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Last updated Thu Nov 02 2023

Charlotte Bio: a 6 Hour-Long Onsite Campaign Brings 6x Increase in Revenue

  • TwoCampaigns

    That promoted a flash sale: a popup and a bar

  • 17%of monthly revenue

    Was generated within six hours of sale

  • 6XMore revenue

    Thanks to one campaign, compared to a usual day

Marilou Bertrand

“The campaign generated six times more customers in six hours than we get on a full regular day, which we really did not expect.”

Marilou Bertrand, Director of Digital Marketing, Charlotte Bio
charlottebio
Snapshot
  • Brand: Charlotte Bio

  • Founded: 2015

  • Industry: Cosmetics

  • Integrations: Shopify, Klaviyo

  • Using Wisepops since: November 2022

What is Charlotte Bio?

Listening to women’s needs and the love for organic and cruelty-free cosmetics are the ideas that Stéphane Bittoun and Marjorie Minel had in mind when they founded Charlotte Bio back in 2015. Now, the brand is one of the fastest-growing brands in its segment, offering a wide range of top-quality organic beauty products.

What makes Charlotte Bio really special is that the brand has been developing vegan, environmentally-friendly products before they became the norm. What’s more, the brand is on a mission to make organic beauty accessible to everyone: the most expensive item it sells costs only €18 (about $20).

The positive shopping experience lies at the core of Charlotte Bio’s online store. Besides the simple yet effective design, there are often various promos going on, making the customers’ onsite journey more engaging.

charlotte bio

Campaign overview

Charlotte Bio uses Wisepops to engage visitors with various campaigns. Here, we’ll take a look at one of the most recent ones: the flash sale that the brand had in March.

Flash sale campaign

Goals

  • Generate more orders with the sale

  • Acquire new customers (those who visit and follow the brand on social media but have not purchased yet)

On March 28, Charlotte Bio hosted a sitewide flash sale. The offer included a generous 40% discount on all products (except already discounted items). As we know, Charlotte Bio has affordable prices, so this sale was really a great opportunity for customers to grab excellent deals. 

The campaign was implemented in two stages:

  • At 6 PM, it launched on the website (for repeat customers only, thanks to targeting features in Wisepops)

  • At 7 PM, the campaign was visible to every visitor

Both campaigns lasted until midnight, so the entire sale lasted for six hours in total.

How Charlotte Bio promoted this sale offsite

To generate awareness as well as a sense of urgency for the sale, Charlotte Bio also sent emails to their subscribers, in which they also let them know about limited stock on many items. The emails were also sent at 6 pm—the time when the sale started.

The brand also ran paid acquisition campaigns at 7 PM (so an hour after notifying their subscribers) and posted a promo message on social media.

The design of the campaign was well thought out:

First, the visitors saw a popup almost immediately after they viewed Charlotte Bio’s website (both on desktop and mobile). It announced the sale (this way, everybody knew about the discount) and offered to take advantage of the code.

Here’s the desktop version:

charlotte bio mobile sale popup

And the mobile version:

charlotte bio mobile flash sales popup

The visitors could automatically grab the discount by clicking the red “Apply the code” button—and the code was automatically applied to the shopping cart. 

The automatic application made using the discount effortless, which was very important, according to Marilou. Her customers did not even need to remember the code—only one click was enough.

But what about those who chose not to apply the code?

Marilou also took care of that.

These customers could still access the discount thanks to the second campaign—a website bar. It appeared on the top of the website and was only visible to customers who did not apply the code in the popup.

Here’s the bar (note a countdown timer showing when the discount expired):

website bar charlotte bio

So, you can say that the bar was there for visitors who closed the popup but then found something interesting on sale and wanted to access the code again (which often happens).

Here's how the popup and the bar campaigns looked on desktop:

Lisa Fockens
Expert tip:

“Use countdown timers to stimulate customers into taking advantage of limited-time promotions and ensure campaigns interact with each other. For instance, display a bar with a countdown to the start of the sale or a notification campaign if the promotion hasn't been redeemed yet. Once the sale begins, you can show a different bar with the countdown until the offer ends.”

Lisa Fockens, Head of Customer Success, Wisepops

Marilou says that the countdown in particular was an excellent idea, as Charlotte Bio rarely hosts such sitewide sales because of the affordable prices. It showed that the code expired soon—which was a clear signal for customers (especially the repeat ones) that the deal was too good to pass on.

Marilou Bertrand

“We added the bar with the countdown to reinforce the sense of urgency for those who did not apply the code in the popup, which was key to success.”

Marilou Bertrand, Director of Digital Marketing, Charlotte Bio

Results

In Wisepops, Charlotte Bio launched three campaigns: a desktop popup, a mobile popup, and a website bar.

Let’s see how each performed.

First, the desktop campaign had achieved an impressive CTA of over 47% and 137 visitors applying the code through it:

popup performance

Next—

The mobile popup (the one you saw earlier), converted even more visitors.

The data from Wisepops revealed this impressive CTR:

mobile popup perfrormance sale

Noted the difference in performances between the desktop and the mobile versions? It shows how important it is to use mobile-optimized popups (especially if your store has a lot of mobile traffic).

Yet, not creating mobile popups is a common popup mistake.

And last but not least—

The performance of the bar with the countdown:

website bar performance

As you can see, the bar generated 99 more code applications than the desktop popup campaign.

Still—

The mobile popup was the winner among the three, generating well over 700 discount code applications by customers.

And here’s the overall result:

Altogether, the campaigns generated 17% of sales made in May.

That was a really great result and a major boost in sales and customer acquisition—so the campaign’s goal was achieved.

According to Marilou, having the bar with the countdown proved to be essential because it helped maximize visitors’ purchase intention as they were browsing the store and found products they were interested in.

There was another benefit, too:

Marilou Bertrand
Expert tip:

“The campaign did not affect the average shopping cart value, as the customers bought more than usual.”

Marilou Bertrand, Director of Digital Marketing, Charlotte Bio

You can also watch the full interview of Marilou about her experience with this campaign (in French):

Getting the most out of Wisepops

Thanks to this campaign Charlotte Bio achieved a nice boost in sales. Also, as Marilou mentioned, the sale had a low impact on margins because it was done in a very short timeframe.

Marilou says she is looking forward to integrating onsite notifications to engage even more store visitors. 

You can learn about the notification feed in our next case study below:

oddballs-logo
More Success Stories: the Onsite Notification Feed

Find out how OddBalls generated £50k thanks to one onsite notification campaign: OddBalls case study

Want to achieve similar results?

Pawel Lawrowski

Pawel is the Head of Growth at Wisepops and an expert in lead generation, popups, and onsite marketing.

With over a decade of experience in digital marketing, he has both build marketing teams from scratch and led strategic business growth projects.

Pawel has worked with countless online businesses on marketing strategies and is now sharing his knowledge on the Wisepops blog.

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