The eCommerce Marketing Podcast walks you through everything that goes into ecommerce marketing — from inbound marketing to paid advertising to conversions. Learn the strategies top marketing experts use to grow their businesses.
In this episode of the e-commerce marketing podcast, host Arlen Robinson speaks with Matthew Stafford, CEO of Build Grow Scale, about the importance of e-commerce optimization. They discuss how brands can transform their sales by focusing on conversion rates rather than just increasing traffic. Matthew shares insights on common mistakes e-commerce brands make, the significance of customer feedback, and actionable strategies to reduce cart abandonment. The conversation also explores the role of AI in e-commerce and future trends in the industry, concluding with Matthew’s personal experiences and insights.
Key Episode Takeaways:
- Traffic is not the main problem; conversion rates are.
- Most e-commerce stores convert at 2-3%.
- Optimizing existing traffic can double business revenue.
- Human behavior, not tricks, drives successful optimization.
- Brands often copy big companies without understanding their strategies.
- Customer feedback is crucial for website optimization.
- SMS recovery can significantly reduce cart abandonment.
- Clear communication on websites increases trust and conversions.
- AI will play a major role in the future of e-commerce.
- Simplicity in design is key to improving user experience.
For show transcript highlights, past guests, and more, visit: https://www.ecommercemarketingpodcast.com
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Past guests on the ecommerce marketing podcast include Neil Patel, Nemo Chu, Luke Lintz, Luke Carthy, Amber Armstrong, Kris Ruby and many more.
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Matthew Stafford is the CEO and Managing Partner of Build Grow Scale, where he helps eCommerce brands optimize their stores to maximize conversions and scale profitably. With over three decades of experience building businesses across industries, Matthew has helped hundreds of eCommerce businesses surpass $1 million in revenue—and many beyond $10 million.
He’s an expert in website optimization rooted in human behavior and is passionate about turning traffic into profit by eliminating friction in the buyer journey.
In this episode, Matthew shares his proven approach to optimization, why most brands are focusing on the wrong metrics, and how a few strategic changes can dramatically lift conversions.
Key Topics Discussed
- Why traffic isn’t the real problem—most brands are leaking sales on-site.
- How understanding human psychology improves website performance.
- The dangerous trap of copying big brand websites.
- Case study: How one brand went from $400K/month to $2.7M in five months.
- The most powerful question to ask customers post-purchase—and how it drives growth.
- How to reduce cart abandonment with a simple tweak to your checkout form.
- The importance of clear, simple UX design that even Homer Simpson could understand.
- The future of optimization: AI, personalization tools, and how to prepare now.
- Why SMS is a must for abandoned cart recovery.
Time Stamps
[00:02] – Introduction to Matthew Stafford and Build Grow Scale.
[01:32] – Why optimizing existing traffic is more powerful than getting more traffic.
[03:06] – From running his own store to helping others scale massively.
[04:32] – Why psychology—not hacks—is the foundation of great optimization.
[06:33] – The dangers of copying big brand websites.
[09:58] – Case study: Anson Belt’s 2–3x conversion rates and key lessons.
[10:56] – The #1 question to ask customers that drives millions in additional revenue.
[15:03] – How to reduce cart abandonment with messaging at checkout.
[17:43] – The power of explaining why you’re asking for info at checkout.
[19:39] – Making websites “Homer Simpson simple” for maximum conversion.
[21:21] – The future of optimization: AI, automation, and smarter customer journeys.
[25:24] – Fun fact: Matthew has completed 499 skydives and a 121-hour dark retreat. [28:03] – How to connect with Matthew and learn more about Build Grow Scale.
Guest Contact Information
Website: https://www.buildgrowscale.com
Listen to the full episode to discover powerful, psychology-driven strategies to boost conversions and turn your existing traffic into long-term growth!
