Useful Tips to Generate Leads for your eCommerce Business

In today's competitive online marketplace, generating quality leads is crucial for eCommerce success. As the founder of Fueler, a portfolio platform that helps companies hire through assignments, I've worked with numerous eCommerce businesses and witnessed firsthand which lead generation strategies deliver the best results.

In this article, I'll share proven methods to attract potential customers to your eCommerce store, along with specific tools to implement each strategy. These approaches have helped our clients grow their customer base consistently and can work for businesses of all sizes.

1. Optimize Your Website for Lead Capture

Your website is your digital storefront, and it should be designed to convert visitors into leads effectively.

Implement Strategic Pop-ups

Pop-ups, when used correctly, can significantly increase lead capture rates. The key is to make them timely and valuable rather than intrusive.

Tools to consider:

• OptinMonster offers exit-intent pop-ups that appear when visitors are about to leave your site, giving you one last chance to capture their information.
• Privy specializes in eCommerce pop-ups with features like cart saver pop-ups and targeted offers based on shopping behavior.

Create Compelling Landing Pages

Dedicated landing pages for specific products or promotions can significantly boost conversion rates compared to sending traffic to your homepage.

Tools to consider:

• Unbounce allows you to create and test high-converting landing pages without coding knowledge.
• Leadpages offers eCommerce-specific templates designed to convert visitors into customers.

Use Live Chat for Real-time Engagement

Live chat allows you to engage with visitors while they're actively browsing your store, answering questions that might be preventing them from making a purchase.

Tools to consider:

• Zendesk Chat integrates seamlessly with eCommerce platforms and allows for personalized customer interactions.
• Intercom combines live chat with targeted messaging and a help center to provide comprehensive customer support.

2. Leverage Content Marketing

Content marketing remains one of the most effective ways to attract and nurture leads for eCommerce businesses.

Create Helpful Buying Guides

Buying guides help potential customers make informed purchasing decisions while positioning your brand as an authority in your niche.

Tools to consider:

• Ahrefs helps identify what product-related topics your target audience is searching for online.
• Clearscope ensures your content meets search intent and covers relevant topics comprehensively.

Develop an Engaging Blog

Regular blog posts that address customer pain points or answer common questions can drive organic traffic and establish trust with potential buyers.

Tools to consider:

• WordPress with WooCommerce integration makes it easy to maintain a blog alongside your store.
• SEMrush offers content marketing tools to help identify topics and track content performance.

Create Video Tutorials and Product Demonstrations

Video content can showcase your products in action, making it easier for potential customers to visualize using them.

Tools to consider:

• Wistia specializes in business video hosting with lead generation features like email collectors.
• Videoly automatically creates and displays product videos on your eCommerce product pages.

3. Harness the Power of Email Marketing

Email marketing continues to offer one of the highest ROIs for eCommerce businesses when done correctly.

Implement Cart Abandonment Emails

Sending timely reminders to shoppers who left items in their cart can recover potentially lost sales.

Tools to consider:

• Klaviyo specializes in eCommerce email marketing with powerful segmentation and automation features.
• Omnisend offers pre-built workflows for cart abandonment and other eCommerce scenarios.

Create Value-Driven Email Sequences

Email sequences that provide value before asking for the sale can nurture leads effectively.

Tools to consider:

• Drip offers eCommerce-specific email marketing with personalization features and revenue attribution.
• ActiveCampaign combines email marketing with CRM features for better lead management.

Offer Exclusive Discounts and Early Access

Creating a sense of exclusivity can encourage visitors to join your email list.

Tools to consider:

• Justuno helps create targeted promotions and offers based on visitor behavior.
• ReferralCandy turns your customers into advocates by rewarding them for referrals.

4. Utilize Social Media Marketing

Social platforms offer excellent opportunities to generate leads for eCommerce businesses.

Run Targeted Social Media Ads

Platforms like Facebook and Instagram allow for highly targeted advertising based on demographics, interests, and behaviors.

Tools to consider:

• Facebook Ads Manager offers detailed targeting options for reaching potential customers.
• Hootsuite helps manage and schedule social media content across multiple platforms.

Create Shoppable Posts

Shoppable posts on platforms like Instagram and Pinterest reduce friction in the buying process.

Tools to consider:

• Shopify's Instagram Sales Channel easily connects your product catalog to Instagram.
• Tailwind optimizes Pinterest marketing with scheduling and analytics tools.

Leverage User-Generated Content

Showcasing real customers using your products builds trust and authenticity.

Tools to consider:

• TINT helps collect, curate, and display user-generated content across marketing channels.
• Yotpo gathers customer reviews and photos that can be used in your marketing.

5. Implement Search Engine Optimization (SEO)

SEO helps your eCommerce store rank higher in search results, bringing in organic traffic that's more likely to convert.

Optimize Product Pages

Well-optimized product pages can rank for specific product searches and drive targeted traffic.

Tools to consider:

• Rank Math helps optimize your product pages with actionable recommendations.
• Surfer SEO provides data-driven content optimization suggestions.

Create Category Page Content

Adding helpful content to category pages improves their ranking potential while helping shoppers make decisions.

Tools to consider:

• MarketMuse helps create comprehensive content that covers topics thoroughly.
• Frase analyzes top-ranking content to help you create competitive product descriptions.

Focus on Local SEO

If you have a physical location or serve specific geographic areas, local SEO can help drive relevant traffic.

Tools to consider:

• Google My Business is essential for local visibility and connecting with nearby customers.
• BrightLocal helps manage local listings and monitor local search performance.

6. Use Paid Advertising Strategically

Paid advertising can deliver quick results when you need to generate leads fast.

Implement Google Shopping Ads

Google Shopping ads display your products at the top of search results with images and prices.

Tools to consider:

• Google Merchant Center helps manage your product feed for Shopping ads.
• Channable streamlines product feed management for multiple advertising platforms.

Retarget Website Visitors

Retargeting ads keep your brand in front of people who have already shown interest in your products.

Tools to consider:

• AdRoll specializes in retargeting campaigns across multiple platforms.
• Perfect Audience offers simplified retargeting for eCommerce businesses.

Run Influencer Marketing Campaigns

Partnering with influencers in your niche can introduce your products to new audiences.

Tools to consider:

• Upfluence helps identify relevant influencers and manage campaigns.
• Grin is an all-in-one influencer marketing platform designed for eCommerce.

7. Offer Interactive Shopping Experiences

Interactive elements can engage visitors and increase the likelihood of collecting their information.

Implement Product Quizzes

Quizzes help shoppers find the right products while collecting valuable lead information.

Tools to consider:

• Octane AI creates shoppable quizzes that guide customers to the right products.
• Typeform offers customizable forms and quizzes that integrate with eCommerce platforms.

Use Augmented Reality (AR) Features

AR allows customers to visualize products in their own space before purchasing.

Tools to consider:

• Shopify AR makes it easy to add augmented reality features to product pages.
• Threekit creates interactive 3D and AR product experiences.

Conclusion

Generating quality leads for your eCommerce business requires a multi-faceted approach. By implementing these strategies and leveraging the right tools, you can create a consistent flow of potential customers to your online store.

Remember that lead generation is just the first step. Having systems in place to nurture these leads and convert them into customers is equally important. At Fueler, we've seen how businesses that excel at both lead generation and conversion create sustainable growth in the competitive eCommerce landscape.

Start by implementing one or two of these strategies, then measure the results and expand your efforts based on what works best for your specific business and target audience.

FAQ

What is the most cost-effective lead generation strategy for a new eCommerce business?

Content marketing combined with SEO is typically the most cost-effective long-term strategy for new eCommerce businesses. Creating helpful buying guides, product comparisons, and how-to content can attract organic traffic without significant investment. Tools like Ahrefs can help identify low-competition keywords to target initially, while platforms like WordPress make content creation accessible even on a limited budget.

How long does it take to see results from SEO efforts for an eCommerce store?

SEO is generally a medium to long-term strategy, with initial results typically appearing in 3-6 months. However, the timeline varies based on your industry competition, website authority, and content quality. To see faster results, focus first on optimizing product pages for specific, low-competition keywords and ensuring your technical SEO foundation is solid using tools like Rank Math or Yoast SEO.

Which social media platform generates the best leads for eCommerce businesses?

The most effective social platform depends on your specific product and target audience. Instagram and Pinterest generally perform well for visually appealing consumer products, while LinkedIn might be better for B2B eCommerce. Facebook often provides the best overall combination of reach and targeting capabilities for most eCommerce businesses. Use analytics tools like Hootsuite or Sprout Social to track which platform drives the highest quality leads for your specific business.

How can I improve my email lead capture conversion rate on my eCommerce site?

To improve email capture rates, focus on offering clear value in exchange for the email address (like a discount code or exclusive content), optimize the timing of your pop-ups based on user behavior, and A/B test different offers and designs. Tools like OptinMonster allow you to create exit-intent pop-ups that appear when visitors are about to leave, while Klaviyo helps segment and personalize follow-up emails based on customer behavior.

What metrics should I track to measure the success of my eCommerce lead generation efforts?

The key metrics to track include cost per lead (CPL), lead-to-customer conversion rate, customer acquisition cost (CAC), return on ad spend (ROAS), and customer lifetime value (CLV). Additionally, track source-specific metrics to understand which channels are most effective. Google Analytics provides essential tracking capabilities, while eCommerce-specific tools like Glew.io or Metrilo offer more detailed analytics focused on the customer journey from lead to repeat customer.

What is Fueler Portfolio?

Fueler is a career portfolio platform that helps companies find the best talents for their organization based on their proof of work.

You can create your portfolio on Fueler, thousands of freelancers around the world use Fueler to create their professional-looking portfolios and become financially independent. Discover inspiration for your portfolio

Sign up for free on Fueler or get in touch to learn more.