home Customer Experience, Digital Five successful CX strategies for e-commerce growth

Five successful CX strategies for e-commerce growth

In the digital realm, where physical interactions are limited, CX becomes the primary differentiator between brands.  It encompasses everything a customer feels and experiences, from their first encounter with a brand to their post-purchase interactions. The quality of the customer’s experience can make or break an e-commerce brand.

Nicholas Kontopoulos, Vice President of Marketing APJ, Twilio

A customer’s journey with your brand starts the moment a customer stumbles upon your store, extends through their first purchase, and doesn’t end even when they need help or want to return something. Nicholas Kontopoulos, Vice President of Marketing APJ, Twilio, comments,The convergence of e-commerce and customer experience will continue to shape the way consumers navigate and interact with retailers. The retail paradigm is no longer a transaction-based approach. It’s now shifting towards crafting memorable and immersive journeys that resonate with the modern consumer’s evolving expectations”. 

E-commerce isn’t just about websites anymore. It’s people shopping from their phone, or interacting on social media, or any digital interaction with your brand on any internet-connected device. Kontopoulos highlights, “Whether customers are browsing on a website, a mobile app, or in a physical store, brands will focus on delivering smooth transitions across channels and providing a cohesive journey for consumers. This includes incorporating augmented reality (AR) and virtual reality (VR) to create immersive and interactive experiences that allow consumers to try products virtually before purchase”.

For the successful growth of your business, you need to ensure a seamless, consistent ride across all these touchpoints. “Boundaries between online and offline shopping will continue to blur in 2024. Brands will prioritise creating seamless, omnichannel shopping experiences that remain consistent across all platforms”, says Kontopoulos.

Why CX matters in e-commerce

A positive CX fosters customer loyalty, drives repeat business and ultimately leads to increased revenue. This is particularly relevant at a time when Australian consumers are very sensitive to cost of living pressures and are using greater discretion for their purchases. Combined with the preference for consumers to shop online versus in-store, according to research from Power Retail, there is a growing demand for online retailers to provide exceptional customer experiences.

Rosalea Catterson, Editor of Power Retail

Rosalea Catterson, Editor of Power Retail, comments, “In such a competitive e-commerce landscape, customers make decisions about who to shop with based on a variety of factors that aren’t always in your control, but the shopping experience must be easy to navigate and frictionless. Having a smooth experience right through to the last mile is key for your brand image and driving customer loyalty which is especially important as customers face cost of living issues and are forced to reconsider where they are spending.”

Strategies for Enhancing Online Shopping Experiences

  1. Personalised journeys:

Today’s customers crave personalised experiences. Implementing AI-powered recommendation engines, utilising customer data to personalise product offerings and promotions, and tailoring communication based on individual preferences can foster a sense of connection and relevance. Kontopoulos predicts, “AI algorithms are set to elevate the experience based on consumers’ individual preferences and behaviours across each stage of the customer journey, from personalised marketing messages, customised post-purchase support, to tailored product recommendations and more”.

Personalisation isn’t magic, it’s data-driven science. By analysing past purchases, browsing behaviour, and even demographics, brands can build a rich profile of each customer. This profile becomes the compass, guiding the journey towards relevant recommendations, targeted promotions, and content that resonates. Catterson highlights, “The deeper our understanding of a customer’s shopping behaviour, the more effectively we can personalise their shopping experience and recommend products that align with their interests”.

  • Seamless navigation and search:

Frictionless navigation and a robust search function are crucial for online shoppers. Investing in user-friendly interfaces, ensuring intuitive product categorisation, and implementing a robust search engine with relevant filters can significantly improve

the customer’s journey.

According to Michael Keenan from Shopify, “The easier people can find items, or naturally discover them, the more you’ll sell. In fact, intuitive site navigation can positively impact conversion rates by 18.5%. It can also reduce your bounce rate, which improves your search engine optimisation (SEO) efforts and helps your page rank higher”.

Providing detailed product descriptions, high-quality images and videos, and robust customer reviews empower customers to make informed decisions. This transparency builds trust and confidence, reducing the risk of returns and abandoned carts.

  • Streamlined Checkout Process:

A smooth and efficient checkout process is essential for converting browsers into buyers. Offering multiple payment options, ensuring secure transactions, and displaying clear shipping information can significantly improve the checkout experience.

Catterson recommends, “Simplifying the checkout process and ensuring it’s user-friendly is essential in preventing cart abandonment. Providing customers with multiple delivery and payment options while being transparent about payment costs and delivery fees is crucial. Springing additional costs at the last minute can be deceptive and leave a negative impression with customers. Offering both guest checkout and the option to save personal information provides flexibility and expedites the process”.

Today’s customers seek a checkout process that is both swift and secure, especially in light of heightened concerns about cybersecurity due to recent breaches. Integrating security measures, such as two-factor authentication, is not only simple but also reassures customers that their card information remains protected.

  • Responsive and omnichannel support:

Providing responsive and accessible customer support across multiple channels is crucial for addressing customer inquiries and resolving issues promptly. This could include live chat, email support, phone support, and even social media engagement. “Never underestimate the significance of engaging with your customers through in-person conversations, phone calls, chatbots, or periodic surveys. The more feedback you gather from your customers, and the more attentively you listen, the better equipped you’ll be to personalise your approach, fix customers pain points, ultimately resulting in higher conversion rates”, advises Catterson.

Aim to respond to customer inquiries as quickly as possible. Ideally, you should respond within 24 hours, but if you can do it faster, even better. Use the customer’s name and personalise your communication to make them feel like they’re more than just a number. When customers have a positive experience with your customer support, they’re more likely to trust your brand and be loyal to you.

  • Data-Driven decision making:

Leveraging data analytics to understand customer behaviour, preferences, and pain points can guide informed CX strategies. By tracking customer interactions and analysing user data, businesses can personalise the customer journey and identify areas for improvement.

Catterson says, “As we are all aware, data, analytics, and customer insights are incredibly valuable in today’s business landscape. The depth of your knowledge about your customers, their interactions with your website or product, and their pain points is akin to a precious resource. This wealth of information is instrumental in crafting an exceptional customer experience”.

Making customer experience a priority

One company that has been extremely successful in making customer experience a priority is Australian women’s clothing retailer Birdnest. Catterson comments “Birdnest won Power Retail’s award for top customer experience. Its average website star rating from customers for FY22 was 4.93 out of 5 from 7,487 reviews, and the 2022 Voice of Customer Survey results from 10,000 subscribers revealed that 98.5 percent rated customer service helpful to extremely helpful”.

“Birdnest have used virtual assistants, developed with AI and customer data, to really build out their  online experience and personalised product recommendations. Combined with genuine and receptive customer service and their commitment to understanding their customers, has fostered a level of loyalty that keeps customers coming back.”

Another company that is succeeding is Adore Beauty. “In our research for the Customer Experience Index, we found that Adore Beauty is nailing almost all categories we analysed. Its home page is easy to navigate and clearly displays its product range and support services. Very importantly, the search function works great and auto-complete is enabled, and the layout translates to mobile perfectly. These are just some of the features that Adore Beauty have focused on and optimised, which may seem like small details but add up to an appealing site that brings customers back”. 

Birdnest and Adore Beauty realise that in today’s competitive e-commerce landscape, prioritising customer experience is no longer optional; it’s imperative. By implementing effective CX strategies, e-commerce businesses can unlock significant opportunities for growth and establish themselves as trusted partners in the eyes of their customers. By focusing on personalisation, seamless navigation, rich product information, a streamlined checkout process, responsive support, community building, data-driven decision making, and continuous improvement, businesses can create a frictionless and positive online shopping experience that drives customer satisfaction, loyalty, and long-term success.

Mark Atterby

Mark Atterby has 18 years media, publishing and content marketing experience.