9 Strategies to Drive Repeat Purchases for Your Ecommerce Store

Did you know that acquiring a new customer can cost five times more than retaining an existing one? Yet, many eCommerce businesses focus heavily on acquisition while neglecting customer retention strategies that can significantly increase their repeat customer orders. 

In fact, studies show that repeat customers spend up to 67% more than new ones, making them a key driver of long-term success for online stores. 

In this article, we’ll dive into nine proven strategies to boost your repeat order rate. So, without any further ado, let’s get started. 

9 Best Practices to Increase Repeat Customer Orders

Here, we'll explore 9 best practices on how to increase repeat customer orders, each with a real-world example of how top brands are leading the way.

1. Implement a Sustainable Exchange or Recycling Program

More than ever, consumers are looking for brands that align with their values, particularly when it comes to sustainability. In fact, 73% of global consumers are willing to change their consumption habits to reduce environmental impact​. 

Take H&M as a leading example. The fashion giant has built a "Garment Collecting" initiative, where customers can bring in old clothes (from any brand) and receive a voucher for future purchases. The collected clothes are then reused, recycled, or repurposed, contributing to a circular fashion economy.

By following similar practices, you can incentivize customers to come back while positioning your brand as a responsible choice. It creates a win-win situation: customers feel good about contributing to sustainability, and you benefit from increased customer loyalty.

2. Personalized Email Campaigns

Personalized emails are far more effective than generic ones. By tailoring your content to individual customer preferences, you’re not just sending out another marketing email—you’re engaging with your audience on a personal level.

Consider the example of Etsy. Etsy sends highly personalized emails to users based on their browsing behavior and wish lists. For instance, if a customer shows interest in a specific item but hasn't completed the purchase, Etsy sends follow-up emails featuring that very product—often with a discount. 

These emails create a sense of urgency that re-engages customers and nudges them toward completing the purchase. The more relevant the email is to their interests, the more likely they’ll engage—and return to buy again.

3. Leverage SMS Marketing for Exclusive Deals

With open rates as high as 98%, SMS marketing is an excellent channel for promoting exclusive deals. Also, text messages are typically read within minutes, they create a sense of urgency, making them an ideal tool for time-sensitive offers.

For instance, Giva, a jewelry brand, regularly uses SMS marketing to send out flash deals, exclusive discounts, and reminders about special offers. 

In the example above, Giva sent out a "Bhai Dooj Special" offer. By creating urgency with a special code and a 24-hour limit, Giva encourages customers to act fast, which can lead to increased engagement and repeat customer purchases. 

Remember, SMS is a personal channel, so use it wisely and only for high-value offers to avoid overwhelming customers. Done right, SMS marketing can significantly boost repeat orders and strengthen customer loyalty.

4. Offer Free Returns and Fast Shipping

Free returns and fast shipping aren’t just benefits; they’re often deciding factors for customers. A staggering 66% of online shoppers check return policies before making a purchase, and 62% are more likely to shop again if they have an easy return experience. 

Free returns remove the risk for customers, making them feel more comfortable about making a purchase. When shoppers know they can easily return items if needed, they’re more likely to complete the transaction, leading to higher conversion rates and repeat business.

Fast shipping adds another layer of convenience that today’s customers expect. Quick delivery times create a positive shopping experience, as customers don’t have to wait long for their products. 

Together, free returns and fast shipping reduce friction in the buying process, making customers more likely to return and make additional purchases in the future.

5. Customer Loyalty Programs

Loyalty programs are a tried-and-true strategy for encouraging repeat orders, especially when executed effectively. By rewarding customers for their continued purchases, you create a cycle of loyalty that keeps them coming back. 

A standout example is Sephora’s Beauty Insider program. Sephora’s loyalty program rewards members with points for each purchase, which can be redeemed for product samples, exclusive discounts, and limited-edition products.

The key to an effective loyalty program is to offer tangible value that motivates customers to engage frequently. 

Whether it's through discounts, exclusive access, or special events, a well-structured loyalty program retains customers and turns them into brand advocates who refer others, boosting both customer retention and acquisition.

6. Engage Customers with Post-Purchase Follow-ups

The customer journey doesn’t end at checkout. Post-purchase follow-ups are an essential marketing strategy to keep customers engaged and encourage them to come back for more. This retention marketing strategy is all about nurturing the relationship and reinforcing the customer’s decision to choose your brand.

Here is an excellent example by Bella Vita Organic utilizing post-purchase follow-ups effectively. Fourteen days after fulfilling an order, Bella Vita sends customers an email asking for feedback on their recent purchase. 

This email includes a straightforward rating system and a review section, making it easy for customers to provide input. 

These post-purchase touchpoints can include thank-you emails, product usage tips, or even special discounts on the next purchase. The goal is to keep the brand top-of-mind while enhancing customer satisfaction, increasing the likelihood that they will return for future purchases.

7. Simplify the Reordering Process

Making it easy for customers to reorder products they love is a simple yet effective repeat purchase marketing strategy to boost repeat purchase rates. Convenience is key in the digital world we are living in today, and streamlining the reordering process can make customers more likely to return.

A prime example is Amazon's "Buy It Again" feature, which allows customers to quickly reorder items they've purchased before with just a few clicks. 

By displaying past orders and offering personalized suggestions for reordering, Amazon significantly reduces the steps needed to make a purchase, encouraging repeat buying.

Simplifying the reordering process can be achieved through features like saved customer profiles, reorder buttons or even subscription services that automatically deliver products at regular intervals. The easier it is for customers to make repeat purchases, the more likely they are to return. 

8. Provide Exceptional Customer Service

93% of consumers say they are more likely to shop again with a business that provides excellent customer service. When customers know they can count on your brand for quick, helpful support, they are more likely to return, even if issues arise. The key here is not just solving problems but doing so in a way that makes customers feel valued.

An excellent example of this is Chewy, the online pet supplies retailer. Chewy has built a loyal customer base by offering exceptional customer service. Their support team is known for responding quickly and going above and beyond. 

To provide exceptional customer service, ensure that your support team is accessible across multiple channels—email, chat, social media, or phone. Empower your team to respond quickly, with empathy, and offer personalized solutions. 

9. Use Data to Personalize Product Recommendations

Personalized product recommendations have become essential in driving repeat purchases. By using data to understand customer preferences, past purchases, and browsing behavior, you can tailor product suggestions that align with each customer's unique tastes. This enhances the shopping experience and also increases the likelihood of customers making additional purchases.

Fashion Nova, for instance, uses data-driven personalization in their email or SMS marketing to re-engage customers who previously showed interest in specific products. 

In the example above, Fashion Nova sends a reminder email featuring “Little Black Dresses” after a customer has searched for or browsed similar items on their website. 

When e-commerce businesses leverage data to curate personalized shopping experiences, they enhance the overall user experience, creating a sense of connection and relevance that encourages repeat purchase behavior.

Boost Your Ecommerce Game with Repeat Orders

Retaining customers is just as crucial as acquiring new ones. By implementing the repeat purchase marketing strategies discussed in the article, you can create a shopping experience that keeps customers returning. 

And for D2C & ecommerce businesses looking to enhance their customer engagement and retention, The Convertway’s WhatsApp & SMS marketing tool is a game-changer. With features like targeted SMS campaigns, WhatsApp chatbots, and smart segmentation, Convertway makes it easy to reach customers right where they are. 

Ready to boost your repeat orders? Try Convertway’s powerful marketing tools to increase customer retention and drive conversions.

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!