What is eCommerce ROI? How To Calculate & Improve It?

Marketing is the crucial aspect every eCommerce store uses to draw customers. Making arbitrary marketing choices without checking the outcomes is pointless. In the fast-paced and highly competitive world of online business, it’s essential to measure the eCommerce ROI more than just revenue.

It helps you understand the efficiency of your marketing and sales efforts and the overall profitability of your business. When your ROI is high, your investments pay off, while a low ROI indicates that your strategy needs to be altered.

In this blog, I’ll explain How to measure ROI for eCommerce businesses and the advantages of calculating it. Additionally, we will provide practical tips and strategies for maximizing ROI to improve customer retention.

Whether you are just starting an eCommerce business or looking to improve your existing one, this guide will provide valuable insights and actionable advice to succeed long term.

How to calculate E-Commerce ROI and its advantages?

E-Commerce ROI measures the effectiveness of marketing and sales efforts of eCommerce businesses. It allows store owners to track the profits and losses of specific marketing campaigns. The return on investment (ROI) can provide complete insights into the percentage of profits that you can expect from each investment made for your eCommerce business. 

How to Calculate ROI

It is calculated by dividing the net profit by the investment cost and expressing the result as a percentage. Essentially, eCommerce ROI tells you how much you earn for every dollar you spend on your business.

To calculate the ROI of an e-commerce store, you would need to follow these steps:

  • Calculate your whole investment by gathering all costs associated with starting and operating the online store, including developing the website, buying the products, advertising campaigns, and paying other essential costs.
  • Calculate the total revenue by adding up the money the e-commerce store earned over a certain period, commonly a year.
  • Subtract your total expenses from your total revenue to get your Net profit.
  • Divide your net profit by total investment to get ROI as a decimal.
  • Multiply the decimal by 100 to get the ROI as a percentage: This is the final step in calculating the ROI of your e-commerce store.

The formula to calculate ROI can be expressed as follows:

ROI = (Net Profit / Total Investment) x 100

Net Profit = Total Revenue – Total Expenses

Cost of Investment = The amount of money spent on a specific marketing or sales effort, such as a PPC advertising campaign, email marketing campaign, or product line.

By regularly calculating eCommerce ROI, you can better understand the efficiency of your marketing and sales efforts and make data-driven decisions to improve the profitability of your business.

Advantages of Calculating eCommerce ROI 

Improved decision-making: By understanding the ROI of different marketing and sales efforts, you can make informed decisions about where to allocate resources and focus your efforts. By tracking ROI, you can make data-driven decisions about your business rather than relying on intuition or guesswork.

Better resource allocation: If a particular investment is not generating a positive ROI, it may be time to re-evaluate it and consider reallocating resources to more effective efforts.

Increased profitability: By focusing on ROI, you can ensure that your efforts lead to increased profits and sustainable growth for your eCommerce business.

Overall, calculating eCommerce ROI is crucial for ensuring the long-term success of your business. 

6 Effective Ways To Improve E-Commerce ROI:

The following six steps will improve the ROI of your eCommerce business:

1. Optimized Website With Compelling Content

If you’re running an eCommerce business, your website is your customers’ main point of contact, so you should optimize it to convert visitors into customers. A website with an easy-to-use design, fast loading times, and a clear call to action is key to more conversions. Adding content that draws customers’ attention is important, including good landing page copy, better product descriptions, etc. 

To understand what works best, test various website elements such as product descriptions, photos, and checkout procedures using A/B testing.

2. Improve The Number Of Qualified Leads 

Ensure that your website is optimized for search engines so that it is easy for customers to find you when searching for products or services you offer. Search Engine Optimization (SEO) techniques such as keyword research, on-page optimization, and link building can be used to accomplish this. Using keywords related to the product is critical to be visible to your ideal customers. You also have the option to use social media platforms to promote your products and drive traffic to your website. 

Improve The Number Of Qualified Leads

Personalize your marketing efforts by segmenting your audience and delivering tailored content and promotions to each segment. This will increase the relevance of your marketing efforts and improve conversion rates. Additionally, you can Partner with influencers in your industry to reach a new audience and drive qualified leads to your website.

3. Improve Your Sales Funnel

The sales funnel is the key to converting visitors to customers. Here are some tips on how to improve the sales funnel:

Improve Your Sales Funnel
  • It is important to clearly define your target audience to understand their needs and tailor your marketing efforts accordingly. 
  • It is important to use high-quality images and clear product descriptions to help customers make better purchasing decisions. 
  • By offering multiple payment options, you can increase the chances of purchase, as they can select the mode of payment.
  • Simplifying the checkout procedure can lower cart abandonment and boost conversion rates.
  • Offer guest checkout choices, be up-forward about shipping and handling charges, and provide clear calls to action throughout the checkout process.
  • Retargeting can help you connect with visitors who have previously connected with your website but did not buy anything. This can increase the probability that these customers will purchase a subsequent visit.

4. Test New Campaigns And Channels

Offering specials and discounts to clients is a perfect method to boost sales and encourage them to buy. However, it’s crucial to utilize these promotions selectively and wisely to avoid undermining your brand’s reputation and the product’s perceived worth.

Launch your test channel or campaign using the test group you’ve chosen. Monitor and evaluate the test’s outcomes, considering website traffic, conversion rates, and customer feedback.

Use targeted advertising to connect with potential clients most likely to buy your products. This can involve running ads on Google, social media, or other websites that are popular with your target market.

5. Timely Optimize Product And Landing Pages

Before making any adjustments, clearly define the objectives of each product page or landing page optimization. This can improve consumer engagement, lower bounce rates, or boost conversion rates. Analyze statistics like website traffic, conversion rates, and customer reviews to determine what is currently effective and where room for improvement exists. The success of online shopping depends on high-quality images. Ensure that the product is depicted in your photographs clearly, a well-lit manner. For a more engaging customer experience, you may also think about integrating product films or 360-degree pictures.

Timely Optimize Product And Landing Pages

Collect customer feedback and utilize it to guide your landing pages and product page optimization decisions. Customer feedback on your page layout, product descriptions, and other crucial aspects for gaining the trust of website visitors and customers.

6. Improve Customer Loyalty 

Attracting new clients and keeping current ones happy is equally important. Provide exceptional customer service, stay in touch with clients after making a purchase, and consider implementing loyalty programs to encourage return business.

Customer satisfaction can be raised, and the likelihood of repeat business increases by reducing shipment times and costs. Utilize a fulfillment center or dropshipping model to reduce expenses and speed delivery.

Putting more effort into keeping current clients rather than bringing in new ones is usually more cost-effective. If you want to promote repeat business, think about providing awards, loyalty programs, and other incentives.

7. Monitor Your Data

You can enhance your eCommerce ROI by regularly tracking essential metrics like website traffic, conversion rates, and customer lifetime value. This will enable you to spot areas for development and make data-driven decisions.

Use data and analytics tools to learn more about consumer behavior and purchasing trends. Using this information, one can make informed decisions about product offerings, marketing campaigns, and pricing.

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Conclusion: eCommerce ROI 

I hope this article has given you a clear understanding of eCommerce ROI and how to use it to promote your business. Maximizing the e-commerce ROI requires a combination of strategies, including improving your sales funnel, testing new campaigns and channels, and optimizing product and landing pages. In addition, you must constantly evaluate what is effective and tweak your strategy accordingly.

You can ensure the long-term success of your e-commerce business by establishing specific objectives and relying on data and consumer feedback to take marketing and sales decisions. With the right strategy, you can boost conversions, decrease expenses, and cultivate a loyal customer base that will support your company’s growth.


What is ROI in e-commerce?

ROI, or return, is a term used to describe the profitability of all operations. It displays the percentage of revenues generated as a result of particular promotional initiatives.

What is the best ROI for e-commerce?

The best ROI falls between 25% and 50%, although there is no standard for what constitutes the best ROI.

How do you calculate ROI for e-commerce?

You can use the formula ROI = (Net Profit / Total Investment) x 100 to calculate ROI for an e-commerce store.

What is a 7% ROI?

A 7% ROI translates to a profit of 7% on your e-commerce store’s total expenditure. A decent ROI for an investment in stocks is generally thought to have an annual ROI of around 7% or higher.

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