Five ways to innovate your ecommerce sales funnel

30-second summary:

  • Pandemic-driven lockdowns have driven a lot of businesses online, pushing the competition and increasing demand for more conversion optimization solutions
  • One of the most effective ways to increase your sales is to revamp your cross-selling tactics
  • To get more people down the sales funnel, consider off-site activities, such as when your customer interrupts their buying process and how to return them to your site.
  • Use semantic research of your target search query to better understand (and meet) your customer journey.
  • Finally, keep analyzing your site’s sales funnel using Google Analytics

As more and more small businesses go through digital transformation, there’s an emerging demand for new ways to attract and engage customers.

As online shopping is becoming a norm, the competition and customers’ expectations are quickly growing.

How to create a more effective ecommerce sales funnel? Here are a few fresh ideas:

1. Revamp your product recommendations

Cross-selling (showing related products on all sales funnel stages) is one of the most important – yet often neglected – components.

Did you know cross-selling accounts for over a third of Amazon’s revenue? Based on the public company’s data, 35 percent of what people buy on Amazon comes from product recommendations based on AI-driven algorithms.

No wonder Amazon uses cross-selling all over the site – from product pages…


All of these cross-selling blocks are included on a single product page.

…to checkout pages using different methods to match a customer to better products:

Cross-selling comes in many forms, including:

  • Personalized upsells usually appear on product pages to urge customers to buy something they didn’t initially intend. These can be driven by the customer’s prior buying habits or the buying habits of other customers who have purchased the current product
  • Product bumps: Showing matching products right on the checkout page
  • Email-driven upsells: Automated emails are sent immediately after you pay to buy more to add to the same delivery.

While cross-selling is a great way to increase your average order value, it’s getting harder and harder to convince customers to fall for it. To innovate your cross-selling strategy, you may try to:

  • Personalize your product recommendations
  • Try new formats (for example, testimonials, Instagram carousels, and stories)

Dialogue AI is an ecommerce solution that implements both of the above by showing product recommendations based on individual browsing data and turning them into captivating stories.

Dialogue combines cross-selling with AI-powered personalization and story-telling. It is also a fully-scaled solution that requires minimum work. The platform keeps you informed on key marketing metrics through a handy dashboard:

2. Make your customer support part of the sales funnel

The ideal buyer’s journey looks like this: They land on a product page, add it to a shopping cart, submit their payment details, and wait for the product to arrive.

It doesn’t always look like that. Customers’ journeys are often interrupted. In many cases, they are interrupted by customers who get distracted or come up with questions they need answers to before completing the purchase.

No matter how well you set up your knowledge base, many will still want to contact your customer support team before buying. This is where lots of buying journeys may be interrupted unless you set things up correctly.

Set up email follow-ups.

Any customer interactions should be recorded, and there always needs to be personalized follow-up based on the customer’s action (i.e., whether they ended up completing the purchase or not).

Depending on your current CMS platform, you may already have access to email automation, allowing personalized follow-ups.

Brand your customer support team’s emails.

This is something that is missing in the screenshot above. Personalizing and branding your email follow-ups is crucial to gradually growing brand recognizability and generate repeat sales.

Remember – Your emails mean to bring your customer back to your site. It must revive the interrupted buying journey, so links to your site are essential. At the bare minimum, add a clickable logo and a detailed email signature prompting your customer to take action.

3. Mind your brand-driven search query

What is it that tends to interrupt your buyers’ journey? If it’s not reaching out to your customer support, it is usually:

  • Checking your product reviews
  • Looking for your coupon codes or special deals

To better understand your customers’ journeys outside your site, research your branded keywords (i.e., those containing your or your product name). Google Suggest is an excellent place to start:

These are all as-you-type search suggestions that may impact your customers’ journey. Ensure your pages and off-site assets rank #1 for all these.

Do you have a landing page (or landing pages) that would do a good job getting people to continue their journey on your site? Or do you rely on third-party sites to do that? Start viewing all of these queries as part of your sales funnel.

The latter is not the wisest decision.

Remember that these queries are often used in the middle of the funnel (before your customer completes their purchase), which should also be reflected in the copy.

3. Create search intent-driven copy

Whether your landing (i.e., product) page relies on organic traffic or not, using search intent to drive your copy creation is a good idea. Semantic-analysis-driven search intent analysis is the only method we have to predict customers’ expectations before analyzing the actual user on-site behavior.

The semantic analysis will help you understand your customers’ journeys better:

  • What may they be looking for, and where may their research take them?
  • Which products may they also be interested in?
  • How to catch their attention better?

All of these questions can be answered by semantic research. Text Optimizer is the most accessible tool to use here: It will grab Google’s search snippets returned for your target search query and produce underlying concepts that will help you create a better-targeted copy or copies:

It is also an excellent way to rank your pages higher in Google, but that is beyond the scope of this article…

To this end, don’t forget Google’s most recent recommendations for providing better information for shoppers.

5. Analyze your sales funnel

Finally, monitoring your sales funnel is a must. While conversion monitoring is not usually included in SEO metrics, most SEO analytics platforms can provide sales conduct analysis. As such, Google Analytics provides comprehensive conversion tracking, including sales funnel visualization.

  • To start, use this guide to set up conversion tracking in your Google Analytics
  • Then, proceed to Conversions -> Goals -> Funnel Visualizations to analyze your sales funnel:

Source: Screenshot from Google Analytics, March 2021

Google Analytics will show where your customers are heading instead of completing their buying journeys.

Don’t forget the basics!

Fundamentally, it all comes to providing a user experience that customers want to return to. That being said, the more happy customers, the better! So while working on your sales funnel, don’t overlook the basics: Keep an eye on your customers’ feedback, monitor your brand mentions, and always strive to optimize a better customer experience.


Innovation is an integral part of digital marketing. Global lockdowns have changed shopping behaviors dramatically and increased demand for digital transformation and innovation. Hopefully, the five steps above will help you make your ecommerce sales funnel more effective. Ann Smarty is the Brand and Community manager at She can be found on Twitter @seosmarty.

Tyson Houlding
I’m a lifestyle blogger with a passion for writing, photography, and exploring new places. I started this blog when I was 18 years old to share what I was learning about the world with family and friends. I’ve since grown into a freelance writer, blogger, and photographer with a growing audience. I hope you find inspiration and motivation while reading through my work!