Measuring ROI: Quantifying the Impact of Social Media on E-commerce Sales Funnels

Last Updated: 

April 30, 2024

Social media has become a powerhouse in e-commerce, transforming how businesses connect with consumers and drive sales. Its impact goes beyond mere engagement, playing an essential role in shaping the success of online ventures.

Let’s dive deeper into how social media has impacted the e-commerce sales funnel. 

different social media platforms on a smart phone.

Key Takeaways on Social Media’s Role on Ecommerce Sales

  1. Social Media's Role in E-commerce: Social media isn't just about engagement; it significantly impacts e-commerce by boosting brand exposure, engagement, and conversions through targeted advertising and influencer collaborations.
  2. Customer Engagement and Relationship Building: Active engagement on social media fosters trust, gathers feedback, and offers personalised support, leading to higher customer satisfaction and loyalty.
  3. Driving Website Traffic and Conversions: Sharing updates and compelling content on social media channels directs followers to online stores, stimulating purchases and driving conversions.
  4. Data Insights for Optimisation: Analysing metrics like engagement and conversion rates enables businesses to understand their audience better and refine marketing strategies accordingly.
  5. Building Brand Loyalty: Satisfied customers can turn into brand advocates, amplifying word-of-mouth marketing and contributing to the bottom of the e-commerce sales funnel through referrals.
  6. E-commerce Sales Funnel Stages: Awareness, Interest, Consideration, Conversion, Retention, and Advocacy constitute the stages of the e-commerce sales funnel, each crucial for guiding customers towards making purchases and fostering long-term relationships.
  7. Measuring Social Media Impact: Key metrics like CTR, Conversion Rate, AOV, CLV, and Attribution Models provide insights into social media's influence at different stages of the e-commerce sales funnel, aiding in optimising marketing strategies and driving revenue growth.
Want to Close Bigger Deals?

The Importance of Social Media on E-Commerce Sales Funnel

Here’s the importance of social media like Instagram in e-commerce:

  • Increased Reach and Brand Exposure: Through targeted advertising, engaging content, and influencer partnerships, businesses can increase brand exposure and attract new customers to their online stores.
  • Enhanced Customer Engagement and Relationship Building: By actively engaging with customers through comments, messages, and social media posts, e-commerce businesses can establish trust, gather feedback, and provide personalised customer support, ultimately leading to higher customer satisfaction and loyalty.
  • Driving Website Traffic and Conversions: Sharing product updates, promotions, and compelling content allows businesses to encourage followers to visit their online stores and make purchases.
  • Data Insights and Analytics: Businesses can better understand their target audience and optimise their marketing strategies by analysing metrics such as engagement, click-through, and conversion rates.
  • Brand Loyalty and Advocacy: Satisfied customers may become brand advocates, promoting products or services to their social networks and contributing to the bottom of the e-commerce sales funnel through referrals and word-of-mouth marketing.

Stages of E-Commerce Sales Funnel

The stages of an e-commerce sales funnel typically include:

  1. Awareness: This is when potential customers become aware of your brand, products, or services. It often starts with initial exposure to your brand through various marketing channels such as social media, search engines, or advertising.
  2. Interest: After becoming aware of your brand, potential customers move to the interest stage, where they begin to explore and learn more about your offerings. This may involve researching product features, reading reviews, or comparing prices.
  3. Consideration: In this stage, potential customers are actively considering purchasing. They may have narrowed their options and are evaluating product quality, pricing, and delivery options. Content such as product demonstrations, testimonials, and comparison guides can be effective at this stage.
  4. Conversion: The conversion stage is where the actual purchase takes place. This can happen on your e-commerce website or through other channels such as social media or email marketing. Making the purchasing process as smooth and frictionless as possible is essential to encourage conversions.
  5. Retention: Once customers have purchased, they retain their loyalty and encourage repeat purchases. This may involve providing exceptional customer service, offering loyalty rewards, or engaging customers through personalised marketing campaigns.
  6. Advocacy: In the advocacy stage, satisfied customers become advocates for your brand, spreading positive word-of-mouth and recommending your products or services to others. Building a community of brand advocates can help drive additional sales and expand your customer base through referrals.

5 Key Metrics for Measuring Social Media Impact

Check out the five key metrics to measure social media impact on the e-commerce sales funnel:

1. Click-Through Rate (CTR)

CTR measures the percentage of users who click on a link in your social media post or advertisement and subsequently visit your e-commerce website. It indicates the effectiveness of your social media content in driving traffic to your online store and initiating the e-commerce sales funnel.

2. Conversion Rate

Conversion rate measures the percentage of visitors to your e-commerce website who complete a desired action, such as making a purchase, after arriving from social media channels. It provides insights into the effectiveness of your social media efforts in converting website traffic into sales and driving revenue.

3. Average Order Value (AOV)

AOV calculates the average amount customers spend on your e-commerce website during each transaction. 

By analysing AOV specifically for customers who originated from social media channels, you can assess the impact of social media on increasing the value of individual transactions within the e-commerce sales funnel.

4. Customer Lifetime Value (CLV)

CLV estimates the total revenue a customer is expected to generate over their entire relationship with your e-commerce business. Segmenting CLV data based on customers acquired through social media channels lets companies evaluate the long-term impact of social media marketing on driving repeat purchases and fostering customer loyalty.

5. Attribution Models

Attribution models allocate credit to different marketing touchpoints along the e-commerce sales funnel, including social media interactions, to determine their contribution to sales and conversions.

If you check the attribution data, you can gain insights into the influence of social media interactions at various stages of the e-commerce sales funnel and optimise your social media marketing strategies accordingly.


As the digital world continues to evolve, harnessing the power of social media remains crucial for businesses aspiring to thrive in the competitive realm of e-commerce.

By embracing innovation, leveraging data-driven approaches, and adapting to emerging trends, businesses can unlock the full potential of social media as a catalyst for e-commerce success.

People Also Like to Read...