Do you struggle with visitors leaving your site, even after they’ve found a product they like and added it to their cart? Do your eCommerce visitors come from a variety of different countries? It might be that unknown international shipping times are scaring them off. In this case study, we’ll share how Skates.co.uk recovered 10% of abandoning visitors, adding £2000 a day in sales, by tackling the issue head-on using OptinMonster.

Meet Skates.co.uk

Skates.co.uk is a family-owned company based in England. They launched the store for enthusiastic skaters from around the world, providing skates and equipment to suit any need.

Skates.co.uk knew that 70% of website visitors leave without taking any action. More importantly, they knew that as many as 63% of visitors to a store will add an item to the cart, but then leave it there without purchasing.

Skates.co.uk made it a priority to convince these abandoning visitors to stay and complete their purchase.

They focused first on recovering abandoning cart visitors. Since much of their traffic comes on mobile devices, they did it using a mobile-specific optin. This optin appears only on mobile devices when the visitor is on the /cart or /checkout pages.

It only appears after the visitor has been inactive for more than 25 seconds using our inactivity sensor. Inactivity like this is a sign the visitor is losing interest and may soon leave your site altogether.

This optin converts around 6.29% of visitors.

Skates.co.uk shows a similar optin to those who are NOT on the /cart or /checkout pages, using the same inactivity trigger. That optin converted 10.97% of visitors.

Confident that they had stopped the leaking from abandoning buyers by offering inactive mobile visitors an incentive to stay, they moved on to addressing the barriers that might keep their international audience from purchasing in the first place.

Skates.co.uk created optins assuring visitors that fast shipping from England to their home country was available.

They first identified the countries which referred the most traffic to their site. Then, they targeted readers from those countries using our geotargeting add-on.

For example, this lightbox popup is targeted to display only to readers from France:

The display rule targeting this optin only to readers from France looks like this:

The same offer was made to each country using a mobile-specific optin, and a lightbox optin shown only on desktop. Both types of optins were configured to appear after the visitor was on the site for at least five seconds. Each optin showed the average shipping time for each country and a coupon code for 5% off.

These optins convert differently based on the country targeted. This is expected since mobile-usage varied from country to country, but the differences between countries are dramatic even still:

In some countries, the mobile conversion rates were as high as 39%!

Shipping can be a major barrier for eCommerce buyers. Resolving that issue immediately allowed visitors to browse more freely, without concerns about long shipping delays. In fact, Skates.co.uk even saw their bounce rates decrease after adding these optins.

Results

Skates.co.uk increased conversions by recovering abandoning visitors and addressing customer’s fears head-on.

• Skates.co.uk converted 10.97% of abandoning visitors.
• Skates.co.uk converted 6.29% of abandoned carts.
• Skates.co.uk converted as many as 39% of geo-targeted visitors.
• Skates.co.uk added £2000 a day during the holiday season as a result.

Summary

For stores serving an international audience, geotargeting can help recover hundreds of visitors. Make your offers as specific as possible, including the language and copy used in your optins with our geotargeting add-on.

OptinMonster played an important part in increasing our sales by £2000 a day through the Christmas period. The templates, such as for Black Friday, really helped us always have a catchy banner ready to go at a moments notice.
David Tuttlebee, skates.co.uk