Table of contents
Oct 8, 2025
8 mins read
Written by Imrana Essa
Think about the last time you shopped online. Did you buy the product right away? Probably not.
You might’ve seen an ad, browsed a few options, read reviews, and finally clicked “buy” days later. That entire user journey from discovering a brand to becoming a customer is your ecommerce conversion funnel.
Every ecommerce brand has one, whether they’ve mapped it or not. The better you understand it, the easier it is to spot drop-offs, fix friction points, and turn browsers into loyal customers.
In this article, we’ll walk you through the ecommerce conversion funnel stages, ecommerce funnel examples and tips to improve your funnel conversions. You’ll also learn how to track funnels using ecommerce tracking tools and transform a simple funnel into a repeatable growth cycle.
An ecommerce conversion funnel (also called an ecommerce sales funnel) is the step-by-step journey customers take from first discovering your brand to making a purchase and, ideally, purchasing again.
It helps you visualize where people drop off, so you can fix leaks and improve the conversion rate.
A well-defined funnel helps you focus your marketing efforts where they matter most.
A typical ecommerce conversion funnel includes five main stages:
Let’s go through each with examples, goals, tactics, and metrics.
This is the first time shoppers come across your brand through an ad, a social post, a friend’s recommendation, or a Google search. They’re not ready to buy yet; they’re simply becoming aware of your product or brand.
Example:
A runner searching for “eco-friendly running shoes” finds your brand’s blog post titled “10 sustainable running shoe brands for 2026.” They read it and discover your brand for the first time.
Goals at this stage
Tactics
Metrics
Now that shoppers know your brand, they start comparing you with others. They’re looking at reviews, features, and pricing to decide if your product fits their needs.
Example:
The same shopper who found your blog clicks through to your product page, checks reviews, watches a short product video, and signs up for a 10% discount email. They’re evaluating, not buying yet.
Goals at this stage
Tactics
Metrics
Here, shoppers are close to buying, they just need that final push. A confusing checkout process or surprise shipping cost can make them drop off. This stage is about removing friction and giving them confidence to complete the purchase.
Example:
The shopper adds your running shoes to their cart but hesitates. Then they get a reminder email offering free shipping or a limited-time discount that small incentive often closes the deal.
Goals at this stage
Tactics
Metrics
Benchmarks: Industry averages show cart abandonment rates around 60–80%, and ecommerce conversion rates typically range between 2–4%, depending on niche and device.
The sale is complete but the funnel doesn’t end here. This stage is about confirming value and creating a positive post-purchase experience that sets up repeat sales and referrals.
Example:
After buying, the customer receives a thank-you email, clear order tracking updates, and a short video on how to care for their new shoes. That reassurance builds trust and encourages them to come back.
Goals at this stage
Tactics
Metrics
This is where long-term growth happens. Retaining a happy customer is far more cost-effective than acquiring a new one and loyal customers often become your strongest advocates.
Example:
A month later, the shopper receives an email with 15% off a new collection and earns reward points for every purchase. They buy again and post about their experience on Instagram bringing new customers your way.
Goals at this stage
Tactics
Metrics
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Let’s break down how you can optimise your ecommerce funnel step by step.
Before you can fix anything, you need to know what’s broken. Start by analysing how shoppers move through your funnel and where they stop.
How to do it:
Tools like Usermaven make this easier by showing funnel drop-offs in real time and using Segments to reveal which audiences or channels lose interest fastest.
Goal: Understand exactly where users fall off so you can focus your efforts where they matter most.
A slow, clunky site kills conversions. Today’s shoppers expect speed, simplicity, and a seamless experience on any device.
How to do it:
Goal: Create a frictionless browsing and buying experience that builds trust and keeps users moving forward.
Not all visitors are the same, so treat them differently. Personalisation helps you serve the right message or offer at the right time.
How to do it:
Goal: Make each interaction feel relevant, which increases engagement and conversion likelihood.
Checkout is where most leaks happen. Even small annoyances like forced account creation or unclear shipping costs can cause buyers to abandon their carts.
How to optimise this stage:
Goal: Make paying as fast, clear, and stress-free as possible.
Sometimes, it’s not the process it’s the perceived value. Funnel optimisation also means testing how you present your products and offers.
How to do it:
Goal: Strengthen your value proposition so buyers feel confident choosing you over competitors.
Optimisation isn’t a one-time project it’s an ongoing process. Every change you make should be tested, measured, and improved over time.
Best practices:
Analytics tools such as Usermaven help you compare results across time periods and see which experiments truly lift conversions.
Goal: Create a habit of continuous learning and improvement across your marketing and product teams.
Every ecommerce brand’s funnel looks a little different, depending on its audience, price point, and marketing channels. But the best ones all have one thing in common: they guide shoppers smoothly from discovery to purchase, with every step building trust and intent.
Here are two proven ecommerce funnel examples you can learn from and adapt to your own business.
Glossier built its funnel around community and authenticity, turning readers into loyal customers through relatable storytelling.
Takeaway: Build trust before selling. Use authentic content and community engagement to create a funnel that feels personal, not transactional.
Gymshark’s funnel thrives on influencer power and social storytelling, meeting its audience exactly where they hang out: on TikTok and Instagram.
Takeaway: Build momentum through social proof. A funnel that starts on social platforms can drive long-term loyalty when authenticity and engagement are baked in.
A quick snapshot of what to focus on at every stage of your funnel.
1. Attract Get the right visitors. Channels: SEO, paid social, creators, affiliates Measure: CTR, sessions, new users 2. Engage Turn curiosity into interest. Assets: PDPs, buyer’s guides, quizzes Measure: email signups, add-to-cart rate 3. Convert Make checkout effortless. Actions: clear pricing, express pay, trust badges Measure: checkout start rate, purchase rate 4. Delight Keep customers coming back. Actions: loyalty rewards, referrals, post-purchase emails Measure: repeat purchase rate, reviews, NPS |
Tracking your ecommerce conversion funnel is all about seeing how shoppers move through each stage and spotting where they drop off. Without that visibility, you’re just guessing which marketing efforts work and which don’t.
That’s where Usermaven makes the process effortless.
Usermaven helps ecommerce brands track, measure, and optimise their entire funnel using clean, easy-to-understand web analytics. Instead of juggling multiple tools, you can see every step of your customer journey in one place.
Here’s how it works:
In Usermaven’s funnels view, you can see exactly how visitors progress through key stages. Each step shows how many users move forward and how many drop off, helping you identify where conversions leak.
For example, you might notice that 60% of users add products to their cart but only 25% start checkout. That signals friction, maybe your shipping info isn’t clear or your site loads slowly.
With Usermaven, you can spot that instantly and act before it costs you more sales.
Not all traffic behaves the same and Usermaven helps you see that clearly. You can break down your funnel by:
This way, you’ll know which sources bring the highest-converting traffic and which need attention.
Usermaven automatically tracks the most important ecommerce KPIs, so you can focus on improving results instead of manually pulling reports.
You can monitor:
All these metrics update in real time no complex setup or coding required.
Most customers interact with your brand multiple times before buying through ads, emails, or social posts. Usermaven’s attribution feature shows you which touchpoints actually drive conversions, not just the last click.
You can see how awareness campaigns, influencer collaborations, or retargeting ads contribute to final sales. That means smarter marketing spend and a clearer understanding of ROI.
Usermaven doesn’t just show numbers it helps you understand why they change. With Maven AI, you can get instant insights like:
“Cart abandonment increased 12% this week due to higher mobile traffic, consider optimizing checkout UX.”
You can also connect these insights with other modules like user journeys (to visualize the full customer path).
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Tracking doesn’t stop at the purchase. Usermaven helps you understand how often customers return, how much they spend over time and which channels bring back the most repeat buyers.
With this data, you can identify your most valuable customer segments and focus on retention strategies like loyalty programs or personalized offers.
Funnels don’t have to be one-way. Treat customers like a flywheel: great experiences create advocacy that feeds new awareness. The loop is simple:
Here are low-effort fixes you can ship for measurable gains.
An effective ecommerce conversion funnel isn’t built overnight, it’s refined with data, insight, and continuous improvement. The more you understand how shoppers move through your store, the easier it becomes to reduce friction, boost conversions, and build long-term loyalty.
That’s where Usermaven comes in. As a powerful website analytics tool for ecommerce brands, it helps you visualise your funnel, uncover drop-offs, and attribute revenue to the right channels all in one simple dashboard. With clear data and actionable insights, optimising your funnel becomes effortless.
Ready to turn insights into conversions? Book a demo with Usermaven and see how smarter tracking leads to faster growth.
Book a free demo and discover how powerful analytics can grow your business.
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How do you identify weak points in an ecommerce funnel?
Look at stage-to-stage drop-offs in your funnel data. If many users view a product but few add it to their cart, that stage needs improvement. Tools like Usermaven make it easy to visualise where shoppers drop off and why.
What metrics matter most when analysing an ecommerce funnel?
Beyond overall conversion rate, focus on micro-metrics such as add-to-cart rate, checkout start rate, and repeat purchase rate. Tracking these stage-level metrics helps you spot small leaks that impact total revenue.
How often should ecommerce brands review their funnel performance?
Ideally, review your funnel weekly or monthly. This helps you catch sudden dips in conversion or engagement early, especially after running new campaigns or changing site layouts.
What are realistic ecommerce conversion funnel benchmarks?
While benchmarks vary by industry, most ecommerce stores see conversion rates between 2–4% and cart abandonment rates around 70%. Use these as reference points, but focus on improving your own baseline performance over time.
Can ecommerce funnels be automated for better results?
Yes. You can automate parts of your funnel using email sequences, personalised product recommendations, and retargeting campaigns. Automation keeps users engaged without constant manual effort.
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