When it comes to customer acquisition strategy, most startups struggle with it. Here are 5 proven ways to gain more customers today for your B2C startup.

1. 5 Prover Customer Acquisition
Strategies For B2C Startups
SHIVANKIT ARORA | MARKETINGMASALA.COM

2. Introduction
 Are you an entrepreneur or a marketing head of a B2C
startup?
 Struggling with a scalable user acquisition model?
Here are 5 proven strategies that we have used
and compiled for B2C businesses.

3. Startup Marketing
Before we start with the strategies, here is a
brief explanation of Startup Marketing Funnel.
The Startup Marketing Funnel is based on
AARRR model:
• Awareness/Acquisition
• Activation
• Retention
• Referral
• Revenue.

4. Let’s get started with the strategies
• Remarketing Advertising
• Referral Discounts
• Building Search Engine Traffic
• Social Media Conversions
• Conversion Rate Optimization

5. Remarketing Advertising
 It is a process of targeting users stuck at a particular level.
 These users need to be pushed further in your conversion funnel.
 For example, cart abandoners need to be pushed further to make a purchase at
your website.

6. Remarketing Process

7. Doing Remarketing The Right Way
Here are 6 steps that are followed for a successful remarketing campaign:
1. Setup a retargeting code on your site. This can be derived from Google Adwords
or Facebook Business Manager.
2. Setup custom audiences on these networks that you want to target via your
remarketing.
3. Select the custom audience that you want to target while remarketing.
4. Keep a custom message for different audiences.
5. Analyze results and compare cost of acquisition.
6. Keep iterating on a weekly or monthly basis till you find the right fit.

9. Referral Discounts
 Referral marketing, also known as word-of-mouth marketing, is undoubtedly the
best user acquisition channel.
 According to Wharton School of Business, a referred customer is 18% more likely
to stay loyal to a company as compared to off-street customer.

10. Referral Marketing The Dropbox Way
Dropbox used to spend $250 + to acquire
customers for a $99 product.
Dropbox’s refer-a-friend feature permanently
increased signups by 60%, with users sending
2.8 million direct referral invites by April 2010.
Imagine how well referral marketing helped
them.
(Source: referralcandy.com)

11. How to do drive some great referrals?
 Key is to understand WHEN you should ask a customer for referrals.
 Referrals can be driven by the following ways:
• Remarketing ads targeting existing customers that contain discounted offers
• Asking for referrals within a product
 Understand a customer’s journey and then display referrals ads/popups.
 For example, target those customers who have made a purchase twice a month
rather than targeting a new visitor.

12. Building Search Engine Traffic
3 ways in which B2C can rock their SEO strategy and optimization:
 Understand Content in Demand. Use tools like Google Keyword Planner and look
out for keywords people are searching with less competition.
 Build Amazing Content. Focus not just on SEO but also on creating valuable
content with great visuals to appeal to your readers.
 Promote Content to the Right People. Email and social media outreach to
influencers, bloggers and journalists works best for content promotion.

13. Case Study: FCE Pest Control
 First Choice Environmental deals in pest control.
 Problem: Their website was boring due to which there was negligible traffic on
their website.

14. Solution
 Mike Bonadio created an interesting
infographic for FCE which got shared on a
number of major websites like Lifehacker.

15. Results
 Mike’s SEO campaign
resulted in 1,117 social
shares, 12 backlinks and
15% more organic traffic
(In 2 Weeks).

16. Social Media Conversations
 Engaging with the audience is an important growth hack for B2C companies.
 The key here is to sound human and genuinely engage with the audience without
making it look like a self-promotional outreach

17. Example: Social Interaction

18. Social Media Conversations The Right Way
 Identify your target audience and take advantage of hashtags. Use a tool like
Hootsuite, track hashtags relevant to your business and start interacting.
 Ask for a review. Ask people for their opinion rather than hard selling. If people
like your product they’ll definitely buy it. Make them feel good by asking for their
opinion.

19. Conversion Rate Optimization
 Conversion rate optimization is a process of improving your website on the basis
of customer feedback and analytics.
 In other words, it is increasing site visits by improving user experience to convert
visitors to customers.
 It plays an important role in understanding why visitors are abandoning your
website.

20. How To Keep Conversion Rate Optimization On Track?
 Understanding user interactions with your website. With the help of CRO, locate a
possible issue in your website that is resulting in abandonment and fix it.
 For example, we recommended one of our clients to add testimonials as their
product was new so they need to win the trust of a visitor.
 This brought down the cost of acquisition by 80%.
 Regular testing with different landing pages. Use tools like Unbounce to create
different landing pages.
 Test by sending same amount of traffic to different landing pages and analyze
what metrics are working for you.

21. An Example Of Landing Page Testing

22. Have any questions
or want to share
your views?
Drop me a mail at
shivankit[at]marketingmasala[dot]com
@marketingmasala