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Table of Contents• Importance of increasing
conversion rate• A/B Testing – What You Need to
know• Landing page tips you can start
using today• Case studies• Additional tips
Before We go Any Further, Make Sure YouNever feel constrained to “best practices”
Don’t copy exact test ideas
Test everything
Proceed
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Importance of increasing conversion rate
Importance of Conversion Rate
Make More Money By Increasing Conversion rate• Save money on ad spend• Increase leads/sales• Easier than increasing traffic• Increases the efficiency of you traffic
Importance of Conversion Rate
Increase traffic or Conversion Rate? Goal: 720 Conversions
Clicks Cost-per-Click Cost Conversion Rate Conversions
15,000 $1.50 $22,500 4% 600
Importance of Conversion Rate
Increase traffic Means Increased Cost Goal: 720 Conversions
Clicks Cost-per-Click Cost Conversion Rate Conversions
15,000 $1.50 $22,500 4% 600
18,000 $1.50 $27,000 4% 720
$4,500 increase in costPer Month
Importance of Conversion Rate
Let’s Say 20% increase in conversion rate Goal: 720 Conversions
Clicks Cost-per-Click Cost Conversion Rate Conversions
15,000 $1.50 $22,500 4% 600
15,000 $1.50 $22,500 4.8% 720
$0 Increase in Cost
One Time Change, Continued Increase
Importance of Conversion Rate
More Paid Traffic vs Increase Conversion Rate
Janua
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Febru
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March
April
MayJu
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Augus
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Septembe
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October
November
December
$20,000.00 $21,000.00 $22,000.00 $23,000.00 $24,000.00 $25,000.00 $26,000.00 $27,000.00 $28,000.00 $29,000.00 $30,000.00
540560580600620640660680700720740
Cost & Conversions by Month
Cost Conversions
20% Conversion Rate Increase
Janu
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Febru
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March
April
MayJu
neJu
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Augus
t
Septembe
r
October
November
December
$20,000.00 $21,000.00 $22,000.00 $23,000.00 $24,000.00 $25,000.00 $26,000.00 $27,000.00 $28,000.00 $29,000.00 $30,000.00
540560580600620640660680700720740
Cost & Conversions by Month
Cost Conversions
20% Increase in Spend
Same Conversion Volume
Save $40,500
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A/B Testing
A/B Testing
A/B TestingWhat to A/B Test:• Copy• Design• Forms• Images/VideosLength of test depends on:• Volume of traffic• Conversion volume• Significance between variants
A/B Testing
Test, learn, repeat1.Test – design, copy, forms, images/videos2.Learn – Analyze the data. Does an image do
better than a video? Keep the image!3.Repeat – Test as often as possible and continue
to test
A/B Testing = Always Be Testing
A/B Testing
Always Be Testing
Janua
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Febru
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March
April
MayJu
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Augus
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October
Novem
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December
0
200
400
600
800
1000
1200
One Time vs Continuous Testing
Conversions - Continuous Conversions - One Increase
Increase in Conversion Rate:5% Monthly Increases20% Increase
77%Increase in Conversion Volume:
18%
No Testing
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Consistency
Consistency
Don’t Confuse Your visitorsMessaging should be consistent through:• Ad• Landing Page (headline, offer, copy)• Form/Call-to-Action• Thank you page• The rest of the sales process
Consistency• Increases trust – your page has what you said it has• Better Experience
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Headlines
Headlines
A Good Headline• Let’s the visitor know what the page is about - instantly• Is consistent with the ad the visitor clicked on• Captures the visitor’s attention• Tells the visitor what action to take – use with sub-header
Headlines
Testing a Headline is quick and Effective• Take 15 minutes to create a new headline• Easy to implement change• Can show significant lifts in conversion rate
Headlines
Headlines Formulas
“How to”
• How to increase your PPC conversion rate
• How to get more for your money with your credit card
• How to learn Spanish in your free time
“How to ______ Without”
• How to increase ppc leads without increasing spend
• How to start a business without a ton of money
• How to create a website without knowing how to code
The “Number” headline
• 10 ways to be more productive at work
• Increase productivity by 32% with this tool
• Save 30 Hours per month by automating your marketing
Headlines
Headlines FormulasGet rid of ____ once and for all
• Get rid of lower back pain once and for all
• Stop getting low quality leads once and for all
• Get rid of contacts once and for all
Sense of urgency
• Do Not Miss out on this once in a lifetime event
• Save 10% on Shoes Today Only• Only 12 Reservations left for outdoor
adventures
Headlines
Headlines: Appealing To Emotions Case StudyA B
Headlines
Emotion Headline Wins!
BIncrease in Conversion Rate:
25%
Headlines
4 Options to Increase Conversion Rate x%
Headlines
Headlines: Using Numbers Case StudyA B
Headlines
Headlines: Using Numbers Wins!A
Increase in Conversion Rate:
41.8%
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Benefits vs features
Benefits vs Features
Features – Car Shopping
Features• Powerlift Gate & 4 Doors• 241-hp Turbo- 4 engine• Advanced Direct Injection• All-Wheel, All-Season grip
Benefits vs Features
People don’t buy products; they buy better versions of themselves
Benefits vs Features
Features –> BenefitsFeatures• Powerlift Gate & 4 Doors• 241-hp Turbo- 4 engine• Advanced Direct Injection• All-Wheel, All-Season grip
Benefits• Easy to get into• Fast & helps environment• Save on Fuel• Easy to drive in rough conditions
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Forms & Calls-To-Action
Forms & Calls-To-Action
FormsTo Start:• Remove unnecessary fields – limit hesitation from visitor• Use whitespace – don’t over crowd your form• Make it visible
Try Testing:• Separating long forms into a 2-step form• Different “submit” button colors• A new CTA• Placement of the form
Forms & Calls-To-Action
Calls-To-ActionA good CTA• Consistent with ad• Set clear expectations• DO NOT use submitTest• Color• Size/Shape• Copy• Placement
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Trust signals
Trust Signals
Types of Trust Signals• Product reviews• Testimonials• Awards• Multiple payment options
• Well Designed website• Social profiles• Before & After photos• Certifications
Trust Signals
Before & After Case StudyA B
Trust Signals
Before & After Wins!
BIncrease in Conversion Rate:
29%
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Prevent Leaks
Prevent Leaks
Prevent Leaks
Use Exit Intent Opt-ins
Kept 7% of visitors onsite
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Sense of urgency
Sense of Urgency
Visitors Are limited – Convert ThemUse a Sense of Urgency by:• Enticing visitors to make the decision to convert now• Showing new laws or regulations that change the product/service• Showing scarcity of products or limited availability
Use language like:• “Don’t miss out”• “Today only”• “Limited seats available”
Sense of Urgency
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Additional Tips
Additional Tips
Thank You Pages• Most qualified visitors on your
site• Keep engaged with your
brand• Create a next step in
conversion path• Guide download -> Free
Demo• Request more information
-> Schedule a tour• Up sale or discount
Additional Tips
Lead Your Visitor’s Eyes to Convert
Thank You!
Any Questions?