In the past few years, Conversion Rate Optimization has become as essential to a business as SEO. If you’re not optimizing – and your competitors are – you’re missing opportunities to gain new customers.
While A/B testing is one piece of CRO, simply testing different variates of your site against each other is only one way for you to increase conversion rate. For most businesses, split testing will get you an initial lift but won’t go the extra mile to get a higher conversion increase.
Here are 5 more advanced methods for you to personalize your site. To make things easy, I’ve included real-life examples of each along with the software you can use – enjoy!
There is absolutely no question that personalizing your site will lead to higher, sustained conversion rates. Giving each customer exactly what they want at exactly the right moment is one of the most reliable ways for you to generate more sales.
Here’s an excellent example from Gardener’s Supply Company:
The company noticed that it’s conversion rate was low from Pinterest users as compared to other sources of traffic. So, they worked with the team at Evergage to show a personalized banner to each visitor who came to their page from Pinterest and giving them a special offer.
This simple banner saw a 3x increase in conversion!
Generating 10% – 50% conversion increases is not uncommon for personalizing a site. And not only is the conversion lift significant, it’s often sustainable, lasting for years (a lesser talked about fact in CRO is that A/B splits can have a shelf-life and stop converting as highly – that’s a topic for another article).
If you’re interested in personalizing your site, here’s a few resources for you to try:
- Evergage: Generally the easiest to use, with a point and click editor that makes it easy for you to segment audiences.
- Optimizely: Makes it easy for you to create pages based on traffic sources – similar to Evergage but in my opinion not as robust in personalization
- Personyze: Focused on e-commerce. Makes it easy for you to offer different products to different users. different creative, etc. The software is not as easy to use as Evergage or Optimizely but it does have some advanced features for e-commerce.
2. Dynamic Pricing
For any e-commerce business to succeed, pricing must be competitive – I cannot find a clear study on this, but anecdotally I can tell you that your pricing strategy can easily affect your revenue and profit by 10% – 20%. Especially if you are selling a product in a competitive environment, you need to have a handle on your pricing strategy.
Let’s say that you type into Google “laptop case”:
Then, you decide that you want the pelican 1085 hardback case:
Which one are you going to get? This is a heavily researched question, but I’m going to bet that you’ll go with the retailer with (1) the lowest price + shipping, (2) the best return policy, and (3) the best overall brand experience.
Even this simple example raises a number of interesting points:
- How do you price on intent and product? Clearly a commoditized sale (like this case, where the product is the same everywhere) has a far different pricing strategy than an intent-driven sale, where a customer comes directly to your website
- What do you optimize for? Conversion, profit, revenue, etc? Most people will simply say “profit” but this turns out not to be an easy question to answer – simply acquiring a customer will often have benefits (like long term customer value)
For most e-commerce merchants between $500K and $10M in revenue, simply optimizing price for conversion is going to be your best bet. There are a few platforms we recommend for doing this:
- Wiser: Software is easy to use. Unfortunately they do not offer plans for smaller size businesses but they are a great fit for clients with $1M+ in revenue.
- AppEagle: This is a great product for an Amazon-focused retailer. They are not as strong though for retailers who sell across multiple channels.
3. Dynamic Landing Pages
Simply adjusting the headlines of your landing page to match – or closely match – the search query text can boost conversion rate by 10%.
Here’s an example:
Personalizing your landing pages to PPC traffic is a general best practice, and fortunately it’s extremely easy to do this. The best tool for you to use for this is:
- Unbounce: Probably the easiest landing page builder. You can easily create different versions of your landing page and then customize the headlines or background images for different traffic sources.
You could also simply create duplicate versions of the landing page and use dedicated landing pages – many DIYers do this and it’s a perfectly good practice.
Just a one-second decrease in page load time can decrease conversions by 7% or more.
Here’s an excellent graph from Web Performance Today showing how page speed affected conversion rate at Walmart:
I often find when optimizing conversion rate of clients’ websites that page speed is overlooked – not because people don’t realize it’s important, but because people often don’t realize that their page speed could be improved.
Here are a few excellent resources for you to check your website’s speed:
- Pingdom: This may be the single best spot for you to check your website for performance issues.
- GTMetrix: Also a great resource; results will be similar to Pingdom
- Google Page Speed: For developers, Google offers a page speed API that will let you build speed testing into any single one of your apps.
Generally, the best tip for you to optimize page speed is to reduce the amount of code that you’re using on your site or to upgrade to a faster platform (for example, Angular.js, if implemented correctly, can be extremely, extremely fast). This is easier said than done, however, and is a topic for another article.
5. Response Time
For any advertisers who are in the lead-generation business – or even customer support – response time is one of the biggest variables that affects whether your leads become paying customers (or whether your customer support customers end up referring you or not).
Lead Response Management did an impressive study showing the best time to follow up with leads and how your speed affects response.:
- If you call a lead 5 minutes after they email or call you, your chances of reaching them are 100 times better than if you call them 30 minutes later.
- If you call a lead in the first hour, your chances are 10 times better than afterwards.
Of course this can be difficult for international-based lead generation businesses, but for businesses in a real need – say for example, an auto accident lawyer, where there is urgency – being the first person to respond to a lead can often seal the deal.
Here are a few resources for you to try in order to improve your speed management:
- Infusion Soft: One of my favorite CRMs and has an excellent marketing automation solution that will let you auto-respond to leads immediately. If you choose to automate your response emails, be sure to personalize them.
- Aweber / Mailchimp / etc: Any decent email marketing software will have auto-responder features built in.
For higher value sales, I would recommend trying to respond to as many leads as you can yourself, but for high volume lead-gen, an automation solution might be best.
About The Author
Andy Hunt is the founder of UpliftROI.com. He’s got years of solid experience in conversion rate optimization and digital marketing in general.