3 Email Campaigns That Grew Revenue By 335%
For Our Ecommerce Client (In 3 Months!)
Introduction
When it comes to ecommerce emails, some campaigns are more important than others. In our experience, the highest- earning email campaigns for ecommerce are Cart Abandonment campaigns, Welcome Email campaigns, and holiday campaigns. Even (and especially) for companies that sell high- ticket items. Which is why these are the first campaigns we focus on with new clients in order to improve their email marketing results.
In April of this year, Sixthreezero – which sells bikes, ebikes, and related accessories – hired our email marketing experts to improve their email campaigns. They had issues with their previous email marketing company, and sought us out to optimize their email marketing operation. In just a few short months, we were able to achieve impressive results, including a 335% increase in revenue from the same time period the previous year!
Read on to find out how…
CLIENT
BACKGROUND
Sixthreezero is an online ecommerce company that sells custom-fit bicycles, ebikes, and accessories.
They were looking to work with a new email marketing agency after their previous agency made multiple mistakes on their account – including segmentation errors, list management errors, and poor template designs.
What Their Goals Were And
What They Achieved
GOALS
- Assist with the conception, design, and coding of emails and email campaigns.
- Increase ebike sales.
- Create optimized Cart Abandonment and Welcome Campaigns
- Create manual email campaigns for holidays, special events, and their newsletter.
RESULTS
- An immediate 50% increase in revenue.
- Generating more revenue from their Cart Abandonment campaigns in 2 months than the previous 14 months.
- A 335% increase in revenue from the same time period the previous year.
Testimonial
Immediate increase in revenues, our return customer conversion rate increased by roughly 50%, and our open to click rates all increased. Our resources were not wasted hiring InboxArmy."
I searched through a number of forums and word of mouth on the web, and their name consistently came up. I did not find any negative reviews. They have been in business longer than any email marketing company that I can remember talking with.
Scope of work included: Rebuilding a full email system for a mid-sized website. This includes all of the standard flows recommended, email acquisition, promotional campaigns, weekly newsletters, and any marketing ideas our team could come up with.
I worked with the director and his designers to develop the emails that would connect with our target market. Inbox Army managed me, I literally had to keep up with how fast they work.
Andrew Bowman
E-Commerce B2C DirectorCart Abandonment Emails
In the two days following cart abandonment, the campaign sends 5 automated emails to shoppers. One of the key changes we made to the campaign was increasing the discount towards the end of the series.
The first email is just a reminder to complete their purchase. The second email offers a $50 discount off their purchase. In the 5th email, we increased the discount to $100.
With the changes we made to the design, content, and discount offer of this campaign, we were able to generate more revenue from their Cart Abandonment campaigns in 2 months than the previous 14 months.
Cart Abandonment Email-1
- Informs Customer That We'v e Saved Their Cart
The first email addresses customers by name and informs them that we’ve saved their cart. It suggests that they finish their purchase before the product runs out of stock.
- Customer Reviews
The email shares two 5-star reviews from satisfied customers. The reviews demonstrate social proof and that Sixthreezero customers are happy with their purchases.
- Each email promotes Sixthreezero's Facebook Pedaler's group and Ridetracker app.
In the group, customers can share their experiences with their Sixthreezero products, connect with other like-minded riders, and see how others are enjoying their products. The group also functions as a form of user-generated promotion for their products.
With the app, customers can track their riding distance, riding time, and connect with other riders.
The communal aspect of their offering has the potential to influence customers to make a purchase.
Results
(June 2021):
Open Rate: 77.15%
CTOR: 16.99%
Cart Abandonment Email-2
- Cart Expiration Reminder
The 2nd email reminds customers that their cart has been saved but warns them that it’ll expire soon. This adds urgency that can influence customers to purchase.
- $50 Discount Code
The 2nd email offers customers $50 off their purchase. Customers are more likely to finish their purchase if they can take advantage of a discount.
- Customer Reviews
The email shares two 5-star reviews from satisfied customers. The reviews demonstrate social proof and that Sixthreezero customers are happy with their purchases.
- Promotions For Their Facebook Group Ridetracker App
Each email promotes Sixthreezero’s Facebook Pedaler’s group and Ridetracker app.
Results
(June 2021):
Open Rate: 46.4%
CTOR: 31.17%
Cart Abandonment Email-3
- Sets A Coupon Time Limit
The 3rd email informs customers that their $50 coupon will expire in 12 hours. This adds urgency to the discount which can influence customers to use their discount sooner.
- Objection Handling
Sixthreezero sells expensive products. Shoppers may be hesitant to make large purchases, especially if they end up not liking the product.
So Sixthreezero reminds customers that they have 90 days to test their purchase, and can return it if they don’t like it with no questions asked.
- Customer Reviews
The email shares two 5-star reviews from satisfied customers. The reviews demonstrate social proof and that Sixthreezero customers are happy with their purchases.
- Promotions For Their Facebook Group & Ridetracker App
Each email promotes Sixthreezero’s Facebook Pedaler’s group and Ridetracker app.
Results
(June 2021):
Open Rate: 49.01%
CTOR: 20.3%
Cart Abandonment Email-4
- Sets A Coupon Time Limit
The 3rd email reminds customers again that their discount will expire soon.
- Objection Handling
Email 4 uses their return policy again to handle potential objections.
- Customer Reviews
The email shares two 5-star reviews from satisfied customers. The reviews demonstrate social proof and that Sixthreezero customers are happy with their purchases.
- Promotions For Their Facebook Group &; Ridetracker App
Each email promotes Sixthreezero’s Facebook Pedaler’s group and Ridetracker app.
Results
(June 2021):
Open Rate: 47.44%
CTOR: 21.62%
Cart Abandonment Email-5
- $100 Discount
Email 5 increases the offered discount to $100, and tells shoppers that the discount expires in 12 hours.
The increased discount offer and the urgency created by the time limit was one of the factors that led to the large, immediate increase in cart. abandonment revenue.
- Objection Handling
Email 4 uses their return policy again to handle potential objections.
- Customer Reviews
The email shares two 5-star reviews from satisfied customers. The reviews demonstrate social proof and that Sixthreezero customers are happy with their purchases.
- Promotions For Their Facebook Group & Ridetracker App
Each email promotes Sixthreezero’s Facebook Pedaler’s group and Ridetracker app.
Results
(June 2021):
Open Rate:77.15%
CTOR: 16.99%
Welcome Emails
Before working with us, Sixthreezero didn’t have any Welcome Email series. So we created a 3-part Welcome series that introduces new subscribers to Sixthreezero and all they have to offer.
The Welcome series:
- Addresses common customer objections and concerns.
- Shares a promotional code for $20 off their first bike purchase.
- Introduces new subscribers/customers to the company and their story.
- Promotes Sixthreezero’s Facebook group.
- Shares positive reviews of their bikes from customers and publications.
The purpose of the series is to build a connection with their audience, engage subscribers, and reduce friction that may prevent customers from buying their bikes and accessories.
Welcome Email-1
Results
(June 2021)::
Open Rate: 70.28%
CTOR: 18.6%
- Introduction To Company & Products
Email 1 introduces people to Sixthreezero’s product line, including regular bikes, ebikes, & accessories.
It also promotes their main value proposition: highly customizable bikes that are suited to their customers’ needs.
- Objection Handling
During our discovery process with Sixthreezero, we learned that the main concerns their customers have include:
Ease of assembly
Shipping costs
Warranties
Custom fitting
So we addressed each objection in the first Welcome Email.
- Customer Review
Again, two of the biggest concerns customers had were ease of assembly and customization.
So we included a 5-star review from a customer who describes how easy the bike was to put together and how they were able to change their order to another bike that was a better fit.
- Promotional Article
We included an article from “yahoolife” that lists one of SizThreeZero’s bikes as one of “9 cute cruiser bikes that will help you live out all your summer dreams.”
The article demonstrates that Sixthreezero’s ebikes are recognized for their quality and utility. Summer is when they earn the most revenue, and this article positions their bikes as a great summer investment.
Welcome Email-2
Results
(June 2021)::
Open Rate: 65.62%
CTOR: 10.14%
- $20 Discount
To influence new subscribers to make a purchase, we offered a $20 discount code on their first bike purchase.
- Company Story
The email shares the story about how the business owners got into the bike-selling business and why they love what they do.
It also includes a video introduction that gives a visual introduction to their products.
- Intro To Ebikes
Since one of Sixthreezero’s top goals was to sell more ebikes, we included a section introducing new subscribers to ebikes.
It includes:
Engagement: An invitation to email their customer support team with any questions about ebikes.
Education: Two articles that address common questions about ebikes (how far they can go and a comparison between ebikes and regular bikes.
Promotion: A promotion for two of their bestselling ebikes.
- Promotional Article
We included an article from “The New Jersey Monthly” that lists one of SizThreeZero’s bikes as one of “5 gifts to show you’re glad for dad.”
The article demonstrates that Sixthreezero’s ebikes are recognized for their quality and utility. It also positions their bikes as a great Father’s Day gift.
Welcome Email-3
Results
(June 2021)::
Open Rate: 60.92%
CTOR: 10.85%
- A Reminder Of The $20 Off Coupon
The email reminds customers of $20 off discount.
- Invitation To Join Their Pedalers Facebook Group
Sixthreezero has a Facebook group where:
Customers post pictures and describe their experiences with Sixthreezero’s bikes and ebikes.
Sixthreezero promotes giveaways and events to their group members.
- Promotional Article
We included an article from “The Morning Call” that lists one of SizThreeZero’s bikes as one of the “best beach cruiser bikes of 2021.” The article demonstrates that Sixthreezero’s ebikes are recognized for their quality and utility.
- Customer Review
We shared the same customer review from Welcome Email 1 that addresses common customer concerns.
Manual Emails
Holidays yielded the most sales and revenue for Sixthreezero – particularly the summer time holidays like Father’s Day and Mother’s Day. So it was important that these emails:
- Address common customer objections.
- Share their holiday discounts.
- Share positive customer reviews.
Independence Day Campaign
- 10% Off Discount
The email promotes their 10% discount sale on ebikes immediately, above the fold. As we’ve mentioned, one of Sixthreezero’s top goals was to increase ebike sales.
- Bestsellers
The email promoted two of their bestselling ebikes and invites customers to view more.
- Customer Review
The email shares the same review from the Welcome series that addresses common customer concerns. Since we were trying to promote Ebike sales, addressing objections quickly was important.
- Pedalers Club Promotion
The email promoted Sixthreezero’s Facebook Pedalers group. In the group, customers share their positive experiences with Sixthreezero products, which act as a form of user-generated content that can influence purchases.
The group also shares the communal aspect that Sixthreezero offers. The prospect of being part of a tribe is another tactic that can influence sales.
Results
(June 2021)::
Open Rate: 16.31%
CTOR: 4.66%
Results
With the changes we made to their Welcome Email series, Cart Abandonment campaign, and manual email campaigns, we were able to achieve significant and immediate results for Sixthreezero, including:
- 1
An immediate 50% increase in revenue.
- 2
Generating more revenue from their Cart Abandonment campaigns in 2 months than the previous 14 months.
- 3
A 335% increase in revenue from the same time period the previous year.
The client saw an immediate increase in revenue by 50% thanks to Inbox Army, LLC. Their
ROI was about 26 to 1. Their workflow was described as effective and efficient - the partners communicated on a daily basis via email. Overall, the client
saw no need for improvement."
Andrew Bowman, Ecommerce B2C Director at Sixthreezero
