E-commerce sites everywhere know how tough it is to persuade individuals to complete the final steps of the purchasing process. Abandoned shopping carts, consumers’ distrust of merchandise they can’t touch, and other issues get in the way of selling goods online.
Well, ICE.com, an online jewelry retailer, recently took a new approach to guiding customers toward a purchase. And in doing so, the company saw conversions increase more than 500 percent.
Purchasing made easy
ICE.com has been conducting email marketing campaigns for some time now. It has built up a database of more than 700,000 names, largely through sweepstakes campaigns, and the company sends out thousands of email messages to its database each month.
But back in February, it tried something new. Working with Cybuy, a company that offers digital marketing products, and CheetahMail, an email marketing company, ICE.com created a special commerce-enabled email message.
The HTML message featured two products: sapphire-and-diamond earrings in white gold and a charm bracelet in sterling silver. Recipients were presented with incentives such as a discount and free shipping; the message also included links back to the ICE.com Website and explained how to unsubscribe from the database.