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How To Increase Website Conversions With The Right Messaging

 Note: This is a guest article written by Josh Mendelsohn, VP of Marketing at Privy. Any and all opinions expressed in the post are Josh’s.

Let’s cut right to it. We all suck at conversion. According to E-marketer, 98% of online traffic leaves a site without filling out a form or completing a purchase. That means you have missed a chance to start building a relationship with potential customers. While it’s easy to shrug off a low on-site conversion rate, imagine if you owned a physical store and 100 people walked in… and 98 walked out without interacting with a represented or making a purchase. You’d be pretty sad, right? Yet, that’s what most of us are doing in our online stores and are not able to increase website conversions.

Why Do We Do This To Ourselves?

For starters, most organizations are thinking their product far more than they are thinking about conversion. If you’re a publisher, that might be the articles you are producing. If you’re an online store, it’s literally the products you are sourcing, merchandising, and selling. If you’re a non-profit, it’s the services you are providing to the world.

They are also likely thinking about how to drive site traffic. Whether that is through building a social media presence, paid search, radio, or even print ads.

And they may have even hired someone to think about the customer or member experience and how to keep those people engaged and generating word of mouth. But they often forget the middle, critical piece of the funnel, which is on-site conversion.

For the (much) smaller group of organizations who are actively trying to drive conversion, most fall into one of two camps. They either take a very passive approach because they don’t want to be too salesy. Or they take an overly aggressive approach with forms coming at a visitor from all angles, blocking a site’s core content.  But that’s not what good salespeople do. They take what they know about a prospect (in this case, a site visitor) and they use that to craft a message.

What We Know About Site Visitors

Through the magic of digital marketing, we know a lot about a site visitor without having to ask. While some people may find this creepy, for marketers it is an untapped goldmine of messaging opportunity.  For example, we can usually answer the question:

  • Where did they come from?
  • Is this their first visit?
  • What page are they on?
  • How many pages have they looked at?
  • What language do they speak?
  • What device are they on?
  • How much is in their cart?

What Do You Do With That Information?

While most organizations who have started thinking about conversion might have a simple opt-in form pop-up for visitors to their site, those who are focused on it can use the information we know to their advantage to create a more targeted experience for visitors to their site by crafting different messages based on who they are and what they have done. For the example below, I am going to imagine an E-Commerce company selling women’s clothing and I want to offer a 10% discount to new customers who sign up for my email list. While you probably wouldn’t want to hit someone with ALL of these messages, you can see how your core message might change based on what you know about a visitor.

Question What we know Messaging Strategy
Where did they come from? The visitor clicked on an Instagram ad featuring a specific blue swimsuit . Try featuring the product that they already expressed interest in within your message. “Looking for a new swimsuit? Get 10% off your first purchase by entering your email below.”
Is this their first visit? They have visited before but have never bought anything from you. Don’t treat them like a stranger! “Welcome back to my store! We’ve just launched a new product line. Sign up below to get 10% off your first purchase.”
What page are they on? They are on the “About” page of your site and not actually shopping. Try a “stay in touch” message over a discount. “Sign up to hear about new products and special offers.”
How many pages have they looked at?

AND

How much is in their cart?

They have looked at 7 different pages in your store without adding anything to their cart, which means they are browsing but are not yet sold. “Having trouble finding what you are looking for? Sign up and we’ll let you know when we launch new products and give you a 10% discount for your first purchase.”
What language do they speak? The visitor’s primary language on their browser is spanish. “¡Bienvenidos a mi tienda! Regístrese abajo para obtener un 10% de descuento en su primera compra.”
What device category are they on? The visitor is on a mobile device, which is a great cue to slim down your text. “Sign up today for 10% off your first purchase.”

How To Deliver The Message

There are two things that you need to think about when delivering the message to your site visitors: timing and format. Let’s look at the format first :

1- Targeted displays – There are three categories of display types that drive the most on-site conversions.

– Popups: Popups, also known as lightboxes, typically display in the center of the website, or sometimes as “fly outs” in the corner.

– Bars: A full width bar that typically sits either on top of your site, or at the bottom.

– Banners: A more subtle interaction that sits at the top or bottom of a site, but starts in a “hidden” state until triggered, then rolls into sight at the desired time.

Pop-Ups for Increasing Website Conversions
Pop-Up for Targeted Display


2-
Chat
More and more often, successful online stores are investing in automated and live chat to help reduce the anxiety that consumers feel before making a purchase from a new retailer. In fact, the availability of a “live” person on your site accomplishes two important goals:

– It allows people to ask any questions ahead of completing a purchase. Especially for larger ticket items, this inspires confidence that they are making the right decision

– It tells them that if something goes wrong with an order, there is a real person they can reach out to for help. The combination of those two factors makes shoppers more likely to hit the buy button.

Chat for Increasing Website Conversions
Engaging Visitors through Chat

3- Video
The third way of delivering the message that can have a huge impact on conversion is the use of video. Unlike static images and text, video helps bring your products to life and gives you the chance to both explain why someone should buy and put the product in a real life context. Or in some cases, lets you tell a broader story of how the product came to be in the first place.  Here’s an example of one I love (and am desperate to own.)

Product Videos for Increasing Website Conversions
Product Videos for Capturing Visitor Attention

Triggering Your Messages

The second consideration is deciding when to trigger each of your messages. There are four primary ways you can trigger a campaign to your desired audience.

  • Timer: The time trigger simply enables you to determine when to display your campaign, based on how long a visitor has been on your site. It could show immediately when a visitor lands, 10 seconds later, etc.
  • Exit intent: This trigger is growing in popularity. Exit intent tracks your visitors mouse movement, and if the visitor appears to be leaving or “exiting” your site, you can use that as a trigger for your campaign.
  • Scroll percentage: Show your campaign once a visitor has scrolled down your page a certain percentage.
  • Tabs: Tabs, or other visual calls to action can be customized to fit in with your site layout, and when clicked, trigger your campaign to display.

Which Converts Best?

Ultimately any combination of targeted messaging delivered through displays, videos, and chats will improve your conversion rate. We’ve looked at thousands of campaigns and found that each of the display types and triggers can be effective.  Because investing in video can take significant resources (time and money), I recommend starting with display and chat to deliver the right message at the right time. Once you have videos on hand, you can embed them on your product pages to level up your product content and add them into your displays to get them in front of shoppers as they navigate your site.

In terms of display types, banners are actually the highest converting format largely because they are less subtle than a simple “bar” but less frustrating to visitors than pop-ups that interrupt the browsing experience before a visitor has had a chance to consumer any of your content. In addition, we find that triggering a campaign in less than thirty seconds from the time a visitor lands on your site (or a specific page) is most effective in driving conversion.

Setting that data aside for a second, recent trends are showing that among the most impactful things you can do if you operate an online store is actually combining a pop-up with an exit intent trigger that serves as a “cart saver.” Simply put, if someone is visiting your store and attempts to leave by closing the browser tab or clicking the back button, you can show a message with a special offer that gets them to sign up and/or keep shopping while giving you permission to market to them in the future.

Exit Intent Pop-Ups to Increase Website Conversions
Exit Intent Pop-Ups

Walk. Jog. Run.

So, where do you get started? You don’t need to craft custom messages for every audience and every page on your site right out of the gate. We suggest thinking about one or two of your most common audiences and creating targeted offers and messages just for them that you can track, test, and adapt before rolling out a full on-site conversion program.

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The post How To Increase Website Conversions With The Right Messaging appeared first on VWO Blog.

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How To Increase Website Conversions With The Right Messaging

Are Your Keyword Rankings You See On Google Correct?

Google Search Results Differ

Have you ever doubted Google? When it comes to the keyword ranking accuracy, we can be skeptical about rank tracker tools we use or SEOs we hired. But when we check rankings manually, we trust our eyes and Google. But you shouldn’t be so careless. Google is clever and agile. They have a massive list of factors that affect the search results they display for you. Even if you see your website in the Number 1 position, it doesn’t mean you really are on top of the world. Your customers may see a very different Top 10. Fortunately, you can…

The post Are Your Keyword Rankings You See On Google Correct? appeared first on The Daily Egg.

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Are Your Keyword Rankings You See On Google Correct?

Unbounce Convertables, Now with Advanced Targeting: Show the Right Offer to the Right Visitor at the Right Time

advtarget_blogtop

Imagine you run one of those old-timey candy shops.

It’s packed wall to wall with chocolate, gummies, bubble gum, licorice and everything in between.

Unfortunately, you spent all your money opening the shop, and haven’t the funds to hire someone to help the customers while you tend the register. So when the shop gets busy, you notice many of your patrons become overwhelmed by the selection, often walking out of the shop empty handed.

Now imagine the candy shop is your website, and the patrons your visitors.

Each visitor to your website is unique — one may know exactly what they want while another requires a little more assistance. Your website, however, is simply not equipped to convert all your visitors, and you don’t have the time or resources to make changes to your website, hire a consultant to run a bunch of A/B tests or run a new campaign to attract more prospects.

What do you do?

Overlays can help

In November 2016, we launched Unbounce Convertables, a new conversion tool to help you capture more conversions on any page of your website, blog or online store.

The first type of Convertables is website overlays triggered by visitor behavior: entrance, exit, timed and on-scroll.

Overlays are modal lightboxes that launch within a webpage and focus attention on a single offer. Still fuzzy on what an overlay is? Click here.

If we’re using the candy shop analogy, overlays are the shop helpers that present your visitors with exactly what they’re looking for (or what they didn’t know they were looking for!). And the best part is they’re a fast, reliable and affordable way to add conversion opportunities to any web page, meaning you can launch them effortlessly while looking like a conversion hero.

Overlays work because, when implemented properly, they leverage psychological principles to focus the visitor’s attention on a single offer.

However, just like the rest of your marketing campaigns — be it PPC or email — the better targeted the overlay, the better results you’ll get.

Which is why we’re pleased to announce our new advanced targeting and trigger options.

Here’s what’s new:

These new features, combined with Unbounce’s core offerings — our trusted drag and drop builder, high-converting templates and marketing automation integrations — mean that you can build on-brand overlays quickly and…

Present the right offer to the right visitor at the right time

Has this ever happened to you? You’re killing time surfing the interweb when boom! — you’re presented with the most perfect-for-you offer that you wonder if your fairy godmother really does exist.

There are two possible explanations for this phenomenon: she does (lucky duck) or the offer was so perfectly targeted that it only feels like magic.

The latter is at the crux of Unbounce Convertables’ new advanced targeting: target the right person at the right time with the right offer.

Not only does this approach ensure your prospects see only the most relevant, timely and valuable offers, it ensures that you generate the best quality leads, signups and sales.

Let’s dig in.

Location targeting

Thanks to the internet, we can find what we’re looking for regardless of where we live.

For marketers, this is both a blessing and a curse — a blessing because you can cast a much wider net, and a curse because of differences in language, currency, laws, competitive landscape and preferences.

By pairing your overlay with location targeting, you can guarantee only visitors arriving from a specific country will see it. Here’s how it might look in the real world:

  • Offer region-specific ecommerce promos, like free shipping for UK visitors only
  • Abide by local data collection and age requirement laws, like the US’s CAN-SPAM or Canada’s CASL legislation
  • Promote local events to only local visitors
  • Present the same offer in different languages of origin
  • Highlight the most popular product in a country only to visitors from that country
  • And much more

Referrer targeting

Message Match is a principle we consistently preach at Unbounce. It’s about making sure your visitors see the same message from point A to point B of your funnel, which is important because strong message match increases conversions by reassuring visitors they’ve come to the right place.

With referrer targeting, you can show a Convertable to visitors who have arrived from a specified URL, creating that message match and forward momentum through your funnel. Here are just a few of the many ways referrer targeting can be used:

  • Offer organic visitors popular content, like a 101-level ebook, via a lead gen overlay
  • Present visitors navigating from an internal product page an offer to purchase
  • Show visitors who’ve viewed a technology partner page content relevant to them, like, for example, how your tool integrates with the partner tool
  • And, you guessed it, much more

Dynamic Text Replacement

Like referrer targeting, Dynamic Text Replacement (DTR) allows marketers to maintain a consistent message from referral source to overlay.

However, unlike referrer targeting where the visitor’s source triggers the presentation of a unique overlay, DTR lets you customize the actual text of your Convertable using URL parameters.

This means that the visitor sees custom copy, which increases the relevancy of your overlay for each individual user. Here’s what that could look like:

  • Create personalized incentives (e.g., “Hey Judy, how ‘bout free shipping?”)
  • Make relevant offers based on previous account activity (e.g., “You really really really like Carly Rae Jepsen — sign up for our newsletter for more on your favorite artists”)

Forget Cookie Monster, marketers love cookies. But we’re not talking about the ooey gooey chocolate chip kind (though I certainly wouldn’t scoff at one), we’re talking about cookie targeting.

Cookie targeting allows Unbounce users to specify which visitors see (or don’t see) a Convertable based on their browsing history. Here are a few examples of what cookie targeting allows you to do:

  • Hide Convertables from visitors who have already opted in
  • Show only one Convertable per visitor and hide all others (this is key if you’re running multiple Convertables, since you want to avoid bombarding your visitors)
  • Ask returning visitors who have already converted to complete a post-conversion action, like following you on Twitter

But wait, there’s more

You didn’t think that was it, did you?

On top of our advanced targeting and DTR, we’re also releasing a new type of trigger.

On-click trigger

Whereas targeting allows you to specify which visitors see your overlay, triggers determine when they’ll see it. Convertables launched with four triggers (on arrival, on exit, on scroll and after delay) and today we’re rolling out a fifth trigger: on click.

Overlays triggered on click mean you can select any element on your web page to trigger an overlay when the user clicks on it. Use it to build your newsletter subscriber list on your blog or to gather interested contacts for product updates.

Still not sure what we mean? Click here.

The secret to highly effective overlays…

The secret to highly effective overlays is really no secret at all — it’s all about presenting the right offer to the right visitor at the right time.

Using Unbounce Convertables, you can mix and match different targeting and triggers to present the most relevant, timely offers for your visitors.

And you can do it all within Unbounce’s trusted drag and drop builder, loaded with fully customizable overlay templates so you can stay on brand and still launch in mere minutes.

Convertables are available now from Unbounce. Try them for free for 30 days!

Already an Unbounce customer? Log into Unbounce and start using Convertables today at no extra cost.

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Unbounce Convertables, Now with Advanced Targeting: Show the Right Offer to the Right Visitor at the Right Time

Website Review: charmingcharlie.com

VWO recently conducted a giveaway along with Concept Feedback where we promised a free website evaluation by a Concept Feedback expert. Charmingcharlie.com won this contest and Concept Feedback expert Tom Charde along with the team has been working hard to churn out a brilliant review for this website. Read on for a review of CharmingCharlie.com, head to tail.

Analysis Environment

Note that the following analysis was done viewing the site on;

Web – MacBook Pro 15” Retina display (2880 x 1800) | OS X (10.10.3) | Firefox (38.0.1) browser

Mobile – iPhone 5S | iOS (8.3) | Safari browser.


First Impressions

After a quick walkthrough of the website, a couple things are very clear: it has a very clean design, is aesthetically appealing, has an audience-appropriate tone, and provides an impressive product offering. Charming Charlie steers clear of excessively large images and in-your-face promotional messages, which, in itself, is a big win for the user experience.

Brand Messaging

The first big hurdle that we noticed upon visiting the site is that it lacks any kind of site description, positioning statement, brand promise and/or value proposition. Your existing customers may know all about you, but there’s a large, untapped audience you’re overlooking: people who are unfamiliar with your brand.

Here’s a few basic questions one should ask themselves:

  1. How would you describe the company to someone who’s never heard of it?
  2. How does it provide value to its customers?
  3. What differentiates it from the rest of the market?

Here’s what we can make out from a simple research of the brand; Charming Charlie is a retail store (online and offline) with the latest trends in women’s apparel, fashion jewellery, shoes, handbags, accessories and more. This should ideally be mentioned  on the home page and done so in text format.

There are several great copy points on the ‘About’ page that could ideally craft the messaging and help establish a unique tone for Charming Charlie.

  • We’re crazy for color.
  • We live for sparkle.
  • We thrive on making a statement.
  • We know accessories have the power to transform both your outfit and your outlook.
  • Helping every woman, everywhere, find her fabulous.
  • If it feels good, do it. If it looks good, do it in every color.
  • Unleash your one-of-a-kind style.
  • Bring out your most fabulous, fierce and fun self.

Value Proposition

Charming Charlie needs a one-line “hook” statement; something succinct and hard-hitting that can be used as a tagline near the logo and possibly in the header area. The fifth bullet above (Helping every woman, everywhere, find her fabulous) is close, but it’s a bit too long. Consider this;

Charming Charlie
find your fabulous!

Refining the messaging will not only strengthen the brand, but will also boost the search engine rankings for relevant keywords.


Website Analysis

Moving forth we will break our analysis down to 3 categories; Technical analysis, Heuristic analysis and Mobile website analysis.

Technical Analysis

(Desktop)

The first and foremost thing that one should focus on is to ensure a glitch free website experience. Fixing minor bugs is low-hanging fruit, one that you can make a lot of money on. We found some of these conversion killing bugs on Charming Charlie;

GLOBAL-1 Upon arriving, the site immediately forces an intrusive promotional pop-up on the user. We’d recommend running a few tests on this (one without any pop-ups; one with a 15-sec delay; etc) to see if the bounce rate improves.

GLOBAL-1

The top promo banner in the header (scarves) is loading an error message.

GLOBAL-1

The “Quick Views” feature on the “As Seen In” page doesn’t seem to be working; it displays an endless loading spinner.

Many of the text-based graphics throughout the site aren’t retina-ready. (Examples: Charming Charlie logo, media logos in footer, free shipping banner.) Most users won’t experience a difference, but those with retina displays are seeing a pronounced drop in graphic quality.

(Mobile)

The email sign-up page (under “Customer Service”) gives an “invalid certificate” error. Testing this on Mercury Browser also showed similar results.

MOBILE-3 (1)


Heuristic Analysis

Homepage

CharmingCharlie.com’s clean, minimalistic design is one of its major strengths. It sets the tone right away. The homepage’s look and feel is right on target. Design-wise, one thing we’d suggest is tweaking the styling (inconsistent text colors and alignment) and placement (perhaps move to hero image area?) of the promo banners, which seem to jumble up the header space. The area of the homepage with the most room for improvement is the content.

  1. Allocation of page real estate: The current viewport is dominated by a giant slider; an area that can be used much more efficiently. Try reducing the height of the slider images, moving some of the featured products and messages up, and testing for engagement.
  2. Complete absence of copy: There is literally zero copy as HTML text; the entire page is image-based. In addition to accessibility issues and increased page load time, lacking text on the homepage is killing the chances of achieving a decent search engine ranking.
  3. Lack of Clarity around Newsletter sign up form: There is a “Sign up for emails” form in the footer, but there’s no information about what this is for. Think about it from a user’s perspective: “Why should I sign up? What are you going to send me in exchange for giving my personal contact information?” Try adding a brief description near the form or a link which describes what a user can look forward to.

Following is a screenshot of homepage, annotated with things that should be worked upon.

Modified Home Page copy

We’ve also made a quick mockup for one possible way the header might be transformed.

Variation

VWO_proposed-header_TC edits

vs

Control

Home header

Category Browsing

The What’s New category is confusing.

  • It has a combination of “themed” content (Modern Americana, Citrus Splash, Moroccan Muse).
  • A redirect to an existing main category (CC Essentials).
  • An out-of-place sub-category (Best Sellers).

There’s really only one true subcategory that fits here: New Arrivals. To remedy this, simply eliminate the What’s New category entirely by ‘New Arrivals’. Following is a screenshot of the category browsing drop down of Charming Charlie and things that should be worked upon.

Category browsing-1

GLOBAL-1

Also consider sorting the resulting list of categories into two grouped areas: those which are a product type (Jewellery, Handbags, Apparel, Accessories) and then all the others (New Arrivals, Best Sellers, Seasonal, Special Occasion, CC Essentials, Sale). And it may help to separate the two groups in the side nav with a faint line. Check the mockup with these suggestions implemented.

Product Page

The product page looks pretty standard but there are multiple tweaks which can be done to make them convert more. The screenshot below annotates some aspects which can be improved.

Product Page (1)

One other glaring aspect which we noticed was that there is no product review system. It often acts as a social proof and really helps the visitor take a decision on the product page.


Mobile Web

With e-commerce buyers rapidly gravitating towards mobile, fully functional mobile site is a must. CharmingCharlie.com isn’t a true responsive site, but it does have a fairly decent mobile
version.

Home Page

Similar to the desktop site, the mobile version of the homepage suffers from a serious page real estate concern: the promo messages, navigation, utilities, etc take up almost 60% of the initial screen. Reducing the size of this footprint and moving the meat of the content up will almost certainly improve bounce rate and conversions.

MOBILE-1

Store Locator – Visual Hierarchy Issues

With two form fields (styled differently for some reason) interspersed among three large, black buttons — the eye just doesn’t know where to go on this page.

Converting the buttons to links, and adding some space between the main content and the footer (email signup form) should help create a better flow.

MOBILE-2

Product Page Readability

We would recommend increasing the font size of the product page body copy. The size used on the About, Privacy, and other non-product pages is much easier to read — as can be seen below in a side-by-side comparison.

MOBILE-4

This brings us to the end of the website review of Charmingcharlie.com. We definitely hope Charming Charlie would implement these changes and share the results with us. We thank Tom Charde for working rigorously on this review and helping us in bringing this review to such good shape.

We are going to conduct another giveaway very soon; Can’t wait for the giveaway? You can head to Concept Feedback and hire expert services to get your website reviewed in detail.

Cheers!

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Website Review: charmingcharlie.com