Background
The Big Bang Sale is a monthly flagship event for a leading sexual wellness brand, designed to drive high engagement and significant revenue spikes.
The Challenge
While traffic was healthy, earlier Big Bang Sale events fell short on performance:
- Low Conversion Rate – In the May baseline, only 1.3% of sessions converted to orders, with visible leaks in the purchase funnel.
- Friction in the User Journey – Product discovery was slow, onsite engagement was minimal, and checkout abandonment rates were high.
- Lack of Urgency & Personalisation – Few dynamic elements, limited bundling, and minimal FOMO triggers to encourage immediate purchases.
May: The Testing Ground
The May event served as a diagnostic stage. Analysis revealed:
- The Add-to-Cart to Checkout stage had the highest drop-off.
- Visitors were not prompted to act quickly, leading to missed sales opportunities.
- Bundling strategies were underutilised, limiting AOV growth.
Optimisation Playbook
With an ethos of constant optimisation, the team implemented iterative, data-driven changes that built on each month’s learnings:
- Dynamic Top Bars: Capture attention with targeted messaging at the first touchpoint.
- FOMO-Driven Pop-Ups: Create urgency to encourage hesitant visitors to take action.
- Real-Time Counters: Reinforce scarcity to promote quicker decision-making.
- Improved Bundling: Provide better value to increase overall order size.
- Cart-Level Upsells: Enhance Average Order Value (AOV) through relevant product recommendations.
- Checkout Push Nudges: Minimize cart abandonment by reminding users of their cart contents and offer expirations.
The Impact
Over consecutive months, these incremental changes transformed The Big Bang Sale into a
strategic growth engine:
- Consistent month-on-month uplift in conversion rates and AOV.
- Faster decision-making from customers due to heightened urgency triggers.
- Stronger engagement loops, where campaign learnings directly informed the next optimisation cycle.
Every campaign created a feedback loop. Every learning became actionable. Every small win compounded into exponential growth.
Key Takeaway
Sustainable e-commerce growth is not built on one-off “big bang” campaigns.
It’s the result of iterative, data-led optimisation—refining creatives, tightening funnels, and personalising user experiences month after month.
Optimise. Learn. Scale. Repeat.
