483. Example
Figure 5.3 Comparing trends in Conversion Rate and Average Order Value
Correlations don’t imply causality. For that you need to collect more data and
같은
565. Example
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MOVINGBEYONDCONVERSIONRATES
of your opportunity is a lot less than 98. Your job is to capture and understand why
the 100 people visited your website and then to calculate the size of your opportunity
pie (the number of Visitors who are even remotely convertible).
You can do this by analyzing the content Visitors consume on your website. For
example, 20 percent of the Visitors went only to Jobs, 20 percent downloaded your
press releases, and the last 60 percent went to your product pages. There you go: a
primitive realization that your opportunity pie is not 98; it’s 60.
You can also gain this realization by using an on-exit survey for your website,
where you ask people their primary purpose. You can ask the simplest of questions:
“Why are you here?” The responses to the survey will allow you to create a graph like
the one shown in Figure 5.4.
Primary Purpose of Website Visitors
Research
30%
Blog
10%
Coupons
8%
Investors
7%
Jobs
2%
Support
25%
Buy
18%
Figure 5.4 Reasons Visitors come to your website
With the survey, you get a much more robust understanding of the intent of your
Visitors. You can see that people who come to learn about investing in your company
(7%) did not come to buy. Ditto for those who come for tech support or to apply for jobs.
구매
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CHAPTER5:THEKEYTOGLORY:MEASURINGSUCCESS
the complete picture.
Regardless of why your website exists, there are diverse reasons why people
come to your website. Sure, you built a website to do ecommerce, but guess what?
People come there to read specifications so they can buy the product on Amazon.com.
Or they come to download the latest software patches. Or to apply for jobs. Or to
research for products and services they will buy offline.
With all the passion in my heart, I make this recommendation: focus on mea-
suring your Macro (overall) Conversions, but for optimal awesomeness, identify and
measure your Micro Conversions as well.
Oh, by the way, when I say Conversion here, I don’t just mean ecommerce con-
version! Later in this section, we will look at Conversions for several non-ecommerce
websites.
You want to know how to go about this? Sure. Figure 5.5 shows what we typi-
cally do and the question rarely asked.
Conversion!What’s Success Here?
Traffic to Website
Figure 5.5 Typical obsession of an analyst or marketer
You measure Conversion (orders, leads submitted, downloads, donations, widget
grabs, and so on), but you ignore 98 percent of the site traffic that will never convert,
because they visit for the other reasons we discussed earlier. So, should we ignore
them? No!
Your website is still doing those other jobs. It helps people get support. It helps
them research products. It helps people apply for jobs, print directions to your retail
Support
Macro ConversionMicro Conversion
Careers $Research
Traffic to Website
미시
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MEASURINGSUCCESS
Figure 5.9 Visitor Loyalty report
By looking at the distribution of Visits over relevant buckets of Visits, you can
understand the Visitor behavior. Figure 5.9 shows that 46 percent of the Visitors came
해당
834. 최신도It is pretty clear in Figure 5.10 that in the current period (May 7 to June 6) the
website actually performed a little worse because more people visited only one time.
Visitor Recency
Visitor Recency tells you how long it has been since a visitor last visited your web-
site. Another way to think about this metric is that Visitor Recency measures the gap
between two visits from the same person to your website, as shown in Figure 5.11.
Figure 5.11 Visitor Recency report
Often content websites are updated very frequently, from multiple times a week
동일한
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MEASURINGSUCCESSFORANON-ECOMMERCEWEBSITE
Tip: Most web analytics tools report Recency data incorrectly. If you look at the default report, it includes
all Visits, and that means New Visits (people who have never been to your site) are lumped into the “0 days ago”
bucket. This is absolutely wrong. You will note in the top right of Figure 5.11 that I have run the report only for
Returning Visitors. Now I have the correct data.
Length of Visit
Length of Visit measures the quality of visit as represented by the length of a visitor
session in seconds. Average Time on Site is perhaps the most common web analytics
metric on Earth. But if two people visit your website, one for 1 minute and the other
for 100 minutes, the average is useless. You want to look at the distribution, as shown
in Figure 5.12.
Figure 5.12 Length of Visit report
So much information jumps out right away. Although the average time was 2
minutes and 53 seconds, the sad reality is 83 percent of the site traffic stayed for just
1 minute or less. There is a small but loyal group that stayed for more than three min-
utes. But it is clear what the issue is here.
Action Think of creative ways to engage traffic—what can you do to keep a Visitor for
방문자의