How do you achieve sustained growth in an ecommerce business? Many brands start on the right note but struggle with plateaued sales after a point. This is despite the industry rapidly expanding and gearing to reach $8.09 trillion by 2028. If you want to scale your DTC brand, generic tactics won’t cut it. You need targeted, actionable ecommerce growth strategies that drive revenue and profits.Â
This guide covers proven ecommerce growth hacksto attract more customers, achieve higher conversions, and increase revenue and profitability. By the end, you’ll have a clear roadmap on how to achieve sustained growth. Let’s dive in.
eCommerce Growth MetricsÂ
Before we move to strategies, let's understand the metrics that impact your overall ecommerce growth. Read on:Â
Metrics
What It Is
How It Helps
Revenue
The total income generated from sales before deducting expenses.
Revenue reflects the overall performance of your ecommerce store and is a key indicator of growth.
Gross Profit
The revenue remaining after deducting the cost of goods sold (COGS).
It evaluates product profitability, ensuring your pricing covers costs, sustains growth, and manages expenses like marketing and overhead.
Net Profit
The remaining revenue after all expenses, including operating costs, taxes, and COGS, have been deducted.
Net profit is the ultimate measure of your business's profitability and financial health.
Customer Acquisition Cost (CAC)
The cost of acquiring a new customer through marketing and sales efforts.
Balancing CAC with Customer Lifetime Value (LTV) ensures profitability.
Customer Lifetime Value (LTV)
The total revenue a customer generates over their relationship with your business.
Higher LTV justifies higher CAC and improves overall profitability.
Average Order Value (AOV)
The average amount spent per transaction.
Increasing AOV boosts revenue without acquiring new customers.
Conversion Rate
The percentage of visitors who complete a desired action, such as making a purchase.
Higher conversion rates mean more revenue from acquired traffic.
Cart Abandonment Rate
The percentage of users who add items to their cart but don’t complete the purchase.
Reducing cart abandonment improves conversions and revenue.
Traffic Sources
Identifies where your website visitors come from, such as organic search, paid ads, or social media.
Helps prioritize the most cost-effective channels for driving traffic and conversions.
‍Top eCommerce Growth StrategiesÂ
Ecommerce growth strategies should be tailored to the specific goals of a business. Whether you’re looking to attract new customers, boost conversions, or expand into new markets, focusing on scalable and data-driven tactics is essential. This section explores proven strategies that ecommerce brands can use to achieve long-term success. We’ll cover:Â
Customer Acquisition
Boost Conversions
Expand Product Line
Cross-Border Growth
Multi-Channel Selling
Increase Average Order Value
1. Customer Acquisition: Building a Sustainable Funnel
Acquiring customers is the first step in scaling your ecommerce store. Without a robust acquisition strategy, even the best products won’t generate revenue. Here are some ecommerce growth strategies for customer acquisition:Â
a. Leverage Search Engine Optimization (SEO)Â
Search engine traffic is the main source of traffic for ecommerce stores. Many brands underestimate the impact of SEO. They resort to paid ad campaigns as a quick fix and miss out on creating a long-term organic traffic source.Â
Unlike expensive paid ads on platforms like Facebook and Instagram, SEO provides cost-effective, long-lasting value by driving consistent traffic without ongoing expenses. Invest in SEO and do the following:Â
Optimize Product Pages:
Use relevant keywords in titles, descriptions, and metadata.
Add alt tags to images to improve accessibility and searchability.
Leverage Content Marketing:
Publish blogs, how-to guides, and FAQs targeting long-tail keywords.
For example, if you sell eco-friendly products, create content around "sustainable living tips."
Technical SEO:
Ensure your site is mobile-friendly, has a fast-loading speed, and uses proper schema markup.
Read how Lectric Bike scaled their organic traffic from 210000 per monthÂ
b. Double Down on Social Media
Social media platforms like Instagram, TikTok, and Facebook are not just for brand awareness they are powerful tools for driving traffic and conversions. Combining organic content with influencer partnerships translates into an indisputable ecommerce growth strategy.Â
Why Social Media is Essential for Ecommerce
Massive Reach: Platforms like Instagram and TikTok have billions of active users, allowing you to connect with diverse demographics.
Engagement-driven: Social media fosters direct interactions between brands and customers, creating a sense of community.
Shoppable Features: Platforms like Instagram and Facebook now allow direct shopping through posts and stories, shortening the path to purchase.
How to Leverage Social Media for Growth
Content That Converts: Create a mix of educational, entertaining, and promotional content to engage your audience. Use Instagram Reels or TikTok videos to showcase products in action.
User-Generated Content (UGC): Encourage customers to share photos or videos of your products and repost their content. UGC builds authenticity and social proof.
Social Commerce: Enable shopping directly on platforms like Instagram and Facebook with features like product tags and shop pages.
Influencer Marketing: Amplify Your Brand
Partnering with influencers allows you to tap into their established audiences. Choose influencers who align with your brand values and target audience.
Micro-Influencers: Collaborate with influencers who have smaller, highly engaged followings (10,000–50,000 followers). They often deliver better ROI than mega-influencers. Example: A sustainable fashion brand partners with eco-conscious influencers to promote its products authentically.
Live Streams and Product Demos: Host live shopping events where influencers showcase your products in real-time, answer questions, and offer exclusive discounts.
Affiliate Partnerships: Offer influencers a commission on sales generated through their unique affiliate links, incentivizing them to drive conversions.
Measuring Success
Track engagement metrics like likes, comments, shares, and clicks. But mainly, track the actual conversion of traffic that comes through social media. Use UTM parameters to attribute sales directly to social media campaigns or influencer efforts.
c. Referral Programs
Referral programs are one of the most cost-effective and organic ways to acquire new customers. By incentivizing your existing customers to refer friends, you can tap into the trust and credibility of personal recommendations, which are significantly more effective than traditional advertising.
Cost Efficiency: Instead of spending on expensive ad campaigns, you pay a fraction of the cost in referral rewards.
Dual Incentives: Offering rewards to both the referrer and the new customer creates a win-win situation.
How to Create a Successful Referral Program
Choose Attractive Rewards: Offer discounts, free products, or store credits. For example, provide $10 off for both the referrer and the new customer on their next purchase.
Make It Easy: Simplify the process with shareable referral links or codes.
Promote the Program: Use email campaigns, social media, and banners on your website to inform customers about the program.
Track Performance: Use tools like ReferralCandy or Yotpo to monitor referrals, rewards, and conversions.
2. Boost Conversions: Translate Traffic into Revenue
Boosting the conversion rates on your website is the lowest-hanging fruit when it comes to ecommerce growth strategies. After spending marketing dollars to acquire customers, the only way you can translate them into a growth-impacting metric is via conversions. Â
The process is called conversion rate optimization. It involves refining your website’s UX and flow to increase the number of conversions per customer. Here’s how to go about it.
a. Homepage: First Impressions Matter
The homepage is often the first touchpoint for potential customers. It should grab attention, communicate value, and guide users deeper into your site.
Clear Navigation: Use intuitive menus with clear categories to help visitors quickly find what they’re looking for. Add a search bar with autocomplete functionality to streamline product discovery.
Strong Call-to-Action (CTA): Include prominent CTAs like “Shop Now” or “Explore Collections” to direct users to category pages.
Trust Signals: Display customer reviews, trust badges, and return policies to build confidence right away.
Highlight Popular Products: Showcase trending or bestselling items to encourage exploration.
b. Category Pages: Simplifying Product Discovery
Category pages act as the gateway to specific products. They should offer a well-organized and visually appealing experience.
Filter and Sorting Options: Include filters for size, color, price, or product features to make browsing easier. Sorting options (e.g., “Price: Low to High” or “Best Sellers”) enhance the user experience.
High-Quality Images and Descriptions: Use sharp, appealing thumbnails and brief descriptions to engage customers and encourage clicks to product pages.
Product Reviews and Ratings: Display average ratings and the number of reviews for products to build trust.
Mobile Optimization: Ensure category pages load quickly and are mobile-friendly, as mobile traffic dominates ecommerce visits.
c. Product Pages: Building Confidence to Buy
Product pages are where purchase decisions are made. Every detail should instill confidence and reduce hesitation.
Detailed Descriptions: Provide all necessary information, including dimensions, materials, usage instructions, and care details.
High-Resolution Images and Videos: Include multiple angles, zoom-in functionality, and videos demonstrating the product in use.
Urgency and Scarcity: Use messaging like “Only 3 left in stock” or countdown timers for limited-time offers to encourage faster decisions.
Clear Pricing and Discounts: Highlight discounts and promotions clearly, making it easy for customers to understand the value.
d. Checkout Process: Seamlessly Closing the Sale
The checkout process is often where potential customers abandon their carts. A streamlined, user-friendly checkout can significantly improve conversion rates.
Guest Checkout Options: Allow customers to complete their purchases without creating an account to reduce friction.
Multiple Payment Methods: Offer a variety of payment options, including credit cards, PayPal, Apple Pay, and Buy Now, Pay Later (BNPL) services.
Auto-Fill Features: Enable auto-fill for shipping and payment details to speed up the process.
Re-instill Trust: Remove all objections to conversion by generating trust in your brand. You can do this with trust badges, social proof, ratings, and reviews.Â
Cart Recovery Emails: Follow up with customers who abandon their carts, offering reminders or incentives to complete the purchase.
PRO-TIP: You can use an app like Checkout Wiz to optimize your checkout for conversions. It’s powered with a drag-and-drop editor and seamless A/B testing that lets you create high-converting checkouts in minutes.Â
e. Experiment with A/B Testing: Let Data Drive Decisions
A/B testing should be an essential part of your ecommerce growth strategy for identifying what works best for your audience. By testing variations of your site’s elements, you can make data-driven decisions to optimize conversions.
Test Headlines and CTAs: Experiment with different headlines, button colors, and call-to-action (CTA) placements. For example, try “Add to Cart” vs. “Buy Now” to see which resonates more with your customers.
Try Layout Adjustments: Assess changes in page layouts, such as where you place images or descriptions, to determine their impact on conversions.
3. Expand Your Product LineÂ
An ecommerce growth strategy you should consider is expanding your product line. Adding new products to your catalog helps you cater to a wider audience. A diverse product line not only attracts new buyers but also encourages purchases from existing customers.
Steps to Identify New Products
Analyze Customer Feedback: Monitor product reviews, support tickets, and surveys to identify unmet customer needs. Example: If multiple customers request additional sizes or accessories, these could be valuable additions to your catalog.
Study Sales Data:Use tools like Shopify Analytics or Google Analytics to determine which products or categories are performing well. Identify trends, such as high sales volume for seasonal items, and consider launching related products.
Research Industry Trends: Stay informed about market trends by analyzing competitors, attending trade shows, and following industry reports. For example, a fitness apparel store might notice a growing interest in home workout equipment and expand into resistance bands or dumbbells.
Test with Small Batches: Before fully committing to a new product, test its viability with a limited launch. Use customer feedback to refine the product before scaling.
Examples of Product Expansion
A fitness brand selling activewear introduces gym accessories like yoga mats, water bottles, and fitness trackers.
A skincare brand launches complementary products, such as serums, masks, and tools like facial rollers.
Tools for Product Expansion
Helium 10: Help identify trending products and niches.
Google Trends: Tracks search interest for potential product categories.
Expanding into new geographic markets is a significant opportunity for ecommerce growth. By entering international markets, you can tap into a larger customer base, diversify revenue streams, and establish a global presence.
Localized Strategies for Success
Translate Content: Localize your website, product descriptions, and marketing materials. For instance, translate your website into French for Canadian or European customers.
Adapt Pricing: Adjust prices to align with local purchasing power and currency . Example: A product priced at $50 in the U.S. might be listed at €45 in Europe.
Tailor Marketing: Research cultural preferences and buying habits. For instance, eco-friendly products might appeal to European consumers, while value-driven pricing could resonate in emerging markets.
Navigating Cross-Border Logistics
Efficient logistics management is critical for international success. Challenges like shipping costs, customs duties, and tax compliance can deter buyers if not handled properly.
Partner with Reliable Providers: Collaborate with shipping platforms like DHL and FedEx to ensure timely deliveries and transparent pricing.
Handle Taxes and Duties: Use tools like Shopify Markets or Avalara to manage VAT, customs declarations, and other regulatory requirements.
5. Sell on Multiple Channels
Relying solely on your website limits your potential reach. Expanding to multiple sales channels is a proven strategy for ecommerce growth. Here’s how selling you can implement this ecommerce growth strategy.Â
1. eCommerce MarketplacesÂ
Leveraging ecommerce marketplaces is a powerful strategy for growth, allowing businesses to tap into large, ready-to-buy audiences. You can expand your reach, increase visibility, and boost sales without the need for extensive marketing efforts. Some top marketplaces are:Â
‍Large Audience: Access over 120 million monthly visitors with Walmart’s trusted brand reputation.
Lower Fees: Competitive fee structure (6-20% per sale) compared to other platforms.
Efficient Logistics: Walmart Fulfillment Services (WFS) streamlines shipping with same-day and two-day delivery options.
Advertising Support: Sponsored Products and Performance Ads improve product visibility.
Category Dominance: Leverage Walmart’s leadership in groceries, home goods, and personal care.
‍
Etsy: The Marketplace for Creativity and Niche Products
Niche Audience: With 96 million active buyers, Etsy attracts shoppers seeking handmade, vintage, and unique goods.
Marketing Tools: Etsy Ads and Offsite Ads drive traffic from platforms like Google and Pinterest.
Global Reach: Operates in 190+ countries with built-in support for social media integrations.
Customizable Stores: Personalized storefronts and storytelling opportunities create a distinct brand identity.
Ideal for Artisans: Perfect for sellers focused on sustainability, creativity, and niche markets.
2. Physical Stores and Pop-UpsÂ
Transitioning into physical retail stores or pop-up locations is an effective ecommerce growth strategy. It works for established DTC brands that have sufficient capital.Â
Pop-Up Shops: A Low-Risk Introduction to Retail
Temporary and low-investment way to test physical retail.
Engages local customers, creates buzz, and gauges product interest.
Ideal for product launches and exclusive events that drive foot traffic and online sales.
Example: Glossier leveraged pop-up shops in New York and Los Angeles to create immersive experiences, increasing both loyalty and online sales.
Flagship Stores: Building Brand Presence
Permanent stores in high-traffic areas boost brand recognition.
Allows customers to experience products firsthand.
Doubles as a fulfillment center for in-store pickup of online orders, integrating offline and online sales.
Retail Partnerships: Expanding Footprint
Partnering with established retailers like Target, Macy’s, or Nordstrom increases exposure.
Access to diverse customer bases and leveraging retailer foot traffic.
Ideal for showcasing products in trusted retail environments.
Omnichannel Strategy: Bridging Online and Offline
Click-and-Collect: Let customers shop online and pick up in-store.
Exclusive In-Store Experiences: Host events to drive traffic across both channels.
Unified Experience: Ensure consistency between online and offline branding.
6. Increasing Average Order Value (AOV)
Maximizing your average order value (AOV) is a highly effective ecommerce growth strategy that boosts revenue without relying on additional traffic or new customers. You simply encourage shoppers to spend more per transaction.Â
Why AOV is Crucial
Revenue Growth Without More Traffic: A higher AOV increases revenue from your existing customer base, reducing the need for costly acquisition campaigns.
Improved Marketing ROI: By increasing the value of each order, you maximize the return on your customer acquisition investment.
Strategies to Increase AOV
Implementing targeted tactics to encourage larger purchases is key to increasing your AOV. Here are actionable ecommerce growth strategies to help you achieve this:
a. Upselling
Encourage customers to buy a higher-priced or premium version of the product they’re considering. Its an easy-to-implement strategy for ecommerce growth. Example: A specialty computer accessory store may upsell a model packed with more features compared to a basic model
Use product pages to highlight premium options with side-by-side comparisons.
Use checkout pages to recommend upsells
Offer attractive discounts on the upgrades.Â
Create a sense of urgency by timing and limiting the discount period.Â
b. Cross-Selling
Recommend complementary products that enhance the customer’s main purchase. Example: Pair a yoga mat with blocks, straps, and a carrying bag to create a complete fitness solution.
Use “Frequently Bought Together” or “You May Also Like” widgets on product and checkout pages.
Cross-sell products that are priced lower yet complimentary to the selected products. Price acceptance then becomes easier plus you don’t cannibalize the sale of the primary product.Â
c. Product BundlingÂ
Product bundling is an ecommerce growth strategy where you group related items and sell them at a discounted rate. Bundles create a perception of value while encouraging customers to spend more.
Why Bundles Work:
Customers perceive they’re getting a better deal when purchasing multiple items together.
Bundling simplifies decision-making by offering pre-selected options.
Bundling helps you move inventory as you can include slow-moving or new products.
Examples:Â
A skincare brand bundles a face wash, moisturizer, and serum into a discounted skincare kit.Â
An electronics retailer offers a camera bundle that includes a tripod, lens, and memory card.
Learn More About Bundling: Interested in this ecommerce growth strategy? Bundling is a large topic, but luckily, we are the experts in it. You can start learning about bundles with our complete guide to product bundling.Â
PRO-TIP: Easy Bundles by Skai Lama is a feature-packed bundle builder that enables you to create high-impact, visually appealing bundles. If you are new to bundling, use our highly dependable customer service to guide you through your bundle creation process.Â
d. Free Shipping Thresholds
Offering free shipping for orders above a certain value incentivizes customers to add more items to their cart, increasing the total purchase amount. It's a simple yet effective ecommerce growth strategy.Â
Why It Works:
Customers dislike paying for shipping and are willing to spend more to qualify for free delivery.
It creates a psychological nudge to “get something for nothing”.Â
Implementation:
Set a threshold slightly above your current AOV. For example, if your AOV is $40, offer free shipping on orders over $50.
Gamify the process. Display messages like “You’re only $10 away from free shipping!” in the cart or at checkout. You can do this using Checkout Wiz.Â
Example: A fashion retailer with an average AOV of $60 sets a free shipping threshold at $75. Customers often add an extra item, such as socks or accessories, to reach the threshold, boosting overall sales.
e. Subscriptions
Subscriptions encourage recurring purchases and long-term customer commitments, leading to consistent revenue streams and higher AOV. I often recommend this as an essential ecommerce growth strategy for merchants looking to lock in revenue for an upcoming period.Â
Why Subscriptions Work
Predictable Revenue: Customers commit to regular purchases, ensuring predictable revenue.
Perceived Savings: Subscriptions often combine products at a slightly discounted rate, increasing the perceived value.
Customer Loyalty: Subscribers tend to remain engaged longer, making repeat purchases easier to maintain.
Examples of Subscription Models
Auto-Replenishment: A pet food brand offers a monthly subscription that includes food, treats, and toys, ensuring customers buy in bulk at regular intervals.
Curated Boxes: A beauty brand offers monthly boxes with a mix of full-sized and trial products, encouraging customers to explore and try new items.
Premium Perks: A coffee company provides exclusive perks like early access to new roasts and free shipping for subscribers.
PRO-TIP: Use tools like Bold Subscriptions to set up seamless, customizable subscription programs. These tools can automate billing and reminders, reducing management efforts while keeping customers engaged. Further, you can create subscription bundles using an app like Easy Bundles to boost your subscription revenue.Â
Conclusion
Ecommerce growth strategies work the best when implemented as a combination of multiple strategies. From customer acquisition through SEO and social media to optimizing conversion rates with intuitive designs and streamlined checkouts, every tactic contributes to increased sales.Â
Enhancing AOV with upselling, bundling, and subscription models, along with expanding into new geographies, product lines, and marketplaces like Amazon, Walmart, and Etsy, opens up significant growth opportunities.Â
By analyzing key metrics like conversion rates and customer LTV, you can refine these strategies to align with your business goals. Growth takes consistent effort, experimentation, and a deep understanding of your customer. But with the right approach, your ecommerce business is poised to thrive in a competitive landscape.
FAQs
1) What is the fastest-growing ecommerce industry?
The fastest-growing ecommerce industry is health and wellness, including sectors like fitness equipment, supplements, and eco-friendly personal care products. The pet care and home decor industries are also rapidly expanding, driven by increasing consumer interest in self-care, sustainable living, and home improvement. In addition, online grocery shopping has seen exponential growth due to the rise of convenience-driven shopping habits and innovations like same-day delivery.
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