Putting an End to Audience Degradation: Retain Shoppers at Every Stage of the Funnel with the Power of Analytics

October 04, 2023
eCommerce Funnel

In the dynamic world of eCommerce, one of the biggest challenges businesses face is retaining shoppers at every stage of the sales funnel. It’s a scenario we’re all too familiar with – customers show initial interest, but as they progress through the funnel, a significant number drops off. This phenomenon, known as audience degradation, not only leads to missed revenue but also strains marketing resources.

Before we dive deep into the solution, let’s get a clearer picture of the eCommerce funnel. It consists of these stages: Awareness, Interest, Consideration, Conversion, and Loyalty. At each stage, there are unique challenges in retaining shoppers.

The good news? Digital Shelf Analytics holds the key to understanding, anticipating, and countering these challenges.

Product data

Share of Search/Shelf: Addressing Awareness

At the top of the funnel is the Awareness stage. This is where potential customers become aware of your brand or products. Share of Search and Share of Shelf Report can be a game-changer here. They help measure your brand’s visibility in search results compared to competitors, ensure you are aware how discoverable your product is, and provide insights on how to attract more traffic to your sites. By tracking Share of Search/Shelf, you can assess how well your brand is recognized.

For example, if you notice a drop in your rankings, it could indicate that consumers are becoming less aware of your brand. But, since you are already armed with timely data-driven feedback, you can adjust your marketing strategies to regain visibility and keep potential customers engaged from the start.

Share of Search

Content Health: Engaging Interest and Consideration

Moving down the funnel, we encounter the Interest and Consideration stages. These stages are all about encouraging potential buyers to stay on the page while providing valuable information. Content Health can help here, it assesses the quality and relevance of your content.

By analyzing Content Health data, you can identify areas where your content may be falling short. Maybe certain product descriptions need improvement, or you could add more variety to level up the visual content. With this information, you can optimize your content strategy to better engage shoppers and guide them through the funnel.

Content Health

Out-of-Stock and Pricing Report: Navigating Conversion

Conversion, the critical stage where shoppers become buyers, can be tricky. Many factors influence conversion, but two significant ones are stock status and pricing. This is where Out of Stock Report and Pricing Report come into play.

These Analytics tools provide real-time information on the availability or your products and pricing trends. For instance, if a customer sees “low stock”, “out of stock” or find a seller with more competitive pricing they may abandon their cart.

Out-of-Stock Report can help you stay on top of that by providing insights into inventory trends across multiple sellers. It gives a comprehensive view of the products in your product list (or your competitors’) and their in-stock and out-of-stock status. With this report, you can easily track the availability of products and ensure they are not losing potential sales due to stock shortages.


Pricing Report, on the other hand, helps you identify the optimal price points for your products and adjust the pricing strategy accordingly. By providing valuable insights into changes in product pricing across different retailer sites, Pricing Report allows you to gain a deeper understanding of customers and how they react to price changes and fluctuations, so you can target customers with more precise pricing.


Rating and Reviews: Building Loyalty

The final stage of the eCommerce funnel is Loyalty. Once a customer converts, your goal is to keep them coming back. Ratings and Reviews Report can play a pivotal role in this stage.

Customers trust peer reviews, and Analytics can help you track and analyze the sentiment and trends within your customer reviews so you can adjust and adapt proactively. Positive reviews can be leveraged to build trust and encourage repeat purchases, while negative reviews can provide insights into areas for improvement.


Integration and Synergy

While each of these Analytics tools can be powerful on its own, they truly shine when integrated and used synergistically. For example, insights from Share of Shelf may inform your Content Health strategy, which in turn can impact your stock status and pricing decisions. The holistic approach of Digital Shelf Analytics ensures that you’re addressing audience degradation comprehensively.

Integration and Synergy

In conclusion, audience degradation is a challenge faced by eCommerce participants at every stage of the funnel. However, with the power of Analytics, you can turn the tide. By understanding customer behavior, optimizing content, monitoring stock and pricing, and leveraging reviews, you can retain shoppers and drive sustainable growth.

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