CART: The One Strategy for Ecommerce Success

There's one key strategy that will not only keep your ecommerce business focused, but can also double your sales. It's called CART, and by focusing on four key areas you can streamline your online efforts and drive real growth. Just 30% improvement in each area could double your revenue.

Grow your ecommerce business - CART by Ecom180

Grow your Ecommerce sales, and Profit

Ecommerce doesn’t have to be complicated. At times, it may feel like there are a hundred different things you should be doing all at once - social media ads, influencer campaigns, emails, website updates, product development. Before you know it, you’re juggling so many balls in the air that you lose track of which ones actually matter. If you’re feeling a bit directionless, there’s one simple strategy that can guide you back on track and ensure you’re growing consistently and profitably.

This strategy is built around a framework called CART. It’s a clear roadmap that helps you understand what to focus on now, what to tackle next, and what should be on your agenda every single day. The beauty of CART is its simplicity: by breaking down the essentials of ecommerce into four manageable parts - Customers, Average Order Value, Repeat Purchases, and Tracking Results - you’ll always know where to direct your efforts. Even better, increasing each element by just 30% can potentially double your revenue. That’s a good enough reason as any to follow it!

1. Increase Customers (C)

Customers are the lifeblood of any ecommerce business. But it’s not just about getting more traffic; it’s about attracting the right kind of traffic - people who are genuinely interested in what you sell. Start by focusing on one main traffic source, whether that’s Google Ads, SEO, or a particular social media platform. Get really good at this source before diversifying. Mastering one channel thoroughly will teach you valuable lessons about your audience, and once you’ve optimised it, you can branch out.

Conversion rate optimisation (CRO) should also be top of mind. Driving traffic without converting visitors into buyers is a missed opportunity. Test different headlines, product images, pricing strategies, and checkout flows to improve the rate at which browsers become customers. Over time, these small changes compound, making your acquisition efforts more cost-effective.

2. Increase Average Order Value (A)

Getting customers through the door is one thing, but encouraging them to spend more is another. If you can increase your average order value (AOV), you can increase your revenue without even getting new customers. Consider offering product bundles, upsells at checkout, or a small free shipping threshold that incentivises customers to add just one more item.

It’s crucial that these offers feel natural and valuable. Don’t just shove random products in front of customers, choose items that complement what they’re already buying. For instance, if a customer is purchasing running shoes, suggest a pair of performance socks or a moisture-wicking headband. Over time, keep track of what works and what doesn’t. Updating and refining these offers regularly ensures you’re always presenting relevant upgrades that resonate with shoppers.

3. Increase Repeat Purchases (R)

A one-time customer is great, but a repeat customer is where true long-term profitability lies. Repeat buyers typically spend more over time and require less marketing spend to bring them back. While email is still one of the most powerful tools to encourage repeat purchases, don’t limit yourself to just newsletters. Consider loyalty programmes, personalised product recommendations based on past behaviour, or special offers for returning customers.

Think about making the first purchase an event. From fast shipping times to thoughtful packaging or even a small surprise in the box, these touches make customers feel valued. If their first experience is memorable, they’ll be far more likely to return. Another technique is to create multiple reasons for them to shop again. Perhaps you run limited-time promotions, new product launches, or seasonal sales specifically for past customers that give them a reason to feel special and come back.

4. Track Results (T)

None of the above steps matter if you’re not tracking your results. Data is your map, it shows you where you are, what’s working, and what needs attention. A simple spreadsheet (Google Sheets works fine) with key metrics for C, A, and R allows you to update your figures daily. Track metrics like site visits, conversion rates, AOV, and repeat purchase rates so you can see trends over time.

The key here is to use the data. Don’t just collect numbers; analyse them. If you notice an improvement in conversion rates after a split test, can you apply that insight elsewhere? If your repeat purchases drop off after a certain time period, could a timely email or SMS campaign help bring those customers back?

Keep at it!

By embracing the CART framework, you give yourself a clear, consistent focus. The process is simple enough to follow every day: drive more of the right customers, increase the value of each transaction, encourage shoppers to return, and measure the outcomes to make informed decisions.

Remember, consistency is your friend. Growth doesn’t usually happen overnight; it’s the result of incremental improvements, day by day. Resist the temptation to chase every new shiny trend or skip steps in the process. By focusing on the four elements - Customers, Average Order Value, Repeat Purchases, and Tracking Results - you’ll ensure your ecommerce business is always moving forward in the right direction.

Ecommerce truly doesn’t have to be any more complicated than that. Stick to CART, stay disciplined, and watch your business steadily grow over time.