Find out how Mountain Beards quadrupled their email sign up rate and automated 12% of their monthly revenue with Klaviyo
402%
Increase in lead capture rate
216%
Increase in revenue from automations
196%
Increase in cart recovery rate
Their story
Starting from a simple blog
From the start, Mountain Beards vision was to focus on providing value to their community. What started as a simple beard blog, turned into a community of thousands, quickly growing into a multi-million dollar business selling premium men’s grooming products.
The Challenge
Increase engagement
While they sent some strong performing email campaigns in the past, it was sporadic with no segmention and sent to their entire list. Furthermore, they had put little effort into their automations.
The goal was to set-up several automations to target their prospects and customer at every step in their marketing lifecycle.
The Solution
Advanced automations
By leveraging personalization, trigger events based on a specific action and conditional blocks, every email felt personal and tailored to each reader’s interest.
We developed a strategy to communicate the right message, to the right person, at the right time. We focused our efforts on first-time visitors, cart abandoners, first-time buyers, and repeat customers.
Once set up, Klaviyo did the heavy lifting and sent the automations on its own. We automated 12% of their monthly revenue without Mountain Beards lifting a finger. Even better, each automated email felt personal and tailored to each reader interest.
Keys to Success
A different take on pop-ups
To engage first-time visitors, Mountain Beards had to capture their attention and ultimately their emails. Most agencies would suggest a welcome discount but Mountain Beards were sensitive to discounting their products and lowering the perceived value of their brand.
We designed a quiz to help Mountain Beards visitors find the most beneficial products for their beard goals. We asked a series of questions and in exchange for their email, we sent them tailored product recommendations and beard growing tips. Not only did we capture their email, but we also obtained valuable data we could later use in our email automatons and campaigns.
The result: a 402% increase in lead capture rate compared to their older pop-up.
Turning new prospects into customers
After new prospects are added to Klaviyo, Mountain Beards begins the conversion process through a series of automated welcome emails. Over ten days, Mountain Beardss sends tailored, educational emails, advising prospects on the best way to achieve their beard goals as well as customer testimonials and product recommendations.
The result: By sharing educational content and tailored product recommendations, Mountain Beards built trust and appreciation. Mountain Beards’ welcome automation converts at around 8% of new prospects into customers while most welcome flows convert at around 3%.
Recovering lost revenue
More than 70% of Mountain Beards shoppers abandon their carts at checkout and, unfortunately, this rate is typical in the ecommerce space.
There are numerous reasons why a customer will abandon their cart. Perhaps they got distracted, ran into a technical issue or couldn’t get their card to work.
To recover these shoppers, we created a five-email automation to adress these different situations. This flow offers support and makes it easy for customers to ask for help or return to their cart and complete their order.
The result: By using Klaviyo’s abandon cart trigger and sending the right email at the right time, we recovered 14.8 % of all abandoned carts.
Mountain Beards started with a 5% cart recovery rate from sending a single email. By adding segmentation, personalization, more emails and urgency, we boosted their recovered revenue by 196%.
Growing CLV by treating buyers like vips
Your business can’t afford to live off one-off sales. You need to convert those new buyers into loyal customers to create a profitable business, and that’s where the new customer automation shines.
After customers place their first order with Mountain Beards, they get the VIP treatment. They receive an automation tailored to their purchase and receive product-specific video tips and instructions. They later receive personalized product recommendations based on their past purchase. Finally, a few weeks later, they receive a refill reminder letting them know their running out.
The result: A 12% increase in repeat customer rate. Each one of these automated emails help forge a stronger relationship with tthe customer and increases the customer’s lifetime value. Not only does this automation convert customers into repeat buyers, but they also create loyalty, proving Mountain Beards cares about their customers.
Conclusion
963% Return on Investment (and growing!)
Let's discover how to boost your automated email revenue together.