Welcome to the Rejoiner tips series! Every two weeks we’ll provide a short post outlining our recommendation for a particular aspect of abandonment. Have a question you want answered? Leave it in the comments section and we’ll address it. We might even make it part of the series!

Last time, our tip touched on first email timing. This week we’re going to cover incentives.

Should you offer abandoners an incentive & when?

Adding an incentive to your abandonment email can drastically improve both open rates and conversion rates. The trick is finding the right incentive and offering it at the right time.

A Forrester study found that about 27% of people who abandoned did so in order to comparison shop. What does this tell us? People may come back and purchase after shopping around a little so offering an incentive in the first email is probably not the best solution.

Factor in your average time to purchase and average number of visits to purchase when you are timing your abandonment emails.

Our Recommendation:

Offer an incentive in the second or third email.

mike
Author       
Mike Arsenault
Mike Arsenault is the CEO and Co-Founder of Rejoiner. He works with 350+ online retail & eCommerce companies like Hallmark, eTix, Liftopia, and Vtech Electronics to help them grow faster using lifecycle email. He once lived aboard a 36' sailboat in Boston.