When you want to make it really stand out, make it sound like a 1 time opportunity—
The 2nd best way to communicate complex information in a confined space—
Many websites evolve to get too busy. This happens even with the best of intentions. Here’s what happens—
1: They look at their email marketing platform report and see that historically shoppers who signup for newsletters have a higher lifetime value, so they add a giant popup to drive up newsletter sales.
2: They look at their Google Analytics data and see that their sale page produces a conversion rate that’s 5x site average so they replace sale page link on top navigation with a blinking one to make sure shoppers see it.
3: They look at their top 10 selling items and realize only 25% of shoppers see them so they display thumbnails of top 10 sellers right on homepage.
4: Looking at historical performance in Google Analytics reveals site search is an important conversion catalyst, it both drives up conversions and average order value, but is used by only 7% of site visitors. So they make a floating search bar that is always anchored on top of page, making it impossible to miss.
5: They test using live chat, see it performs well and add a floating “Click for Live Help” tab to the right edge of each page.
6: They read a case study about how SteelHouse helped Creative Labs improve holiday season conversion rates 245% so they add the SteelHouse widget to their site.
Individually, these enhancements are all good ideas because they’re based on actual data. However, in our quest to maximize everything we end up with a website that’s too busy and ineffective. A delicious meal is delicious because of the harmony of its individual ingredients. Tripling the quantity of its top 5 ingredients will not make it more delicious; it’s likely to do the opposite. So what’s the solution? Focus on one goal per visitor scenario— select the one thing you want a first time visitor to see, optimize for that. Select the one thing you want a repeat visitor (who hasn’t made a purchase) to see and optimize for that. Select the one thing you want a repeat buyer to see and optimize for that. Select the one thing you want to show someone who starts and quits from checkout, and optimize for just that. Select the one thing you want to show someone who visits on a mobile devise and optimize for that.
Basically, instead of showing 4 things on a page for 4 shopper scenarios, isolate the shopper scenario first and show them one thing that is guaranteed to produce results.
Once you master the art of focusing on one goal per visitor scenario you can start breaking up scenarios into sub-scenarios. For example, starts and quits from checkout can be broken into cart page abandons and shipping/billing page abandons.
Product reviews are crazy important. According to PowerReviews research going from zero reviews to one review with 4.2 stars improves conversion rates (sales) by 20%. But what happens when your product page has 479 reviews? For a shopper who wants to read reviews 479 is just a daunting number. Nuts.com realizes this. Their Turkish Figs product page has 479 reviews so they show a summary report while giving you the option of reading all reviews—
They’ve selected a large enough set of reviews (9) that most shoppers will not feel the need to click Read all 479 reviews.
Shoppers who buy motorcycle batteries also buy magic lift bras—
It’s either that or Sears’ recommendation engine is broken. And it’s the latter.
Which review is easier and quicker to read?
Review 1 (actual size):
Review 2 (actual size):
That’s right, it’s review 2. Always present reviews in larger font size and darker font color. You’ll be happy with the result.
Your story matters, especially for first time visitors. This isn’t an opinion, it’s data fact. Inc. 500 award winner (#1 in travel category) Regal Wings knows this, which is why when you land on their site regalwings.com you’re shown this floating tab—
I love floating mini tabs because they take up very little screen space but are hard to miss. For their tab Regal Wings uses the line “Message from Our CEO” and on click show this company overview video—
I like the tactic but hate the execution (the video is pretty uninspiring). If you’ve going to use this idea please create a more interesting video story.
Note: Video doesn’t need to be produced in a professional studio. It just needs be authentic. Also, it’s a myth that shoppers will not watch videos longer than 3 minutes. If you have an interesting story, they will watch.