Crush It with SMS Marketing: A Comprehensive Guide for Ecommerce

We’ve raked in over $10 million through email and SMS for our 7 and 8-figure DTC ecom clients. In this article, I’m laying it all out—everything you need to pull in hundreds of thousands for your brand with SMS marketing.

Why SMS?

Cost-Effectiveness

SMS marketing is the king of cost-effective channels. Forget about burning cash on traditional ads. SMS gives you a direct line to your customers at a fraction of the cost. Emails that never get opened? Social media ads that just sit there? With SMS, you’re in your customers’ pockets instantly and affordably.

Think about it: the average cost per SMS is peanuts compared to other digital marketing avenues, yet the punch it packs is massive. For small and medium-sized businesses, this is a total game-changer. Compete with the big dogs without needing a fat budget.

High Open Rates and ROI

The numbers don’t lie. SMS boasts an open rate around 98%—blowing email’s 20-30% out of the water. Nearly every message you send gets seen. And the engagement? Through the roof. Click-through rates can hit 45%, versus email’s sad 2.5%.

What does this mean for your ROI? SMS marketing is a money-making machine. Our clients have seen ROIs over 500% from killer SMS campaigns. This isn’t some pie-in-the-sky dream—these are real results. If you’re not tapping into SMS marketing, you’re leaving serious money on the table.

When to Use SMS Marketing

Sure, you’ve got to walk the line between being a helpful brand and an annoying spammer. But when done right, SMS is a powerhouse in many scenarios.

Flash Sales

Picture this—you’re running a 24-hour sale. Drop an SMS at the right moment and boom, instant urgency. You’ll drive traffic to your site faster than a Black Friday stampede.

Cart Abandonment

Customers leave stuff in their carts all the time. A well-timed SMS can nudge them to complete their purchase, turning potential losses into recovered sales.

New Arrivals

Got new products? Let your loyal customers be the first to know. This creates buzz and drives those early, critical sales.

Order Confirmations and Shipping Updates

Keep your customers in the loop about their orders. It’s not just about the sale; it’s about enhancing their overall experience and building trust. A happy, informed customer is a returning customer.

Real-World Examples and Results

Let’s get into some real-world examples to show you just how powerful SMS marketing can be:

Sales Campaign

One of our health & wellness clients ran a $5 Tincture Sale. We kicked it off with a message to a small, highly engaged segment of our list. Result? A 14% click-through rate and over $33,000 in sales. A week later, we hit that same list again and squeezed out another $21,000 before the sale ended. That’s the kind of ROI we’re talking about.

Cart Abandonment

Let’s look at another client and their abandoned cart message. I’m pulling data from January here, a time when sales typically lag post-holidays. With just one message, we saw a conversion rate of over 54%, recovering more than $13,000 in what could have been lost revenue. That’s how you turn potential losses into solid gains.

Seasonal Promotions

In the ecom world, Black Friday through Cyber Monday can make or break your year. Last year, we sent a VIP early access message resulting in over $82,000 in sales from 562 customers. Our average order value skyrocketed from $50 to $150. Non-VIP? Over $80,000 from 989 customers, with a 47% increase in average order value. That’s the power of strategic SMS marketing during peak seasons.

These examples show the versatility and effectiveness of SMS marketing across different scenarios. Whether it’s a flash sale, cart recovery, or seasonal promo, SMS delivers.

Legalities

Alright, let’s get real about SMS marketing—it’s a goldmine, but you’ve gotta play by the rules. Here’s the lowdown:

TCPA Compliance

In the U.S., the Telephone Consumer Protection Act (TCPA) says you need explicit consent from customers before hitting them up with SMS messages. No shortcuts, no gray areas—get that clear, upfront agreement. Tell them exactly what they’re signing up for and make sure they’re on board.

Opt-In and Opt-Out Mechanisms

Your opt-in process needs to be crystal clear and easy. Customers should know what’s coming their way in terms of message frequency and content. And if they want out, make it simple. A quick and painless opt-out option shows you respect their choice.

Data Privacy

Don’t mess around with customer data. Respect privacy laws like GDPR in Europe. Handle that data like it’s top secret—use it only for what customers agreed to. Protect it, respect it, and show your customers you’re serious about their privacy.

Sticking to these legal requirements isn’t just about avoiding fines—it’s about building trust. When customers see you respect their privacy and preferences, they’ll trust you more.

Getting Started with SMS Marketing

Realistic Timeline and Goals

Alright, let’s get you into beast mode with SMS marketing. Here’s the playbook to crush it in the first 30, 60, 90, and 180 days.

First 30 Days: Laying the Foundation

Objective: Build your SMS list and fire off your first campaign.

• Set up your SMS marketing platform (Klaviyo, Attentive—pick your poison).
• Slap opt-in forms all over your website, checkout process, and social media.
• Craft a badass welcome message for new subscribers.
• Launch your first SMS campaign with an offer they can’t refuse.

Goals:

• Grow your list by 5-10% of your email subscribers.
• Send at least one SMS campaign.
• Track the essentials: opt-in rate, click-through rate, and initial conversion rate.

60 Days: Building Engagement

Objective: Boost engagement and start raking in the returns.

• Segment your SMS list based on who’s engaging and who’s buying.
• Fire off targeted campaigns—flash sales, exclusive offers, the works.
• Set up cart abandonment messages to reel those lost sales back in.
• Keep growing that list with website pop-ups and social media promos.

Goals:

• Jack up those engagement rates (open and click-through rates).
• Recover 5-10% of abandoned carts.
• Start seeing some serious ROI from your campaigns.

90 Days: Optimizing and Expanding

Objective: Fine-tune your campaigns and broaden your reach.

• A/B test everything—messages, send times, offers, you name it.
• Sharpen your segmentation based on purchase history and preferences.
• Roll out automated workflows for birthdays, anniversaries, re-engagement, the whole nine yards.
• Cross-promote with other channels like email and social media.

Goals:

• Supercharge your campaign effectiveness through relentless testing and tweaking.
• Boost your conversion rates and overall sales from SMS.
• Cultivate a more engaged, finely-tuned list.

180 Days: Scaling and Mastery

Objective: Scale your SMS efforts and dominate with advanced strategies.

• Expand those automated workflows and get personal.
• Launch massive campaigns—holiday promos, product drops, go big or go home.
• Integrate SMS seamlessly into your entire marketing strategy.
• Regularly review and adjust based on what’s working and what’s not.

Goals:

• Pull in consistent, substantial revenue from SMS marketing.
• Keep those engagement rates high with a killer segmented list.
• Make SMS a core part of your marketing powerhouse.

Stick to this game plan, and you’ll turn your SMS marketing into a revenue juggernaut for your ecommerce business. Let’s go make some money.

Software to Use

Alright, you’re ready to crush it with SMS marketing, but you need the right tools. Let’s dive into two top-notch platforms: Klaviyo and Attentive. Plus, I’ll walk you through the setup process and key SMS components you need on the backend.

Recommended Software

Klaviyo and Attentive are our go-to platforms because they seamlessly integrate email and SMS. This integration gives you better data, a smoother customer experience, and saves you money by filtering sends based on interactions with each channel.

Setting Up SMS Marketing

Step-by-Step Setup with Klaviyo

1. Sign Up and Integrate:
• Sign up for a Klaviyo account.
• Integrate Klaviyo with your ecommerce platform (Shopify, WooCommerce, etc.) to sync customer data.
2. Collect SMS Subscribers:
• Create opt-in forms and pop-ups on your website.
• Add an SMS opt-in option during the checkout process.
• Promote SMS sign-ups through email campaigns and social media channels.
3. Build Your First Campaign:
• Navigate to the SMS section in Klaviyo.
• Create a new campaign and craft your message—keep it short, engaging, and include a clear call-to-action (CTA).
• Segment your audience based on their preferences and behaviors.
4. Set Up Automation:
• Go to the Flows section and create automated workflows.
• Examples of workflows: welcome series, cart abandonment, and post-purchase follow-ups.
5. Personalize and Test:
• Use dynamic tags to personalize messages with the recipient’s name and other relevant info.
• A/B test different messages and send times to optimize performance.
6. Monitor and Optimize:
• Use Klaviyo’s analytics dashboard to track open rates, click-through rates, and conversions.
• Adjust your strategy based on performance data to improve results.

Step-by-Step Setup with Attentive

1. Sign Up and Integrate:
• Sign up for an Attentive account.
• Integrate Attentive with your ecommerce platform to sync customer data.
2. Collect SMS Subscribers:
• Create sign-up units like website pop-ups and banners.
• Add an SMS opt-in option during the checkout process.
• Use keyword campaigns (e.g., “Text JOIN to 12345”) on social media and print materials.
3. Build Your First Campaign:
• Go to the Campaigns section in Attentive.
• Create a new campaign and craft your message—include a compelling offer and a clear CTA.
• Segment your audience to ensure the message is relevant.
4. Set Up Automation:
• Navigate to the Automations section and create automated workflows.
• Examples of workflows: welcome messages, cart reminders, and re-engagement campaigns.
5. Personalize and Test:
• Use merge tags to insert personalized content into your messages.
• A/B test different message variations and sending times to determine what works best.
6. Monitor and Optimize:
• Use Attentive’s analytics tools to monitor key metrics like open rates, click-through rates, and conversion rates.
• Continuously optimize your campaigns based on the insights you gather.

Alright, and that is how you can quickly set up both Klaviyo and Attentive SMS platforms, and start sending quickly and efficiently to start getting that revenue rolling in.

Collecting Numbers

Collecting phone numbers for your SMS marketing campaigns is a critical step in building a successful strategy. Here’s how to nail it.

Best Practices for Collecting Info

Pop-Ups

Pop-ups are a killer method for grabbing phone numbers. To make sure they’re engaging without being annoying, follow these tips:

• Timing: Use timed pop-ups that appear after a visitor has spent some time on your site or scrolled a bit. This way, you don’t disrupt their browsing experience.
• Design: Make sure your pop-up looks sharp and matches your brand’s vibe. A clean, eye-catching design will snag attention better.
• Clear Value Proposition: Clearly spell out the benefits of signing up for SMS updates. Whether it’s exclusive discounts, early access to sales, or special content, make sure the value is obvious.

Best Offers to Collect Details

You need to offer something valuable to get those digits. Here are some irresistible offers:

• Discounts: Offer a percentage off their next purchase. For example, “Sign up for SMS updates and get 10% off your next order.”
• Exclusive Access: Give early access to sales, new arrivals, or limited-edition products. This creates a sense of exclusivity and urgency.
• Freebies: Free samples or small gifts can be enticing. “Join our SMS list and receive a free sample with your next order.”
• Contests and Giveaways: Encourage participation by offering entries into a contest or giveaway for those who sign up. This can drive significant interest and engagement.

Checkout Process

The checkout process is prime real estate for collecting phone numbers since customers are already engaged and ready to buy. Here’s how to do it right:

• Seamless Integration: Make the SMS opt-in option a natural part of the checkout flow. Avoid making it seem like an extra step that could slow down the process.
• Clear Opt-In Option: Include a checkbox for customers to sign up for SMS updates. Ensure the wording is clear and highlights the benefits. For example, “Receive exclusive offers and updates via SMS.”
• Incentives: Reinforce the incentive offered earlier in the shopping experience. A reminder of the discount or freebie they’ll receive can encourage more sign-ups.

Post Purchase

Collecting phone numbers post-purchase helps maintain engagement and build long-term relationships with your customers. Here’s how to do it effectively:

• Order Confirmation Pages: Add an opt-in form on the order confirmation page. This can be a simple form asking customers to subscribe to SMS updates for future offers and information.
• Thank You Emails: Follow up with a thank you email that includes an invitation to join your SMS list. Highlight the benefits and any exclusive offers they’ll receive by signing up.
• Packaging Inserts: Include a small card or flyer in the packaging with their order, encouraging them to join your SMS list. This can be a physical reminder that keeps your brand top of mind.

Practical Tips

• Clear Consent: Always make sure you’re getting clear and explicit consent from your customers before sending them SMS messages. This is not just best practice—it’s the law in many places.
• Simple Opt-Out: Make it easy for customers to opt-out if they choose. This builds trust and ensures you’re following the rules.
• Transparency: Be upfront about how often you’ll send messages and what kind of content they can expect. This helps manage their expectations and reduces the likelihood of opt-outs.

By implementing these best practices, you’ll collect phone numbers effectively and legally, building a robust SMS marketing system.

SMS Flows and Automations

Alright, we’ve got our SMS list, now time to get serious. Creating badass SMS flows and automations is your golden ticket to dominating SMS marketing. SMS is instant and personal, so you’ve got to be sharp. Here’s how to crush it like a pro.

Understanding SMS Flows and Automations

SMS flows and automations are pre-set sequences of messages triggered by specific customer actions or timelines. They keep your customers engaged and coming back for more without you lifting a finger.

Best Practices for SMS Flows and Automations

Welcome Series

Make a killer first impression and set the stage.

• Immediate Welcome Message: The second someone opts in, hit them with a welcome message. Thank them, and throw in a juicy discount or incentive to get them hooked.
• Follow-Up Messages: Space out a few follow-up messages over the next few days. Introduce your brand, flaunt your best-sellers, and remind them why they signed up in the first place.
• Personalization: Use their first name and tailor the messages based on how they subscribed. Make it personal, make it count.

Cart Abandonment

Cart abandonment messages are pure gold for pulling in lost sales.

• Timely Reminders: Fire off the first reminder within an hour of the cart being abandoned. Make sure you make it count since legally you can only send one abandoned cart SMS reminder.
• Incentives: Toss in a small discount or free shipping. Give them a nudge to complete the purchase.
• Clear CTAs: Include a direct link back to their cart. Make it stupid easy for them to finish checking out.

Post-Purchase Follow-Up

Keep your customers engaged after they buy to build loyalty and drive repeat business.

• Order Confirmation: Send an immediate confirmation message with order details and delivery times.
• Shipping Updates: Keep them in the loop about their order status with shipping notifications and delivery confirmations.
• Feedback Request: After delivery, follow up asking for feedback or a review. Sweeten the deal with a discount on their next purchase.

Re-Engagement Campaigns

Win back those ghosting customers.

• Personalized Offers: Send offers based on their past purchases or browsing history.
• Exclusive Discounts: Give them exclusive deals or promotions to bring them back into the fold.
• Urgency: Create urgency with limited-time offers. Make them feel like they’re missing out on something big.

By nailing these best practices, you’ll create SMS flows and automations that engage your audience, drive sales, and build loyalty. Time to dominate.

Key Differences from Email Marketing

Lastly, let’s break down how SMS marketing is a whole different beast compared to email marketing. Here’s what you need to know to play it right.

Frequency

SMS is all about quality over quantity. Unlike email, you can’t bombard your customers without annoying them. Keep it tight—no more than 2-4 messages per week. It’s immediate, so make every message count.

Direct Response

SMS is perfect for direct response campaigns. Think flash sales, time-sensitive promotions, and urgent updates. Your messages need to be concise and action-oriented. Get to the point and drive them to act fast.

Character Limit

With SMS, you’re working with a 160-character limit per message. You can go above this, but it will cost you more per message, so there is no room for fluff. Deliver clear, impactful messages that prompt immediate action. Every word needs to pull its weight.

Timing

SMS messages are usually read within minutes. Timing is everything. Send your messages when customers are most likely to act—mid-morning or early afternoon is prime time. Catch them when they’re ready to engage.

Master these key differences, and you’ll leverage SMS marketing like a pro. Keep it sharp, keep it engaging, and watch the results roll in.

There you have it: the ultimate guide to SMS marketing for eCommerce.

You can absolutely take everything I said in this article and apply it right now to your ecommerce brand to generate hundreds of thousands of dollars, increase your LTV, reduce your CPA, and make the easiest sales of your life.

But let’s be real—you’re probably going to hit some roadblocks. Figuring out the best campaigns, split testing all your flows, and perfecting your pop-ups can be a nightmare. And if you’re running an ecommerce brand, you’re already juggling a million different things.

If you’re ready to scale and blow past the competition, book a call, and let’s make some magic happen. Our team of experts at Three Beacon Marketing® are ready to help you optimize every aspect of your digital marketing strategy to drive sales and boost profitability.

Don’t miss out on the opportunity to transform your business—reach out today!