Shopping cart abandonment is a huge problem that leads to lost ecommerce sales.

Shopping cart abandonment is when a potential customer begins the process of purchasing a product or service online, but then abandons it before purchasing.

Shopping cart abandonment can reach 80 percent. In a Barilliance study, shopping cart abandonment rates were 77.24% in 2016 and 78.65% in 2017. That’s more than three-quarters of consumers landing in the shopping cart. The rate exceeds 80 percent among mobile users.

There are many reasons why consumers abandon shopping carts. Unexpected shipping costs, long and confusing process, too many clicks and pages, plus errors and website crashes.

However, all is not lost if you have a sell-down campaign. In fact, a downsell campaign with good sales offers can help you recover this lost revenue and get the consumer to buy again.

A downsell campaign occurs after a potential customer abandons a shopping cart or order page. This is a series of emails, each linking to a different landing page with a new offer. This new offering satisfies customer needs and wants while reducing perceived risk. In some cases, it reduces the price of a product or service.

While you can have down-sell offers for all types of contacts, it’s better to use them to turn a lead into a new customer than an established customer. That’s because some clients will take advantage of your strategy, causing you to lose profits.

Here are 9 downsell campaign sales offers you can present to consumers who abandon their shopping cart.

Downsell Campaign Strategy #1: Free Trial Offer

A free trial sale offer offers a lower perceived purchase risk. Allows the customer to experience the benefits of the product or service. Then, when the trial period ends, it charges your credit card if you haven’t canceled previously. The two downsides are NOT getting paid up front and the potential loss of sales if the customer cancels. At least you have them back to try.

Downsell Campaign Strategy #2: Offer the Same Product at the Same Price and Add a Bonus

Adding a bonus to your offer increases the value of the offer. The customer may feel that he is getting more from you, so his perceived value is higher. The thing is, you can get creative with the types of bonuses you offer. It may involve a complementary product or service, a consultation, an educational product, or an event.

Downsell Campaign Strategy #3: Offer the Same Product or Service in Less Quantity

By offering the same product in a smaller quantity, such as size, the customer wins by getting what they want for less cost. You win by winning a customer and reducing the amount you give for a lower price, so you can make a profit. This strategy allows you to develop a loyal customer instead of losing them entirely.

Downsell Campaign Strategy #4: Coupon for the Next Sale

Offer a coupon for their NEXT purchase if they shop now. For example, if you have an eBook that you sell for $30, offer the contact 10% off their next purchase of any product if they buy the $30 eBook now. You take little risk because you get full price for the first sale of the product.

Downsell Campaign Strategy #5: Offer the Same Product for Less at Redemption

You could offer the same product at a lower cost. But with a twist that they must accept his offer now or it expires. The customer wins by getting a better deal. You win with a new client. You will make a profit by selling to the customer in the future.

Downsell Campaign Strategy #6: Offer the Same Product at a Discount Plus a Bonus

Here you give them two things that they didn’t have before. First, they get a discount on the same product. In addition, they receive a free gift. The client gets a double profit. Greater value at a lower price. You win by getting a happy customer who will buy from you again. If your sales offer is a digital product bonus, then there is no additional out-of-pocket cost after the first creative fee.

Downsell Campaign Strategy #7: Offer a Different Product or Service in a Less Quantity

You could have an offer to sell a different but less expensive product that can satisfy the customer. The customer wins by getting a product at a lower cost. You win by getting the customer.

Downsell Campaign Strategy #8: FREE Shipping

FREE shipping is a cost savings for the customer if you sell a physical product. Shipping cost is an expense that can offset your tax liability. The advantage is that you get a customer with potential for future sales and repeat orders. Shipping costs are among the top reasons for abandoned shopping carts. A sale offer with FREE shipping can make the customer buy.

Downsell Campaign Strategy #9: Double the Offer Plus a Bonus

This strategy appeals to customers who want a higher value, rather than a lower price. Not all prospects walk away from an opening offer because the price is higher than they want to spend. Some prospects have money, but want more value. Doubling what you sell, or increasing the quantity, can increase the customer’s perceived value. When you add a bonus on top, they see that they get more than what you offered the first time.

In short, an abandoned shopping cart is very common in e-commerce. But you can win back some of these lost sales with a compelling sales offer that makes these contacts buy again.