3 Big CMO-Worthy Benefits of Landing Pages – Thanks to @ioninteractive


(…) landing pages require more resources? More content? More effort? Aren’t they more to manage? Isn’t it more to integrate?

Vía ioninteractive.com

To be honest, yes, they do.

Creating campaign-specific landing pages requires work. But the impact that a successful landing page can have on metrics such as cost to acquire a customer and ROI is tremendous.

These are the statistics executives care about and the reason why the lowly landing page should be elevated to a seat worth time and attention from everyone inside your marketing organization, including your CMO.

+INFO? Full article here 🙂

There are 3 primary benefits to landing pages:

1. Better User Experiences

When it comes to post-click marketing, first impressions are crucial. You have 1/20th of a second to impress your visitor after they click, so it’s up to you to make it count.

2. Easy Experimentation

All digital marketers know the value of testing when it comes to web pages, however sometimes it’s hard to conceive and execute a test of a a big idea on the website.

3. Increased Leads, Sales & Revenue:

We now know that landing pages can have a huge impact on the overall visitor experience, and we know that they make testing a breeze.

Pan-Session Analysis With Google Analytics


 

Marketing Measurement & Optimization

Multi-Session Analysis With Google Analytics

When it comes to analytics, I am a big fan of pan-session analysis. Pan-session analysis provides insights across multiple visits by the same person. For almost every website it is an incredibly, powerful way to understand your visitors better.

Online-behavior.com

By applying the insights you derive from this analysis, you can further optimize your visitor’s experience and conversion rate.

In the following paragraphs I will describe five different pan-session analysis techniques that deliver great insights.

  • Frequency and recency analysis
  • Time and visits to purchase analysis
  • Pan-session funnel analysis
  • Multichannel analysis
  • Customer analysis

Let’s start with frequency and recency reporting.

1. Frequency And Recency Analysis

Frequency and recency metrics and distributions show you how loyal your audience actually is. Do your visitors only come once and never return? Or do you have a great deal of visitors who come to your website even more than three times a week?

Let’s take a closer look at two reports. First, the ‘count of visits’ report, which shows the frequency of visitors (direct link to report):

Count of Visits report

Almost 80% of the visitors to this website visit the website just once and don’t come again. That doesn’t look very good. Let’s dive into the recency metric, in the ‘days since last visit’ report (go to this reportand click on ‘days since last visit’ tab).

Days Since Last Visit report

The recency graph on itself doesn’t look bad. Almost 90% of the visitors visited the website within the last day. But, we have to subtract the new visitors to get a good overview of the returning visitors percentage and how often they visit the site.

With the combined overview of recency and frequency metrics I would conclude that this website really needs to invest in building a stable base of loyal subscribers / visitors.

Posting new content (a blog?) and offers on a more regular base would definitely help to keep the visitors engaged with this website.

2. Visits And Time to Purchase Analysis

In order to find out more about the product buying decision cycle, the visits and time to purchase reports deliver very useful information. You can find these reports in the E-commerce module of Google Analytics (if you have E-commerce implemented, here is a direct link to report). An example of a “Visits to Purchase” report is shown below:

Visits to Purchase report

In this case roughly 40% of the visitors convert within the first visit and 70% needs one to four visits to come to a buying decision. Wow, 20% of the conversions on this website take place after seven or more visits. What’s happening here?

A lot of websites contain landing pages that are too much focused on making a direct sale. It is extremely important to segment your visitors and apply different tactics to make them convert. The “time to purchase” data shows a similar distribution as we saw earlier:

Time to Purchase report

Now it’s time to segment your data further and find out which visitors convert the highest (visitors from a geographical region, certain campaign traffic, etc.) and which visitors don’t. You can use different strategies for each visitor segment. Leer más “Pan-Session Analysis With Google Analytics”

How to Optimize Contact Forms for Conversions


by NEIL PATEL

Contact forms are something that we all have on our sites, but it is something we don’t give much time and attention to. I know I used to think very little of them until I boosted my conversion rate on NeilPatel.com by 26% just from removing 1 form field.

I know a 26% boost in conversions doesn’t seem too big, but it will impact the site’s revenue well into the 6 figures each year.

For that very reason, I thought it would be fun to create an infographic that not only explains how you can boost your conversions by modifying your form fields, but also shows you the results well known companies achieved through a/b testing their forms.

Click on the image below to see a larger view:

How to Optimize Contact Forms for Conversions

Click here to view an enlarged version of this infographic. Leer más “How to Optimize Contact Forms for Conversions”

Some Obvious A/B Tests You Should Try | by Neil Patel


ab testing experiments

quicksprout.com

If you are looking to squeeze more dollars out of your existing traffic, you need to start running A/B tests. If you have at least 10,000 monthly visitors, you should consider running 1 new A/B every other month, if not once a month.

With my business we typically run 1 A/B test every 2 weeks and although many of the tests fail, we usually find a winner 1 out every 4 tests that boosts our conversion rate by at least 20 percent.

One of the main ways I’ve been able to have great success is by learning from other entrepreneurs. Each week, a group of entrepreneurs, including me, discuss A/B tests that we had success or failures with. We share data with each other, which then helps all of us come up with new A/B tests to try.

Here are 11 obvious A/B tests you should try:

Test #1: Add the word FREE in your ads

Eric Siu from TreeHouse manages thousands of dollars in ad buys each week. One of his main channels of acquisition is remarketing. He tested out a lot of different ad types, but found his cost per acquisition (CPA) to be around $60. He changed the color of the ads, the call to actions and many other elements within the ad, but none of them had a major impact on the CPA.

He then tested adding the word “FREE” within his ads.

ab testing experiments treehouse ad

That one word resulted in his CPA to decrease from $60 to $43 a signup.

Test #2: Create an explainer video

I’ve created a handful of explainer videos, but they were all done wrong. Once I learned what elements needed to be in an explainer video to help boost conversions, I instantly saw an increase in our conversions.

By adding a video that had the same exact message as our homepage copy on CrazyEgg.com, we were able to increase homepage conversions by 64%. The big lesson I learned there was that people don’t always like reading text, but they are open to listening to a short video that explains a product or service.

Test #3: Have your signup button scroll with the visitor

On TreeHouse’s library page they noticed that people were reading their content on and scrolling down, but they weren’t clicking on the signup button. So at first they tested changing the color of the signup button from grey to green.

The change in color had somewhat of an impact, but it didn’t have a large enough impact. So they tested a concept similar to what Facebook does… in which their main navigation bar scrolls with the reader. And because the signup button is in the navigation, it would cause people to notice the button.

ab testing experiments treehouse nav

This simple change increased conversions on this one page by 138%.

Test #4: Removing forms fields

On NeilPatel.com I collect leads from individuals and companies who are interested in increasing their online traffic and more importantly online revenue. My submission form contained 4 fields:

  • Name
  • Email
  • URL
  • Revenue

I didn’t think that having 4 form fields would affect my conversion rate because it doesn’t take too long to fill them all out. I ran a quick test to see if replacing the revenue field with a open field asking “what can help you with” would affect conversions as some people may not want to share their revenue.

That test didn’t have an impact on my conversion rate. I then decided to remove the “revenue” field all together and only have 3 form fields.

ab testing experiments neilpatel forms

That boosted the conversion rate by 26%.

Test #5: Create a two-step checkout process Leer más “Some Obvious A/B Tests You Should Try | by Neil Patel”

7 Lessons Learned From Launching 5 Products | by Neil Patel


product launch

Over the years my co-founder and I have launched 5 products, and we’ve helped hundreds of other companies launch their products. Sadly I can’t say that each launch was successful, but I did learn what not to do over the years.

From each launch we’ve gotten a better understanding of what should be done and I can confidently say that I have a formula for every product launch. Here are 7 things I learned from launching 5 products:

Lesson #1: Collect emails, even before your product launches

One of the first products that I ever launched was Crazy Egg. The launch was very successful, but it wasn’t because I knew what I was doing, instead I got lucky.

Before we even launched Crazy Egg we created a landing page that showed off the product and had an email opt in box for people who wanted to be notified when the product launched.

We didn’t have any traffic coming to the website, so I bought $10,000 worth of banner ads on all the popular CSS galleries. Within months we collected over 20,000 emails from people who were interested in using Crazy Egg.

When we launched roughly 500 of those 20,000 people signed up for our product. We should have had at least a few thousand convert, as our product was a freemium one, but a lot of the emails on our list were stale as we hadn’t emailed them in over 6 months. The big lesson I learned here was that we should have created an email drip sequence in which we kept all of the people on our list up to date with what we were doing versus sending them one email about our launch.

Before you launch your product make sure you create a landing page where you can collect email addresses, as it is never too early to start your customer acquisition efforts. You can easily do this through LaunchRock.

Once you setup your landing page, make sure you follow up with your potential customers on a regular basis. You can keep them up to date with the progress of your product, educate them, and notify them about your launch.

Lesson #2: It’s never too early to get press

Full article: 
7 Lessons Learned From Launching 5 Products

E-books PDF courtesy by ioninteractive.com


Learn how to use landing page software in tandem with your current marketing automation solution for exceptional results.

Integrating LiveBall with your marketing automation solution can help you to generate results unlike anything that you could achieve singly. In this guide, you’ll learn how to leverage the Power of Two to create a wider variety of better experience with less effort, more sophistication, greater insights, and streamlined testing.

___________________________________________________

50 Landing Page Best Practices

The Ultimate Guide to Effective Landing Pages

From templates to testing and everything in between, this jam-packed best practices manual contains 50 expert tips and strategies for building the best landing pages.

You’ll gain valuable insights such as how to integrate your landing experience with a post-conversion audience, and how to build audience-specific landing pages. In addition, we’re revealing a trove of testing strategies, including which elements are most important to test on your pages.

__________________________________________________________________________

Landing Page Toolkit

This workbook takes you step-by-step from creating landing pages to optimizing them for high-conversion. Learn strategies for testing, segmenting, and messaging success. We even included extra workpages for future use. Read the toolkit and start making high-performance pages today.

 

 

 

 

 

 

 

______________________________________

About ion
Scalable, Agile Landing Page Optimization & Management

Marketers spend a lot to win clicks. We think every one of those clicks should lead to a great experience. Our cloud-based platform, LiveBall is used by hundreds of global brands to create and optimize post-click web experiences. We also offer a wide-range of strategic services for companies who need help in the planning, executing and optimizing of their post-click programs.

  • Born of Market Demand
  • Built for the Future
  • Designed to Deliver Results
  • Priced & Packaged to Grow with You
  • Immediate Deployment
  • Unlike Anything Else

 

 

 

______________________________

Main 1.888.466.4332
Intl +01.561.394.9484
Facsimile +01.561.394.9773
Twitter @ioninteractive
Email info@ioninteractive.com

Florida
ion interactive
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Suite 107
Boca Raton, FL 33432

Massachusetts
ion interactive
One Broadway, 14th Floor
Cambridge, MA 02142

Conversion Rate: Average website conversion rates, by industry


 

In our recently released MarketingSherpa 2012 Website Optimization Benchmark Report, we asked about average conversion rates …

Q. Please write in your organization’s average conversion rate.

It’s human nature to see a number and to instantly think of it as a fact, so let me first briefly mention the limits of numbers. Just because you see the numbers above, don’t assume that all of your, for example, media and publishing competitors are getting 10% conversion rates for every offer.

These numbers are simply meant to give you a general idea of how certain industries are fairing as you work on your own conversion rate optimization efforts.

“Where ever you are, you should also try to figure out how you can improve your conversion rate 5-10% monthly,” is how Bryan Eisenberg, Managing Partner, Eisenberg Holdings, put it in “Average Conversion Rate by Industry 2012.”

 

The glass is half empty  *Full story

 

Captivating Mobile Landing Pages


ioninteractive.com
BY 
ERIK BORTZFIELD

Getting more visitors to your mobile landing pages is great. If they aren’t sticking around, though, that couldindicate something about your mobile page is causing them to abandon.

If you can’t keep their attention with a captivating experience, you can lose them easily.  But what does it take to keep a visitor’s attention and get them to convert?

Keeping Visitor’s Attention on Mobile Landing Pages

27 A/B Testing & Optimization Posts You Shouldn’t Miss | unbounce.com


Do you know NOTHING about A/B testing? Then there are plenty of introductory posts for you below.

Are you a SEASONED PRO?Then seek out the case studiesand more advanced lessons. Personally, I believe you can learn at least one new idea to inspire you as to what you could test, from any good blog post.

I’ve tried to find some of the better recent posts on A/B testing and conversion rate optimization to see where people’s ideas are at right now. You never know when you’ll find that case study that’s just like your own problem, or an important concept you find hard to communicate to your boss or clients.

If you have any other recent and great posts on these subjects, I’d love if you would share them in the comments so our readers can get the most value from this post.

Now test on conversion soldier, test on.

Case Studies

1. What Spending $252,000 On Conversion Rate Optimization Taught Neil Patel

10 insights from an expensive lesson, including: Gathering qualitative and quantitative data before testing, do A/A tests before you do A/B tests (you’ll need to read about that one), don’t expect increases on a monthly basis and multivariate tests never work… or at least for me. Good read.


2. How We Increased Landing Page Conversion from 5% to 55%

6 lessons explained in this case study, including large background photos convert really well, and this is a really interesting one, how adding an email and password option increased signups via Facebook and Twitter (which already existed on the page) by 7%.


3. B2B Lead Gen: A/B Split Test Helps Increase Quote Requests 262%

Everyone loves a good case study, and this one from Marketing Experiments walks you through their whole process from start to finish to show an impressive conversion lift.


4. A/B Testing Generates a 98+% Lift in Conversion Rate for DHL

Another case study, this time from Ion Interactive. Which walks through the target audience, the changes made to the pages, why they were made and what happened in the end. Stats and case studies FTW.


5. Webinar Testing: Slight Title Change Produces 45% Increase in Clickthrough Rate

I love title tests – they are almost always surprising. This one is good because it’s focused on attracting people to a webinar, which a lot of marketing companies are doing now – so listen up and use this info to test your own webinar registration pages.


6. How Changing a Single Word Increased Clickthrough Rate by 161%

I like this one because it starts properly with a hypothesis. Without one you might achieve success, but not know if it was based on your business goals (meaning that you’re still leaving money on the table). #ihatethatphraseftr


7. How Server Density A/B Tested Pricing Plans and Increased Revenue by 114%

If you run a SaaS business then this will be interesting to you as it includes a pricing test. Which is the hardest thing to get right for your business. You have to be careful how you do it though as it’s illegal in some jurisdictions to offer different prices to different people. It’s safer to just play with layout and verbiage changes.


8. Five Surprising Split Testing Tips

I’d say that nearly ALL A/B test results are surprising. But these five are a good set to add into your testing toolkit. Just remember, that what works for one page doesn’t necessarily work for your page – or customers.


9. Split-Test Email Signups Doubled AND Bounces Reduced at the Same Time

A fun and simple test, where you get to guess the winner and it even gets into the details of measuring your results in Google Analytics and WordPress. (Plug, with Unbounce you can see live conversion results right in the app 🙂

For A/B Testing Beginners

10. An Introduction To A/B Testing

You might be sick of intro’s to A/B testing, but this one has a pretty sweet video if you’re someone that prefers to watch rather than read. Definitely one for the noobs though.


11. The Web Developer’s Guide to A/B Testing

Don’t be fooled by the title, this post takes the small business angle for A/B testing. And talks about tools to use, what to test and the benefits of conversion rate optimization. More importantly it covers how to set up a proper test and how to interpret the data.


12. An Introduction to Using A/B Testing for Marketing Optimization

An eBook from the eBook masters at Hubspot. To quote them directly: “A/B testing your landing pages can help you generate up to 40% more leads for your business. Add this result to the benefits you can get from split testing your calls-to-action and emails, and you’ll see some significant increases in lead generation.” It’s 50 pages and has case studies, guidelines, and what you should be testing.


13. Conversion Rate Optimization eBook Listed for Free on Amazon Kindle

I don’t own a Kindle, but if I did, then I’d probably give this free download a go. Nothing to lose right? It seems to be a lead in to a series that you would need to pay for, but if it’s good then why not? It’s like giving a free preview of an upcoming larger book. So in terms of a sales strategy, it’s a good one.

Expert Opinion

Leer más “27 A/B Testing & Optimization Posts You Shouldn’t Miss | unbounce.com”

How Calls to Action Can Increase Your Conversion Rate


inboundmarketingexpert.org

by  
Call to ActionWe have all seen it: the blog post with a random link after it. What is this mysterious link? Where did it come from? Where does it go? The key to avoiding situations like this is a call to action.

What is a call to action?

A call to action can take many forms. Some can be as much as a short paragraph while others are as simple as linked anchor text. In any case, the idea is for the call to action to do just that: draw the readers in, inviting them to click on the link.

To give an example, let’s say we have a page or post written about Underwater Basket Weaving and we want to insert an affiliate link. There are three options. The first would be to just stick the link on to the page and hope people click it. The second would be to put it in anchor text. This means to have a line of text, which might look something like “Click here for the Ultimate Underwater Basket Weaving Course!” Readers don’t see a URL, only your anchor text. The final method would be to have a short blurb: “Want to learn how to weave your own baskets underwater? Click here for the Ultimate Underwater Basket Weaving Course!

What does a call to action do? Leer más “How Calls to Action Can Increase Your Conversion Rate”

La anatomía de una “landing page” perfecta


marketingdirecto.com

Las landing pages, aquellas a las que llega el usuario después de haber hecho clic en un anuncio online, son un ingrediente clave para alcanzar el éxito en la publicidad en internet. Sin embargo, sigue habiendo anunciantes que siguen descuidando este importante factor. Para ponerles sobre la pista correcta, Kissmetrics ha publicado una infografía en la que disecciona la anatomía de una “landing page” perfecta.

Según Kissmetrics, los elementos de una “landing page” eficaz son los siguientes… Leer más “La anatomía de una “landing page” perfecta”

What to Do When Conversion Optimization Goes Bad


 

http://blog.kissmetrics.com

Conversion rate optimization isn’t always all kittens and rainbows. Sometimes you test things that you’re sure will send your conversions through the roof, but it ends up going over like a lead balloon. Sales plummet, sign ups slow to a trickle…

And you freeze.

The most important step you can take is to roll your site back to its pre-test glory. And you might be inclined to just keep it there because testing the wrong things (again) could send your traffic into a tailspin.

But before you swear off testing ever again, consider the following tips. Not only will you be able to recover more quickly, but you’ll also be able to create a testing and optimization plan that helps you pinpoint where your target audience is slipping through the cracks – and get them back.

Welcome to Testing.

welcome to website testing

You aren’t the first person who has gone through this – and you certainly won’t be the last. It’s completely natural to go into this with high expectations, but what you’re seeing is possibly a more down-to-earth result. Don’t look at this as if your idea is worthless or your site is ruined – this is why we test. Once you understand that this is a positive step forward, you can start thinking like a real conversion optimization scientist – crunching numbers and trying different changes to see what resonates with your unique audience.

Real data and hard numbers are preferable to gut feelings and instincts any day – especially when it comes to maximizing your sales and subscribers. So let’s get started. Leer más “What to Do When Conversion Optimization Goes Bad”

Form Optimization: 3 case studies to help convince your boss (and Sales) to reduce form fields


 | marketingexperiments.com
___________________________________________

So your boss still thinks that “optimization” means making your site load faster.

We get it.

Marketers are constantly battling the highest paid person’s opinion (HiPPO) in favor of real conversion response optimization tactics based on a sound methodology.

And they usually lose because they don’t have a testing program with real results to show those misguided HiPPOs (and Sales leaders) that they’re wrong.

So to help you win your HiPPO/Sales battles, we’ve created a deck with three case studies highlighting the importance of that most basic of optimization principles:


40 Checkout Page Strategies to Improve Conversion Rates

To many website owners, shopping cart abandonment and conversion rate drops on a checkout page may seem to be a bitter fact of e-commerce life. But it doesn’t have to be that way. In fact, you can increase conversion rates on your checkout page by helping to give your shopper everything they need to make an informed, confident decision. Print out this helpful checklist and use it to optimize your checkout page for higher conversion rates.
Design and Layout

This is where much of the buyer’s decision to buy or not buy will rest – at first. Best shopping cart design practices will factor in here, such as ample use of whitespace, clear delineation of different steps in the order process, and these vital checkout-boosting points:

1. Give users a visual checkout process – while it’s ideal if you can fit everything onto one page, plenty of conversion studies have shown that the less clicks to checkout there are, the higher your conversion rate will be. If you need to spread things out across multiple pages, give the shopper a visual indicator of how far they’ve progressed.


http://blog.kissmetrics.com

To many website owners, shopping cart abandonment and conversion rate drops on a checkout page may seem to be a bitter fact of e-commerce life.  But it doesn’t have to be that way.  In fact, you can increase conversion rates on your checkout page by helping to give your shopper everything they need to make an informed, confident decision.  Print out this helpful checklist and use it to optimize your checkout page for higher conversion rates.

Design and Layout

This is where much of the buyer’s decision to buy or not buy will rest – at first.  Best shopping cart design practices will factor in here, such as ample use of whitespace, clear delineation of different steps in the order process, and these vital checkout-boosting points:

1. Give users a visual checkout process – while it’s ideal if you can fit everything onto one page, plenty of conversion studies have shown that the less clicks to checkout there are, the higher your conversion rate will be.  If you need to spread things out across multiple pages, give the shopper a visual indicator of how far they’ve progressed.

2. Add checkout buttons to the top and bottom of the page – The less time that customers have to spend looking for them, the sooner they’ll take action

3. Include credit card logos and security seals – Let shoppers know your site is a secure, trusted place to do business.  Popular security seals include Verisign and BizRate.

4. Give users the option to continue shopping from the checkout page – They may have forgotten something, and there’s nothing worse than hitting the back button and finding that all your cart details have vanished.

5. Differentiate checkout/continue shopping button colors – If you have these two buttons side by side, consider changing the color of one of them to make it visually separate from the others and lessen the chance that the user will click the wrong one.  Add plenty of space in between them so there’s no mistaking where the user clicked.

6. Give visitors the option to create an account AFTER checking out – There’s nothing more aggravating than being presented with the “Register to Create an Account!” popup first before you can complete your order.  Removing it caused one online retailer’s sales to increase by $300 million!  People will gladly give their contact information in order to track their purchase after the order rather than stopping to fill everything in beforehand.

Amazon.com usability

Everyone’s favorite usability study, Amazon.com has pre-checkout down to a fine art.  This cart page includes details on the item added, a financing offer, free shipping, protection plan and related accessories on one page. Leer más “40 Checkout Page Strategies to Improve Conversion Rates”

Campaign Attribution in Google Analytics

In this post I’ll talk about how Google Analytics attributes a conversion, technically talking. This is not about how you should analyze conversion attribution, if you are interested in that I suggest you to visit Constraint Management vs Direct Attribution.

Google Analytics, as the other Web Analytics solutions allows you to identify from which source each conversion came from. Each platform has a particular attribution definition, ergo, it attributes the conversions in a very particular way and could or could not be the same as any other tool you may use. The key, as always in digital measurement, is identifying how the platform processes the information.

Google Analytics attributes the conversion to the most recent campaign by default, unless the second session’s traffic source it is a Direct Visit. Direct Visits won’t take credit from a previous referring campaign.


 

http://www.analytics20.org

In this post I’ll talk about how Google Analytics attributes a conversion, technically talking. This is not about how you should analyze conversion attribution, if you are interested in that I suggest you to visit Constraint Management vs Direct Attribution.

Google Analytics, as the other Web Analytics solutions allows you to identify from which source each conversion came from. Each platform has a particular attribution definition, ergo, it attributes the conversions in a very particular way and could or could not be the same as any other tool you may use. The key, as always in digital measurement, is identifying how the platform processes the information.

Google Analytics attributes the conversion to the most recent campaign by default, unless the second session’s traffic source it is a Direct Visit. Direct Visits won’t take credit from a previous referring campaign.

If you prefer to attribute the conversion to the very fist campaign, instead of the most recent, then you have to use a new query parameter into the query string of your campaign. If this is the case, then the query parameter to be used is “utm_nooverride=1“. If you do so, when a previous visit that cames from Campaign 1 cames back by clicking in Campaign 2 and converts, this conversion will be attributed to Campaign 1 instead of Campaign 2 as would do Google Analytics by default. Leer más “Campaign Attribution in Google Analytics”