From the SMX West Conference in San Jose, California, March 21-23, 2017. SESSION: Conversion Rates & The Law of Diminishing Astonishment. PRESENTATION: Breaking Through: Practical Steps to Follow to Identify What and Where to Test - Given by Ayat Shukairy, @ayat - Invesp, Co-founder at Invesp VP Marketing and FigPii. #SMX #21C
7. #SMX #21C @ayat
• Font/color of texts
• "lowest price guarantee" vs
"110% price match
guarantee"
• Add to cart button - different
designs/sizes
• a badge that shows "XXX
products sold
The old way
10. #SMX #21C @ayat
Qualitative data
• Heuristic Evaluation
• Customer voice
• Polls
• Surveys
• 1 on 1 interviews
• Customer service feedback
• Usability testing
• Focus group
• User testing
• Video Recording
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§ Helps you determine the broken areas on the website
§ Helps you get a full view of what the visitor experiences, especially if
you’ve done your homework and considered most the different scenarios
a visitor may experience
§ Gives you a sense of possible testing areas (which need to vetted)
§ Allows you to then categorize the experience for “to testing ideas” and
overall fixes that need to happen (broken areas on a website do not to
be “tested”)
§ Should be conducted with more than one person
STOP THE BLEEDING REPORT
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Case study
25% increase in on-site search usage
Search users more likely to convert
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Polls and Surveys
§Motivators
§Barriers
§Hooks
§Satisfaction
– Overall NPS
– Page Level
§Demographical information
§Feedback
§Scoping competitive space
15. #SMX #21C @ayat
“What is preventing you from making a purchase?”
1. I cannot find the information I need
2. I don’t know if the item fits my phone
3. I want a different color
4. I cannot find the shipping costs
5. I am just comparing prices
Result: understanding of what bothers
the visitors + testing ideas
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“What is preventing you from making a purchase?”
Result Action
I cannot find the information I need Investigate further
I don’t know if the item fits my phone Fix right away –Test placement
I want a different color Fix right away -Test design/placement
I cannot find the shipping costs Test
I am just comparing prices Capture email
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Why?
Social proof via reviews
placement
Max of 4 benefits of the
product displayed
More options for logical
persona
Specific compatibility info
clearly labeled
2
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The Essentials of Multivariate and AB Testing
ĂĽ The Basics of AB Testing
ĂĽ The Basics of Multivariate Testing
ĂĽ What Elements Should You Test In An A/B
Test?
ĂĽ AB Testing Best Practices
ĂĽ 14 Beginner Mistakes That Will Kill Your A/B
Testing (And What You Can Do About
Them)
invespcro.com/ab
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Remember!
• Qualitative data collection is not as simple as it looks.
If not well-planned and executed, can lead to more questions
than answers.
• Design the data collection plan to uncover visitor problems and
issues.
• Each method of data collection uncovers different types of
data. Used together, they lead to greater insight into site
performance and visitor perspectives.
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Randomly selecting pages
• Pages with high bounce rate
• Pages with high exit rate
• Pages at the bottom of the funnel
• Pages with high index value
• Let’s test all pages/all the time
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Different way of looking at metrics
• Category to product page ratio
• PPER (product page
effectiveness rate)
• Cart abandonment
• Checkout abandonment
• Lost value on a Class of Pages
• (Bounces / Exits)*AOV * 10%
CATEGORY PAGE UV
(PDP UV – PDP ENTRANCES)
*UV - unique views
TOTAL “ADD TO CART” CLICKS
PDP UV
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All visitors
Direct
New Returning
Organic
New Returning
CPC
New Returning
Email
New Returning
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How do you segment?
• By traffic source
• By visitor behavior
• By outcome
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Remember!
• Emotions create preferences which lead to buying decisions
• Visitors perceive the same type of personality characteristics in
websites as they do in people. So, what is your website
personality? Does it lead to rich and powerful mental
representation?
• Your website “narrative” should communicate “why” visitors
should care.
• Analytics supports the why and sometimes can even uncover
why visitors behave a certain way on the website as well.
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How can I help you?
@ayat
Ayat @invesp.com
www.invespcro.com
@ayat