HubSpot Strategy To Recover Abandoned Carts

The average abandoned cart rate for online shopping is 70.9%. Owing to this, businesses face a staggering $18 billion in lost sales annually on a global eCommerce extent. Failing to recover abandoned carts isn’t just about missed revenue—it’s a lost opportunity to engage high-intent shoppers and devise a perpetual love for your brand.

So, how do you win them back? Cart abandonment is more than a missed click; it’s a battle of distractions, decisions, and emotions. Understanding the shopper’s mindset—preferences, priorities, and the power of social proof—is key. Let’s explore how you balance it all.

Top Reasons: Psychology Behind Cart Abandonment

Why do they abandon their purchases? Certain psychological triggers and shopping challenges contribute to shopping cart abandonment. Let’s take a look at the primary reasons.

Unexpected Costs

Everyone loves finding good deals! However, unexpected costs at checkout—such as shipping fees, taxes, or other hidden charges—trigger a strong loss aversion. Here, the perceived cost outweighs the value of the item. Consequently, these feelings of frustration or unfairness often prompt shoppers to abandon their carts and look for alternatives with clearer or more inclusive pricing.

Complicated Checkout Processes

When shoppers encounter a lengthy or complex checkout process, it brings friction and overwhelms their ability to make decisions. Every additional step—such as mandatory account creation, excessive form fields, or unclear instructions—adds to their cognitive burden, increasing the likelihood of abandonment.

Delivery Complications

Shoppers expect convenience and immediacy when it comes to product delivery. Delays or vague timelines reduce the appeal of your brand. Moreover, when delivery timelines are lengthy or expensive, it also diminishes the perceived value of the purchase. For time-sensitive situations, such as gifts or event-related purchases, uncertainty throws them off.

Lack of Trust or Security Concerns

The absence of trust signals—like reviews, security badges, or clear return policies—creates doubts about the legitimacy of the store or the safety of payment methods. In addition, even a surprising difference in competitive product prices can sometimes lead to trust issues about its quality. Essentially, shoppers need prior assurance of reliability.

Browsing behavior

Many shoppers use their carts as temporary wish lists, leaving items there while they compare prices, check competitor websites, or delay decision-making. The absence of urgency or compelling reasons to act such as social proof, competitive pricing, and trust indicators allows this hesitation to linger. Typically, they find their better deals elsewhere.

To counter all these challenges and implement abandoned cart recovery strategy, we need a unified solution such as a HubSpot CRM.

HubSpot Tools To Recover Abandoned Carts

It can overwhelming to counter this many issues at once. Consequently, you need something robust and versatile to prevent and recover abandoned carts like a pro.

Recovering abandoned carts goes beyond simply nudging customers back—it’s about delivering a seamless experience that resolves the issues causing cart abandonment. This involves communicating the value proposition, offering competitive pricing, and fool-proofing every door to minimize the likelihood of customers churning.

HubSpot and its rich tools greatly help you achieve a healthy average abandoned cart rate and bring it closer to zero. The platform has a range of features that enhance the environment for potential customers and turn missed opportunities into conversions.

The HubSpot CRM

HubSpot enables you to implement a proactive and customer-focused approach. It allows you to address the root causes of shopping cart abandonment and re-engage potential customers. Below-discussed are the key HubSpot tools that can help you turn those lost opportunities into sales:

Automated Workflows: In case of cart abandonment, HubSpot’s workflows prove to be a reliable tool—automating your follow-up processes. You can send timely reminders tailored to the customer’s browsing and cart behavior by creating workflow automation. For instance, if a customer abandons their cart, a workflow can trigger actions like sending a reminder email, offering a coupon discount, or alerting your sales team to follow up.

Emails: Use the platform to design attractive, mobile-friendly abandoned cart emails to remind customers about their abandoned carts. The comprehensive email builder can help you showcase the true value of the products they left behind. Incorporate dynamic content, such as images of the cart items, personalized recommendations, or limited-time offers to entice action. Moreover, you can bring personalized emails into your strategies to recover abandoned carts with HubSpot tokens. Furthermore, utilize HubSpot’s A/B testing feature to refine subject lines and messaging to maximize open and conversion rates.

Ads: HubSpot integration with social ad platforms like LinkedIn, Facebook, Instagram, Google, and others enables you to retarget potential customers. By creating tailored ad campaigns to recover abandoned carts, you can remind them of their abandoned cart items and guide them back to your store. You can even track the performance of your ads with HubSpot’s analytics and optimize them to ensure maximum ROI.

Automated Coupons By MakeWebBetter

HubSpot Automated Coupons integration is a one-stop solution to encourage purchases by highlighting discounts and free shipping thresholds. One of the most effective ways to re-engage customers who abandon their carts is by offering enticing discounts, and Automated Coupons by MakeWebBetter makes this process effortless.

This tool allows you to create coupon rules, based on which unique coupon codes are generated for your HubSpot contacts. You can send personalized discount coupons to customers based on their cart activity through HubSpot workflows.

For example, if a customer leaves a high-value item in their cart, the tool can trigger a coupon email offering a percentage discount or free shipping.

FormPay By MakeWebBetter

MakeWebBetter has a rigorously-tested HubSpot payment solution called ‘FormPay’ that offers tremendous opportunities to prevent abandoned carts. It offers a comprehensive suite of features, including seamless HubSpot syncing, integration with multiple payment methods, a user-friendly payment form builder, a discount coupon generator, and a payment link creator—all essential for a successful abandoned cart recovery strategy.

Beyond its seamless data sync, FormPay harnesses the power of HubSpot automation to enable personalized messaging that re-engages customers and drives conversions. This tool doesn’t just process payments; it transforms the checkout experience with tools that enhance user convenience and significantly reduce average abandoned cart rates.

Proven Strategies to Recover Abandoned Carts

Optimize Your Checkout Process

• Simplify form fields: Long forms can frustrate shoppers. To streamline the process, limit fields to the essentials, like name, email, and payment details. Implementing autofill features and real-time field validation further eases the process.
• Offer guest checkout options: Many first-time shoppers are reluctant to create an account. A guest checkout option reduces barriers and encourages conversions.
• Display transparent pricing upfront: Clearly show shipping fees, taxes, and any additional charges on the product page or early in the checkout process.

Why It Works: Simplicity reduces decision fatigue and makes the purchase process feel effortless, while transparency builds trust and reliability.

Features to utilize: Use FormPay by MakeWebBetter to refine your checkout process through comprehensive form builder & tax calculation.

Use Exit-Intent Popups

• Slash Price Popups: Capture attention by offering discounts, free shipping, or other incentives through well-designed exit-intent popups.
• Time-factor Action: Provide limited-time deals with urgency-based messages like “Offer expires in 1 Hour!” to encourage immediate action.

Why It Works: Strategic incentives combined with urgency tap into FOMO (Fear of Missing Out) and encourage immediate action.

Features to utilize: Leverage the capabilities of Automated Coupons by MakeWebBetter and HubSpot workflows to craft abandoned cart recovery campaigns for free shipping and discounts.

Leverage Email Remarketing Campaigns

• Personalize Emails to Recover Abandoned Carts: Include cart contents, product images, and customer names in your abandoned cart email.
• Send Timely Reminders: Schedule abandoned cart emails strategically. For example, send the first within an hour, follow up after 24 hours, and send a final reminder within three days.

Why It Works: Timely, personalized reminders keep your products top-of-mind and make it easier for customers to complete their purchases.

Features to utilize: Use HubSpot eCommerce integrations to send over your abandoned cart details to HubSpot. Utilize them in personalizing abandoned cart emails and automate entire abandoned cart recovery campaigns.

Implement Retargeting Ads

• Dynamic Ads: Show tailored ads featuring the exact items left in the cart.
• Appealing Visuals: Use high-quality images and engaging copy to capture attention.
• Cross-Channel Coverage: Run ads on LinkedIn, Facebook, Instagram, Google, and other platforms where your audience spends time.

Why It Works: Seeing the abandoned product repeatedly reminds customers of their initial interest and helps you recover abandoned carts.

Features to utilize: Use HubSpot Ads integration for social platforms and build Ad campaigns alongside an effective HubSpot strategy to recover abandoned carts within the CRM.

Offer Multiple Payment Options

• Popular Mode of Payment: Accept major credit cards, digital wallets (e.g., PayPal, Apple Pay, Google Pay), and regional payment methods.
• Offer “Buy Now, Pay Later” (BNPL): These options ease financial concerns and increase accessibility.

Why It Works: Convenience and flexibility in payment methods remove a key barrier to completing transactions.

Features to utilize: Use HubSpot FormPay integration to host multiple payment gateways and offer all sorts of payment modes including offline payments and BNPL.

Build Trust and Credibility

• Display trust badges: Use SSL certifications, security measures, and customer testimonials prominently.
• Product reliability: Include product reviews and a clear return/exchange policy on product and checkout pages.
• Highlight customer support: Such as live chat or phone assistance, to address last-minute concerns.

Why It Works: Trust signals reassure customers that their information and purchases are secure, making them more likely to proceed.

Features to utilize: Use HubSpot features like customer service, live chat, and knowledge base to devise a reliable shopping experience for your customers.

Use SMS and Push Notifications

• SMS Alerts: Send concise, action-oriented messages like “You left something in your cart! Complete your purchase now and enjoy 10% off.”
• Push Notifications: Use these for mobile or desktop alerts to remind customers about their cart or limited-time deals.

Why It Works: Direct, time-sensitive messages reach customers quickly and create a sense of urgency.

Feature to utilize: Use the HubSpot SMS management tool to send and automate abandoned cart alerts.

Test and Optimize

• A/B Testing: Experiment with different abandoned cart emails—subject lines, content, pop-up designs, and incentives to identify what resonates most.
• Performance Analysis: Use HubSpot’s reporting tools to track key metrics like email open rates, ad performance, and abandoned cart recovery rates to refine your approach.

Why It Works: Data-driven insights help you make informed decisions, improving the effectiveness of your abandoned cart recovery campaigns over time.

Feature to utilize: HubSpot A/B testing and campaign reporting can tell everything about your abandoned cart recovery strategy.

Build Your Strategy To Recover Abandoned Cart

With these insights, you now have more knack to tackle shopping cart abandonment effectively. Incorporate these proven strategies to recover abandoned carts & lost revenue. For an even greater impact, consider leveraging HubSpot integrations. It can be an economical and efficient addition to your abandoned cart recovery toolkit.

If you come across challenges while integrating or implementing an effective HubSpot strategy to recover abandoned carts, our team of seasoned experts is here to help. With over a decade of experience and the privileges of being a HubSpot Elite Solutions Partner, we can guide you through every aspect of HubSpot’s capabilities.

Connect with us today—let’s collaborate to recover abandoned carts and turn lost sales into opportunities!