How to improve category page conversions by 67%
Transcript of How to improve category page conversions by 67%
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How to Improve Category Page Conversions by
67%
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Join the conversation
@invesp
#invespCRO
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Our Founders
Khalid SalehCEO
A recognized expert of marketing strategy, Khalid has been a frequent guest in key
media outlets, including CNN, BBC, SKY, France 24, MSNBC, New York Times,
National Public Radio, and more. He is an in-demand speaker who has presented at
marketing conferences across the globe.
Ayat ShukairyCo-founder, Managing Partner
400+ conversion optimization projects, She has worked with some of the world top
brands such as, 3M, O’Reilly, the Special Olympics, Discovery, helping them increase
online revenue by creating successful marketing campaigns.
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Standard Category Page Designs
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Audience Question: If category pages are
standard across ecommerce sites, how
can you distinguish yourself as a company
on those pages?
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One of the largest electronic retailers in
Turkey
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Problems:
1. Page is not properly presenting the value proposition
2. High Bounce Around rate;
3. Higher than normal Pre-Product Page Abandonment rate;
Electronic Retailer Category Page
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By emphasizing the value proposition to the visitors on the category pages you will increase flow to product pages as well as increase conversions.
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The Control:
• Left navigation
• Grid view of products
• Top advertisement
• Carousel of “top selling
products”
The Control
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Variation 1:
• Removed top ad
• Placed a new banner
“7-Day Money-Back
Guarantee”
• Removed carousel
Variation 1
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Variation 2:
• Removed top ad
• Placed a new banner
“Customer Satisfaction
Guaranteed, or Your
Money Back!”
• Removed carousel
Variation 2
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Variation 3:
• Removed top ad
• Placed a new banner
“Lowest Prices, Reliable
Service, Speedy
Delivery”
• Removed carousel
Variation 3
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Side By Side Look
1 2 3
Audience Question:
Which design generated the most sales?
0
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The Winner2
Increase
in Website
Conversion
66.8%
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The Results
66.8% Increase in overall website conversion rate
Variation Conversion Rate Uplift Confidence
Original 0.32% - -
Variation 2 0.53% 66% 93.1%
Variation 1 0.51% 59% 75.4%
Variation 3 0.44% 38% 70%
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Categories Pages At a Glance
• Of all pages on an ecommerce site, we find the value proposition is
least present on category pages
• Category pages also in general lack “personality”;
• Category pages should funnel visitors to product pages, however,
many category pages do not effectively do so.
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1. Utilize prime real-estate on the page to increase Buyer Momentum through:
• Inserting effective, persuasive banner messaging which resonates with
different visitor personas
• Avoiding the use of multiple auxiliary navigations
The Keys to Successful Category Pages
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• The product grid is pushed
lower on the page because of
the carousel and the top
banner;
• The top banner is not targeted
to all users (and may not be a
relevant product);
• Prime real-estate on page is
not used effectively.
The Control
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Variation 2 – The Winner
• Utilizing Prime real estate by
moving product grid up;
• Using the banner space to
emphasize the value;
• Removed elements that
although offer additional
navigational paths, in this case
were obstructing scent
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1. Utilize prime real-estate on the page to increase buyer momentum;
2. Provide sufficient scent through multiple navigational paths to accommodate
visitor needs
• Remove elements that reduce scent
• Test before placing additional navigational paths and consider your
visitor's cognitive progression;
• Ensure that “left navigation” or “refine search” features meet visitor
expectations by presenting the most pertinent drill down features first
Keys to Successful Category Pages
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Problems:
1. High Category Page Bounce Around Effect;
2. High volume of frustrated customer calls.
Relaxation Home Décor E-commerce Store
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The control:
• Overwhelming amount of
SEO text;
• No clear incentives;
• Unnecessary distractions
such as newsletter sign up.
The Control
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Variation 1:
• Incentives Banner
• No Newsletter
• No SEO text (moved to the
bottom of the page)
Variation 1 - Winner
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The Winner
Increase
in Website
Conversion
34.2%
1
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The Results
34.2% Increase in overall website conversion rate
Variation Conversion Rate Uplift Confidence
Original 0.96% - -
Variation 1 1.29% 34.2% 94.9%
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Pop Quiz
Audience Question:
Which design generated the most sales?
A B
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B
The Winner
Increase
in Website
Conversion
50%
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1. Utilize prime real-estate on the page to increase Buyer Momentum
2. Provide sufficient scent through multiple navigational paths to accommodate visitor
needs
3. Utilize both copy and design to clearly present and emphasize value proposition
throughout the page
Keys to Successful Category Pages
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1. Thinking internally and externally:
• What makes you unique and stand out?
• How do I view myself?
• How do customers view me?
• How do I compare to other competitors in the eyes of my potential customers?
How to Come Up a Unique Value Proposition
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1. SWOT analysis;
2. Can you say succinctly what distinguishes your company and brand within a
sentence?
How to Come Up a Unique Value Proposition
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Pop Quiz
Audience Question:
Which design generated the most sales?
A B
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The Winner
B
Increase
in Website
Conversion
10%
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1. Utilize prime real-estate on the page to increase Buyer Momentum
2. Provide sufficient scent through multiple navigational paths to accommodate visitor
needs
3. Utilize both copy and design to clearly present and emphasize value proposition
throughout the page
4. Distinguish the value of certain products through effective messaging and design
Keys to Successful Category Pages
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Pop Quiz
Audience Question:
Which design generated the most sales?
A B
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A
The Winner
Increase
in Website
Conversion
15.6%
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Keys to Successful Category Pages
1. Utilize the prime real-estate on the page to increase buyer
momentum
2. Provide sufficient scent through multiple navigational
paths to accommodate visitor needs
3. Utilize both copy and design to clearly present and
emphasize value proposition throughout the page
4. Distinguish the value of certain products through
effective messaging and design
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More information
Amazon.com
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Looking to increase your conversions?The Conversion Framework™ brings a unique methodology to marketing
optimization, generating repeatable and sustainable increase in conversion
rates.
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• Learn more how we can work
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• or email [email protected]
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