsoportban a kosárelhagyók arányát.
A Forrester Research kutatásai szerint a hűségprogramokban részt vevő vásárlók átlagosan 13%-kal többet költenek, mint a többi vásárló, de a látogatások számát is akár 20%-kal megemelheted a speciálisan csak tagoknak szóló kedvezményekkel.
A hűségprogramhoz persze regisztráció szükséges, amely plusz lépés, márpedig a felhasználók 40-50 százaléka jellemzően negatívan viszonyul a megkövetelt plusz lépésekhez. (A korábbiak mellett itt megemlítjük a BI Intelligence kutatását is, amely szerint 39,1% esetében a kosár elhagyásának oka nem más, mint a hosszadalmas checkout-folyamat, amelybe a megkövetelt regisztráció is beletartozik.)
Éppen ezért nem kötelező elemként, hanem opcióként kell ezt bemutatnod. Erről írtunk már a regisztrációt taglaló résznél.
A hűségprogram arra is lehetőséget kínál, hogy aktívabban kommunikálhass a leghűségesebb vásárlóiddal, ezzel pedig sokkal könnyebben juthatsz vásárlói véleményekhez, értékelésekhez.
Ezekért cserébe akár pontokat kínálhatsz, amelyeket valamilyen kedvezményként használhatnak fel – ezzel is jobban elkötelezve őket. A beérkező értékeléseket pedig felhasználhatod arra, hogy megerősítsd a vásárlási szándékot az egyébként hezitáló potenciális vásárlókban, akik talán félbehagynák a vásárlást.
Kosárelhagyás mobilon
Külön cikkben értekeztünk már arról, hogy a mobilos e-kereskedelem milyen gyorsan növekszik. Különféle okok miatt ugyan lassan zárkózik csak fel a desktophoz és előzi le azt, de ez inkább a kereskedők hibája, mint az új technológiákat pillanatok alatt adoptáló felhasználóké.
A statisztikák évről évre növekedést mutatnak – 2016-ban már a Black Friday alatti vásárlások 40%-a is mobilon zajlott az Egyesült államokban, márpedig ez az egyik legnagyobb kereskedelmi esemény, vagyis az egyik legjobb méréseket szolgáltató időszak az évben.
A statisztikák azt is megmutatják, hogy mobilon is nagyon jelentős a kosárelhagyók aránya – még magasabb, mint desktopon vagy éppen tableten, jelenleg nagyjából 78%.
Ez jól összecseng más statisztikákkal, amelyek szerint például a felhasználók 40%-a inkább egy konkurenstől vásárol, ha rossz mobilos felhasználói élményt kénytelen megtapasztalni.
Márpedig a felhasználók 84%-a tapasztalt már rossz felhasználói élményt, amikor egy mobilos tranzakciót akart végigvinni.
Miért fordul vissza az okostelefon-használó?
A kosárelhagyás alapvető okai mobilon sem térnek el nagyban a hagyományos indokoktól (lásd a Baynard Institute adatait a Miért hagyják ott a kosarat? résznél).
A különbségek szembetűnőek a platformok között, erre talán a Black Friday idején mért adatok mutatnak rá a legjobban.
A desktopon vásárlók körében ekkor 63,8% volt az átlag ‒ mobilon viszont nem kevesebb mint 78,1%. (Korábban írtunk már erről, de a konverziós arány is észrevehetően alacsonyabb, desktopon átlagosan 20,8%, míg mobilon mindössze 14,1% volt ezen a pénteken.)
A Ventureburn szintén főleg olyan okokat jelöl meg, amelyek az oldal könnyű használhatóságával, a felhasználói felülettel és a folyamatok egyszerűségével állnak kapcsolatban ‒ elhibázott dizájn, lassú betöltés, rosszul megjelenő/hosszú űrlapok, túl hosszú checkout és így tovább.
Tudjuk azt, hogy mobilon még nagyobb kényelemre vágyunk – nem véletlen, a kisebb képernyőn eleve nehezebb használni a netet, tehát minél egyszerűbb és könnyebben kezelhető felhasználói felületekre vágyunk.
Ha egy webáruház ezt nem adja meg nekünk, akkor pedig egyszerűen sarkon fordulunk, még könnyebben és gyorsabban, mintha a számítógép előtt ülve ugyanazt az oldalt használnánk.
Így tartsd meg a mobilos vásárlókat
Bemutatunk néhány módszert, amellyel kifejezetten a webáruházadat okostelefonnal felkeresőket ösztönözheted vásárlásra.
Mielőtt azonban bármilyen komplex stratégián kezdenél el gondolkodni, azzal kell kezdened, hogy ellenőrzöd, valójában mennyire felhasználóbarát a webshopod mobilos felülete.
Nem egyszerűen az optimalizációról van szó – persze sorra kell venned, hogy a dizájn nem esik-e szét, hogy minden platformon és eszközön használható-e az oldal, de külön figyelmet kell fordítanod arra is, hogy egyszerűbb legyen a navigáció és még rövidebb (ha lehet) a checkout és fizetési folyamat, mint desktopon.
Jól járhatsz egy applikációval
Ha megfelelő kampányt tudsz felépíteni mögé, vedd fontolóra, hogy appot készítesz a webáruházadnak. Ezt nem egyszerűen értékesítésre használhatod, egyébként is nagyszerű marketingeszköz.
- Push üzeneteket küldhetsz vele, így bármikor elérve a felhasználót,
- tartalmakat terjeszthetsz,
- akár gamifikálhatod az egész folyamatot azzal, hogy a különféle cselekvésekhez mérföldköveket, jutalmakat kapcsolsz, tehát egyfajta játékos hűségprogramot hozol létre.
Már csak azért is érdemes lehet applikációt készítened, vagy akár egy már létező applikáción keresztül értékesíteni a termékeidet vagy szolgáltatásaidat, mert a legfrissebb adatok szerint a mobilos vásárlások 54%-a már applikációkon belül történt.
Szegmentáld erősen, kit push-olsz
Push üzeneteket akár a weboldaladon keresztül is küldhetsz, ehhez nem muszáj applikációt használnod. Jó módszer ez arra, hogy újra elérd a kosárelhagyókat, hiszen eleve erős elköteleződést mutatnak, ha a push üzeneteket jóváhagyják.
Nem mindegy azonban, hogy kit szólítasz meg.
Érdemes nagyon erősen szegmentálnod, az ugyanis, ha mobilon üzenetet küldesz a felhasználónak, akármilyen hatékony is lehet az elérésében, mégis sokkal direktebb módszer, amely sokakat elidegeníthet.
Azokat a szegmenseket érdemes tehát push üzenetekkel megcéloznod, akik erős vásárlási szándékról tettek bizonyosságot:
- mondjuk több mint egy tucat terméket néztek meg, mielőtt a kosárba tettek valamit,
- sok időt töltöttek egy adott termék vagy termékkategória böngészésével
- vagy részletes kereséssel,
- nagy értékű termék vásárlását hagyták félbe
- vagy éppen több mint 1 terméket adtak a kosárhoz.
Az ilyen esetekben már indokolt lehet az üzenet, mert jobbal feltételezheted, hogy egyszerűen külső okok miatt maradt félbe a vásárlást.
Mobilon ez nagyon könnyen elképzelhető, a figyelmünket bármi elterelheti, az is lehet, hogy egyszerűen csak utazás közben állt neki vásárolni a látogatód, és idő közben megérkezett a célállomásra. Aztán egyszerűen elfelejtette lezárni a tranzakciót.
Időzíts tökéletesen
Desktopon és mobilon egészen mások a tartalomfogyasztási és vásárlási szokásaink is.
Míg a számítógép előtt ülve a gyorsaság lehet a leghatékonyabb (lásd a remarketinggel foglalkozó fejezetben), mobilon lehet, hogy jobban jársz, ha vársz egy kicsit.
A Google mikromomentum-koncepcióját értelmezve mobilon általában csak kisebb, szinte elszigetelt akciókat hajtunk végre, sokszor teljesen ötletszerűen. Nem járjuk végig a vásárlási utat, néha nem is emlékszünk, hogy jutottunk éppen oda, és véletlenszerűen kezdünk bele cselekvésekbe.
Ugyanígy véletlenszerűen is hagyhatjuk félbe őket, mégpedig valószínűleg azért, mert valami fontosabb teendőnk akadt. El kellett indulnunk vagy éppen megérkeztünk valahová, véget ért az ebédidő, a családdal foglalkozunk vagy akár becsekkoltunk a repülőre.
Ilyen esetben semmi értelme azonnal üzenetet küldeni a vásárlónak arról, hogy félbehagyta a vásárlást és a kosárban hagyta a termékeket.
Érdemes várnod akár 24-48 órát is, mielőtt finoman szólsz neki arról, hogy a termékei még mindig a kosárban várják.
Hogy az alkalmas időt hogyan találd meg? Igyekezz minél több adatot begyűjteni a közönségedről, a napi rutinjukról, hogy milyen tevékenységeket végeznek, milyen munkát űznek. Figyeld meg, hogy az AB tesztek alapján melyek a leghatékonyabb időpontok és időintervallumok a push üzenetek kiküldésére.
A Leanplum kutatásai szerint csak azzal, hogy finomítod a push üzeneteid időzítését a célközönséged preferenciái szerint, akár 15%-kal is megemelheted az átlagos kosárértéket.
Hogy a fent leírtakat hogyan végezheted el, arról bővebben olvashatsz a különféle szegmentálási módszerekkel foglalkozó írásunkban.
…az építkezés kudarcba fullad”, tartja a kínai közmondás.
Ez az e-kereskedelemben szerencsére nincs így. Egyetlen elhagyott kosár nem problémát jelent, lehetőséget ad.
Minden e-kereskedőt ugyanúgy érint a kosárelhagyás problémaköre. Te azzal hagyhatod le a konkurenseidet, hogy aktívan megküzdesz vele.
A szakemberek szerint 2020 környékén már minden tíz megkezdett online vásárlásból csak egy zárul majd le sikeres konverzióval. Ezzel együtt persze az e-kereskedelem forgalma, a vásárlások száma és az átlagos kosárérték is folyamatosan növekszik.
Ha a koráselhagyóknak jól, jókor, jó üzenettel nyúlsz utána, akár megtöbbszörözheted a bevételeidet, és ha külön odafigyelsz a mobilra, akkor erre még nagyobb esélyed van.
Nemcsak a trendeket kell figyelned – láthatod, hogy több korábbi cikkünket is hivatkoztuk. Az online marketing több területén kell egyszerre képezned magad e kihívás leküzdéséhez, de egyet garantálunk: bőségesen megéri.
Mentsd el ezt a cikket, nyomtasd ki, kövesd lépésről lépésre és olvasd tovább a blogot – mi cserébe a réspiacod legnyereségesebb kereskedőjévé teszünk.
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