10 Best E-commerce Marketing Strategies for Indian Businesses in 2025

Running an e-commerce business in India is challenging. With over 600 million internet users, the opportunities are huge, but so is the competition. From navigating fluctuating consumer demands to tackling skyrocketing ad costs, many Indian brands struggle to crack the ecommerce marketing code. 

That’s where this ecommerce marketing guide comes in! Packed with 10 proven ecommerce marketing strategies tailored for Indian businesses, this article is your one-stop solution to build a strong marketing foundation, boost visibility, and ultimately drive ecommerce sales. 

Ready to transform your e-commerce game? Let’s dive in!

Understanding Consumer Behavior in the Indian E-commerce Context

In India, consumer behavior in e-commerce is shaped by a mix of culture, technology, and growing internet access. To effectively market your e-commerce business, it’s crucial to understand how Indian consumers shop online, what influences their decisions, and how their preferences evolve.

Key Factors Influencing Indian E-commerce Consumer Behavior

Understanding these behaviors can help you design marketing strategies for ecommerce businesses that truly connect with their audience:

• Mobile-First Shopping: Over 80% of online shoppers in India use smartphones to browse and make purchases. Mobile-friendly websites and apps are no longer optional—they’re essential. If your site isn’t optimized for mobile, you could lose out on a huge chunk of potential customers.
• Price Sensitivity: Indian shoppers are highly price-conscious. They compare prices across platforms and often wait for discounts during big sales like Flipkart’s Big Billion Days or Amazon’s Great Indian Festival. A 2023 survey by Statista also found that over 35% of Indian consumers prefer online shopping during sales to save money.
• Trust and Reviews: Trust plays a significant role in purchasing decisions. Indian shoppers often rely on product reviews and ratings to decide what to buy. Nearly 90% of online buyers read reviews before making a purchase, making it vital to highlight positive customer feedback on your platform.
• Cash-on-Delivery (CoD): Despite the rise of digital payments, 70% of Indian e-commerce transactions are still done through CoD. This shows the importance of offering flexible payment options to cater to diverse customer preferences.
• Regional Language Content: With the increasing penetration of e-commerce in smaller towns and cities, regional language support is crucial. Over 90% of new internet users in India prefer content in their native language

Top 10 E-commerce Marketing Strategies for Indian Businesses  

When it comes to e-commerce, having the right marketing strategies can make all the difference. Here are the 10 best ecommerce strategies that really work:

1. Social Media Marketing 

Social media is a goldmine for ecommerce brands with over 467 million social media users in India as of 2023. Platforms like Instagram, Facebook, and WhatsApp have become essential marketing tools for ecommerce brands to promote products and engage with potential customers. To make the most of social media: 

• Identify your core platforms - Instagram to tap into social commerce and sell visually captivating product online; Facebook and WhatsApp for personalized marketing and engagement.
• Leverage paid ads
• Create engaging content- Instagram Reels, Stories, and carousels
• Encourage user-generated content 

Here are some proven social media post ideas that work wonders for ecommerce businesses:

• Product showcases 
• Behind-the-Scenes (BTS)
• Customer Reviews & Testimonials
• Seasonal or Festive Campaigns
• Tips & How-Tos
• Polls and Quizzes
• Giveaways and Contests
• Trending Memes
• New Launch Teasers

Take Nykaa, one of India’s leading beauty e-commerce brands. Nykaa uses Instagram to share makeup tutorials, and skincare tips, attracting millions of followers. 

They also engage their audience with polls, giveaways, and user-generated content, creating a community feel.

2. Invest in Local SEO

If you are targeting customers in specific cities or regions, then local SEO should be an essential part of your ecommerce SEO. By optimizing your online presence for local searches, you can ensure that your business appears prominently when potential customers are searching for products or services in your area.

The first step for local SEO includes optimizing your business for a Google My Business (GMB) profile. It means: 

• Adding accurate information such as your address, phone number, business hours, and high-quality images.
• Asking customers to leave positive reviews 

For example, if you search for the keyword ‘’organic skincare in Mumbai’’, these results pop-up. 

They all have successfully optimized their GMB profile. Their profile highlights key details like customer reviews (a 4.8-star rating), photos of their products, and an active business status (open hours listed). Here are some other ways to boost local SEO for your ecommerce brand:

• Optimize your ecommerce content strategy by including city or region-specific keywords in your product descriptions, blog posts, and meta tags. For example, if you are selling sustainable fashion in Delhi, you can use phrases like “eco-friendly clothing in Delhi” or “sustainable fashion Delhi NCR” to rank higher in local searches.

• Create separate landing pages tailored to each location you serve. For instance, an online furniture store can create pages like “Affordable Furniture in Bengaluru” or “Premium Sofas in Mumbai.” 

• Get your business listed on trusted directories like Justdial, Sulekha, or IndiaMART.

3. Influencer Collaborations 

Influencer marketing campaigns can generate 11x higher ROI than traditional digital ads. This is because Indian consumers trust recommendations from people they admire and follow on platforms like Instagram, YouTube, and even LinkedIn. Influencers, whether big or small, can help your e-commerce brand reach niche audiences, build trust, and generate sales. This has made influencer marketing one of the go-to ecommerce marketing strategies in 2025.

From fashion bloggers to tech reviewers, collaborating with the right influencers can take your brand’s visibility to the next level.A great example is Sugar Cosmetics. 

They partnered with beauty influencers of all sizes—mega influencers for massive reach and micro-influencers for authentic recommendations. Influencers showcased tutorials using Sugar’s products, shared reviews, and even participated in giveaways.Here’s how to make the most of influencer collaborations:

• Focus on influencers whose audience aligns with your target customers.
• Use influencer marketing platforms to analyze their follower demographics, engagement rates, and the type of content they create.
• Run a mix of campaigns, such as unboxing videos, tutorials, reviews, or live Q&A sessions.
• Instead of one-off collaborations, consider forming ongoing partnerships with influencers.

4. Personalized Marketing Using Data

Indian consumers love brands that “get them.” Whether it’s recommending the right products based on past purchases or offering discounts during festivals, personalized marketing helps build trust and loyalty. When customers feel that your business understands their needs, they’re more likely to return and make repeat purchases.

Forever 21’s personalized email campaigns, as seen in the attached example, are a great way to drive engagement. 

By offering exclusive discounts and showcasing products based on user preferences, they encourage shoppers to explore more and complete purchases. The inclusion of images, clickable links, and a clear call to action further enhances their shopping journey.

5. SMS and WhatsApp Marketing

Unlike email, which can be overlooked, SMS and WhatsApp messages appear directly on a customer’s phone and are often read within minutes. The immediacy SMS & WhatsApp marketing creates, makes these marketing channels ideal for time-sensitive promotions, abandoned cart reminders, or personalized recommendations. 

Plus, WhatsApp allows for rich media like images, videos, and catalogs, making it highly interactive. This ecommerce marketing strategy is a must-have for small businesses in India.

Check out this example from GIVA, a jewelry brand. Their WhatsApp campaign for a “Season of Love Sale” included:

• An attractive image showcasing their Valentine’s Day offers.
• Clear and enticing discounts like “Buy 2, Get 15% Off” with promo codes.
• A direct call-to-action (“Shop Now” and “Visit Store”) that simplifies the purchasing process.

This campaign successfully creates urgency and drives instant conversions.Some key use cases for SMS and WhatsApp marketing involves:

• Promotions and discounts
• Cart abandonment recovery
• Order updates
• Customer support
• Festive campaigns
• Event announcements

6. Affiliate and Referral Programs 

Affiliate programs rely on external partners like bloggers, influencers, or websites to promote your products in exchange for a commission. On the other hand, referral programs reward your existing customers for recommending your brand to friends and family. With 74% of Indian consumers trusting word-of-mouth recommendations, referral marketing holds immense potential for growing your e-commerce brand.

These ecommerce marketing strategies tap into trust and social proof, making them ideal for generating leads and increasing conversions.

The attached example from Cirkul showcases a well-designed referral program. Customers are thanked for sharing their referral link and rewarded with free products (e.g., two free sips) for each successful referral. 

The program also includes an exciting milestone reward: after ten referrals, customers earn a free stainless steel bottle. The design is visually appealing, includes a clear progress tracker, and makes it easy to participate with a prominent “Claim Your Reward” button. Affiliate and referral programs like this create a win-win situation.

Customers enjoy rewards, while businesses gain new customers at a lower acquisition cost. 

7. Video Marketing 

Videos allow businesses to demonstrate their products in action, explain features clearly, and evoke emotions—all of which are harder to achieve with static content. Whether it’s an unboxing video, a product demo, or a behind-the-scenes look, videos make your brand more relatable and engaging. 

Also, short-form videos like Instagram Reels and TikTok clips have become largely popular, offering high engagement rates. Investing in video marketing is one of the best marketing strategies for ecommerce businesses in India.

Myntra, a leading fashion e-commerce brand, has built a strong presence on YouTube by using a variety of video content to engage its audience. 

Their YouTube channel features styling tutorials, and influencer collaborations showing the latest trends. During festive seasons, Myntra runs short promotional videos highlighting discounts and festive collections, creating urgency and driving ecommerce sales. 

8. Conversational Marketing Using Chatbot  

Chatbots allow for real-time communication, ensuring customers receive instant assistance without waiting for a human representative. They can handle multiple queries simultaneously, recommend products, track orders, and even upsell, all while reducing operational costs.

This makes generative AI and WhatsApp chatbots an important part of your ecommerce marketing strategy. For Indian e-commerce brands, where customers often need assistance in multiple languages, chatbots offer localization options, making them even more valuable.

‍Different ways to use chatbots include:

• Product recommendations
• Order tracking
• Personalized offers
• 24/7 customer support
• Feedback collection 
• Real-time assistance 

Sephora’s chatbot, for example, allows customers to:

• Book beauty appointments directly through the chatbot.
• Upload images for personalized product recommendations, like matching lipstick shades to the color in a photo.
• Explore products with detailed descriptions and prices, all within the chat interface.

9. Create Product Bundles 

Bundles appeal to customers by offering convenience and savings. Indian consumers, who are highly price-conscious, are more likely to purchase bundled deals that provide greater value for money. Bundling slow-moving products with best-sellers is also an effective way to clear inventory without discounting individual items heavily.

For example, Mamaearth offers a “Winter Skincare Combo” that includes a face cream, body lotion, and lip balm. This bundle appeals to customers seeking a complete skincare solution for the season while saving money. 

By grouping related products, Mamaearth increases sales and encourages customers to explore their range.

‍Pro Tip: You can also allow customers to build their own bundles, selecting products based on their preferences.

10. Optimize Your Checkout Process

The checkout experience is the final step in the customer’s journey. If it’s confusing or time-consuming, customers are more likely to abandon their purchase. Over 69% of carts are abandoned due to complex or lengthy checkout procedures. 

By offering a fast, secure, and straightforward process, you not only increase conversions but also build trust and loyalty among customers. Here’s how to optimize your checkout process:

• Allow your customers to complete purchases as guests for a frictionless experience.
• Reduce the number of fields customers need to fill out. 
• Provide diverse payment methods, including UPI, wallets, credit/debit cards, and cash-on-delivery. 
• Ensure the checkout process is smooth on mobile devices.
• Display a clear summary of the order, including product details, prices, and delivery charges.
• Let customers know where they are in the checkout process with step-by-step indicators. 

Bewakoof, an Indian e-commerce brand, simplifies checkout by displaying clear savings (e.g., "You saved ₹1,000") and highlighting perks like free delivery. The page is transparent with a detailed price summary and an easy option to apply coupons. 

Common Mistakes to Avoid in E-commerce Marketing

Even the best marketing strategies can falter if certain pitfalls aren’t addressed. Avoiding these common marketing mistakes can save your e-commerce business from unnecessary setbacks and help you get the most out of your efforts.

Here are the most common ones:

‍1. Relying Too Much on Discounts: Discounts are great for attracting customers, but if you’re constantly running sales, it can devalue your products. Customers may start waiting for discounts instead of paying full price. Focus on building product value instead of relying solely on price cuts.

‍2. Neglecting High-Quality Product Images: Poor-quality images can instantly turn customers away. Your product photos are often the first impression, so make sure they’re clear, well-lit, and showcase multiple angles. A professional photo shoot can go a long way in boosting trust and conversions.

‍3. Not Prioritizing Customer Support: Ignoring customer queries or providing delayed responses is a big no-no. Shoppers want quick resolutions, especially in a competitive market. Invest in chatbots, or 24/7 support to handle customer concerns promptly and professionally.

‍4. Overcomplicating Your Website Navigation: A cluttered or confusing website can frustrate shoppers and drive them away. Make your categories simple, use a clean design, and add a search bar to help customers find what they’re looking for quickly. Remember, the fewer clicks to checkout, the better!

‍5. Ignoring Analytics and Data: Not paying attention to website or campaign analytics is like driving blindfolded. Tools like Google Analytics can show you what’s working and what’s not. If you’re not tracking metrics like bounce rate, conversion rate, and traffic sources, you’re missing valuable insights.

‍6. Skipping Post-Purchase Engagement: E-commerce doesn’t end at checkout. If you’re not engaging with customers after a purchase, you’re missing a chance to build loyalty. Send a thank-you email, request feedback, or offer a discount on their next order to stay connected.

Boost Your Ecommerce Game with Convertway

Running a successful e-commerce business is all about using the right strategies and tools to connect with your customers. That’s where Convertway’s WhatsApp and SMS marketing tool can make a real difference. 

With features like automated campaigns, personalized messaging, and smart targeting, Convertway helps you engage with your customers in a way that feels natural and effortless.

Ready to make your ecommerce marketing smarter and more effective? Try Convertway today and see how it can help your business shine!

Author Bio

Sapna Singhal is a Freelance Content Writer who specializes in writing data-driven blog posts around B2B Marketing and SaaS. She has over 5 years of experience in content writing and marketing. When she's not writing, you can find her chit-chatting with her sisters or reading books!

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