eCommerce Performance Marketing Guide

Performance marketing drives measurable actions from your target audience and advertising partners. These actions can be making a purchase or signing up for a newsletter.

This marketing technique is focused on generating specific results. And you can measure these results in real-time.

This is different from traditional advertising. Let's say you put up a billboard in Time Square. You wouldn't be able to guess how many people saw your advertisement.

Unlike in digital advertising and performance marketing... You can see how many people you have reached on social media, email marketing, and more.

So, by focusing on tactics designed to generate specific results... You can optimize the effectiveness of your marketing efforts and see a tangible return on investment.

Because the best part? Performance marketing only allows you to pay when you achieve your goals. And conversion comes in different ways depending on your goals. We'll discuss more of it later!

To sum it up, performance marketing aims to improve your brand's overall performance.

But first... How would you know if performance marketing is for you?

Before launching a campaign, it's essential to understand how it works. This way, you can strategize accordingly.

So, let's talk about the four groups in performance marketing. These groups work together to give you the best results in your strategy. We have the...

1. Retailers/Merchants

Retailers or merchants are the advertisers, like you. You run the campaign to gain sales, increase brand awareness, etc. It depends on whatever your goal is.

2. Affiliates/Publishers

Affiliates and publishers are individuals or companies that will help promote your products or services. For example, publishers have their own digital media space to promote your brand.

And just like publishers, affiliates also have their audience and space online through websites, blogs, social media platforms, coupon sites, etc.

Affiliate marketing is part of performance marketing. You can utilize this by using influencers, websites, and more.

While we're here, you need to note that affiliate marketing differs from performance marketing. Affiliates get paid whenever a product is sold through their websites or links.

But companies who practice performance marketing only pay when the goal is achieved. This makes performance marketing cost-effective because brands can maximize marketing budgets.

3. Affiliate networks and third-party tracking platforms

Affiliate networks and third-party platforms connect you with affiliates and publishers. These are tools that retailers and publishers can use to run performance marketing campaigns.

These platforms are what publishers and retailers can use to conduct payouts, keep track of conversions, and more.

You can consider these platforms as a toolkit or resource to make your performance marketing work.

4. OPMs or Outsourced Program Managers

OPMs are your affiliate managers. They act as the "middle person" between the retailers/merchants and publishers or affiliates.

It depends if you want your OPM to be in-house or if you can hire an agency to do it for you. These OPMs will manage your performance marketing campaigns.

Now that you know the four main drivers of performance marketing and how it works... It's time to...

Before you kick off, you need to make sure you have an enticing offer and campaign in mind. Why? Because if you don't have a great offer or campaign, affiliates may not go on board with you.

So if you want to work with the best people, you need a great offer. Here are some things to consider:
 

1. Who is your target audience?

Surely, you already have your brand's target audience. You may have already created an audience persona, which you're using for your entire business strategy.

But when creating a performance marketing campaign, defining the target audience is essential. Why? Because each campaign targets different people.

For example, you want to target a new demographic in your campaign. While the other campaign is focused on retargeting.

Defining your audience helps you have a clear vision of what kind of campaign you'll produce. So, make sure you know the target audience of your campaign.

2. What are your goals?

Another way to give your campaign a clear direction is by setting goals. Doing so will help you come up with a strategic performance marketing campaign.

Here are some questions to ask yourself and your team when brainstorming:

• What are we trying to achieve for this campaign?
• How will this campaign help us in the long run?
• How can we make this campaign different from the previous ones?

You can develop goals for your performance marketing campaign by answering these questions. We'll discuss more goal-setting later!

3. How much is your budget?

You don't want to have grand ideas when you have little budget. You also wouldn't want to offer a big commission when your revenue and profit aren't that huge.

So one thing to consider is your budget. You need to gauge how much you'll spend on this campaign. Forming and expanding your ideas will be easier if you know they will be feasible with the budget.

4. Who will be the people involved?

Another thing to consider when brainstorming is who the people will be involved with.

For example, you might be thinking of hiring an OPM. That's one thing to include in your budget, and doing so will affect other aspects of the campaign.

Or, you might be thinking of working with a bunch of influencers. That will set the whole campaign in a whole new direction because it will be influencer marketing-focused.

It's crucial to consider the people you'll work with to ensure they align with your initial ideas.

5. What do the data and analytics say?

Check your analytics. See if something didn't work before, and don't include it in your next campaign.

Or, you can use your findings to optimize the next one. Let's say your potential customers didn't like your previous offer. You might need to come up with a better one.

So, once you already have some ideas, the next step is to...

Yay! You already have your campaign ideas. But now, the problem is... How will you know if your campaign will succeed? By setting goals and KPIs (Key Performance Indicators).

Your goals must be SMART.

Specific. Measurable. Achievable. Relevant. Time-bound.

You don't need to set "unrealistic" goals that aren't aligned with the state of your brand. Let's say you have 100 followers today. Don't expect you'll gain 100,000 more followers in one month.

So, make sure the goals you are setting are SMART. Wondering how? First, set broad goals that are relevant to your brand, such as:

• Generate leads
• Increase sales
• Boost social media followers

Then make them smart. Like these:

• Generate 50 leads in 2 months through influencers.
• Increase sales by 100% in 3 months through affiliates.
• Boost social media followers by 500 in 2 months.

You see, these goals are specific and time-bound. Making your goals smart will make it easier for you to track their progress.

After setting your goals, don't forget to...

Your website should be ready for the performance marketing campaign. Not just your advertising strategies!

It's essential because you'll need to have a well-functioning website to achieve the results you desire. You need to do several things to improve your website and ensure its efficiency.

So, your website should align with your campaign goals. Say you want to generate leads. You have to place the signup form strategically on your eCommerce store.

Here are some things to consider when optimizing your website...

1. Update your CTAs

Since you have set new goals for your performance marketing campaign, your CTAs or calls-to-action should work with them.

For example, your campaign goals are to increase sales. Your CTAs must have a sense of urgency if you want to convert more visitors into customers.

Remember, CTAs prompt the following actions of your customers. If you want them to signup as your lead, tell them. That's one way to achieve your campaign goals.

2. Make the checkout process easier

Your checkout page should be convenient for potential customers.

Why? Because more customers will transact with you. They might abandon their shopping carts if your checkout page is complicated to use...

So, how to build a high-converting checkout page? Here are a few ideas:

• Have a mobile-responsive checkout page
• Consider having a single checkout page
• Allow guest checkout options

Having an easy checkout process can boost your online sales and achieve your eCommerce performance marketing goals.

3. Update the web content

Another critical element to consider is updating your website's content. Check if the content is still high-quality, relevant, and engaging.

You must update the images, broken links, blog posts, product descriptions, and more. Ensure your content aligns with your target audience's interests, needs, and brand identity.

4. Make it mobile-friendly

Your website needs to be mobile-friendly. So, this is one of the things you need to check if working correctly.

This is because more people are now using their smartphones for shopping, scrolling through social media apps, and more.

And you want your website to be mobile-friendly if they come across your ads, posts, and other online content.

Additionally, it's crucial to ensure your website loads fast. A slow website is a no-no! This is so your potential customers will have a smooth experience with your website.

5. Optimize for SEO

Search engine optimization is crucial for your website. Because through SEO, you can increase the visibility of your eCommerce site.

You can optimize your website for search engines by using relevant keywords in your niche, editing the meta tags, and building backlinks from credible websites.

6. Display customer reviews strategically

Before they transact with your eCommerce website, customers need to read reviews, so they know what others say about your products. That's how important customer reviews are.

And so, it's crucial to place them strategically on your website. But before anything else, you need to collect reviews efficiently.

That's where Debutify Reviews can help you. It will manage and collect reviews for you on autopilot so that you can strengthen your social proof.

If you generate more reviews, you can display more! And you can gain more customers.

So, ensure your website is ready when implementing your eCommerce performance marketing strategies.

Because if your website doesn't perform well, it might affect the result of your campaign. And now, you can...

This is where you need to create your campaign after brainstorming, setting your budget, and all the pre-campaign tasks.

To start, these are the...

There are different ways to measure the results of your campaign. And it's also essential to learn the right payment model for your campaign.

When measuring the success of your campaigns, that also includes how you'll pay your affiliates and publishers. Let's discuss this...