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H/F University Presents: Growth Hacks - Rand Fishkin
- 1. The Big Picture of CRO Rand Fishkin, CEO, SEOmoz rand@seomoz.org
- 3. I want more people who visit the site to subscribe via email From my blog: http://moz.com/rand/
- 4. A) More People Visiting B) Higher Conversion Rate
- 5. Let’s Improve the Call to Action! This must be the problem!
- 6. A/B Testing We’ll show half our visitors one and half the other, and get a winner
- 7. Multivariate Testing We’ll show each version to a percentage of visitors and find a winner
- 8. Statistical Significance Testing Most testing platforms have this built in. If you need a generic one and some tips on statistical significance, Avinash’s post here has good stuff: http://www.kaushik.net/avinash/excellent-analytics-tip1-statistical-significance/
- 9. We Can Test Everything! Location on Page Display Width Box Color Address Verification Social Proof Inclusion Different Versions Based on User Behavior Loading After the Page Changing Messaging on Call-to-Action Copy Different Types of Pages/Posts
- 10. That’s Not CRO
- 11. What if this isn’t the problem?
- 12. What if this is?
- 13. What if this guy is?
- 14. Discovery Testing Consideration CRO is about getting your Conversion customers from here to here Subscriber for 3 Months Subscriber for 6 Months Subscriber for 12+ Months
- 15. Discovery Testing Consideration Great CRO is about moving Conversion them here, too Subscriber for 3 Months Subscriber for 6 Months Subscriber for 12+ Months
- 16. What’s in a Conversion Decision?
- 17. Likability Design Branding Historical Experiences Trust Social Proof Word of Mouth Associations UX CONVERSION DECISION Price (it’s a complex process) CTAs Process Copywriting Word of Mouth Timing Amount of Pain Effort Required Discovery Path
- 18. How Do We Find Out What Needs Optimizing?
- 19. Segment Our Visitors & Survey Them You can see a breakdown of our industry survey results here: http://www.seomoz.org/seo-industry-survey
- 20. Ask Smart Questions to the Right People Never Taken a Took the Free Trial Took the Free Free Trial But Left Trial and Stayed What are you seeking What made you take What initially made from SEOmoz? What’s the free trial? you want SEOmoz? brought you back? What objections did What objections did What would make you you have and how did you have and how did more likely to sign up? you overcome them? you overcome them? What are your biggest What caused you to What’s been most objections to signup? cancel subscription? valuable to you? What would have made Had success w/ Moz? you stay a subscriber? Can we share?
- 21. This is How the Pros Do It: Boom. From Conversion Rate Experts’ case study (which is definitely worth a read): http://www.conversion-rate-experts.com/crazy-egg-case-study/
- 22. This is How the Pros Do It: Boom. And Shakalaka. From Conversion Rate Experts’ case study (which is definitely worth a read): http://www.conversion-rate-experts.com/crazy-egg-case-study/
- 23. This process made SEOmoz $1mm in additional revenue in 2009, when we desperately needed it. CRE detailed their results with us here: http://www.conversion-rate- experts.com/seomoz-case-study/
- 24. 10 Tactical Tips for CRO
- 25. #1: Make Pages Load BLAZING FAST Data from @jcolman of REI http://www.slideshare.net/jcolman/web-performance-optimization-the-silver- bullet-of-seo-and-ux
- 26. #2: Align Visitor Intent and Page Purpose From Avinash Kaushik’s post: http://www.kaushik.net/avinash/tips-for- improving-high-bounce-low-conversion-web-pages/
- 27. #3: Poor Design Negatively Impacts Everything Good place to find great designers: http://dribbble.com
- 28. #4: Know Your Tools This excellent resource lists 15 tools that can help better understand your visitors: http://www.conversion-rate-experts.com/understanding-your-visitors/
- 29. #5: Don’t Force Unnecessary Steps The $300mm button story is a great anecdotal piece on this: http://www.uie.com/articles/three_hund_million_button
- 30. #6: Concrete & Emotional > Abstract & Intellectual From this excellent infographic: http://www.zippycart.com/infographics/how- sales-messaging-affects-conversion-rates.html
- 31. #7: The Inclusion of “Free” Works From this excellent infographic: http://www.zippycart.com/infographics/how- sales-messaging-affects-conversion-rates.html
- 32. #8: More Product Detail + Better Presentation = WIN Zappos’ great videos and detailed images help make them a standout in the field of online retailing: http://www.zappos.com/puma-future-cat-remix-2-ferrari-dandelion-black-high-risk-red
- 33. #9: Video Works 30.0% to 33.2% increase in conversion after the video was added. (10% lift) http://www.commoncraft.com/common-craft-video-dropboxcom-effective
- 34. #9: But You Have to Optimize It Three must-read links on video for conversion: http://conversionxl.com/how-to-use-video-to-increase- conversions/, and the case study data for eParty: http://www.internetretailer.com/2011/02/22/videos-boost-online- profile-eparty-unlimited and for Premiere Game Tables: http://blog.treepodia.com/2011/03/ecommerce-video-roi-a- case-study/. I also highly recommend http://wistia.com which we use at Moz for video.
- 35. #10: Don’t Fall Into the Trap of Copying Others’ Results 14% Increase in Sales 20% Increase in Sales Great post on case studies and lessons learned: http://www.seomoz.org/blog/lessons- learned-from-21-case-studies-in-conversion-rate-optimization-10585
- 36. BONUS #11: More Tips Than You Can Imagine From Unbounce: http://unbounce.com/conversion-rate-optimization/544- conversion-rate-optimization-tips/
- 37. Rand Fishkin, CEO, SEOmoz • Email: rand@seomoz.org • Twitter: @randfish • Blog: http://moz.com/rand and http://seomoz.org/blog The Big Picture of CRO