Turning Browsers Into BuyersThe Four Things You Must Do To Boost Conversions
The Four Things You Must Do To Boost Conversions• De-clutter and Simplify• Speed Up Your Site• Make Your Customers Feel Se...
De-clutter and Simplify• Rule #1 – Your Shoppers Get Distracted Easily          • We live in a multi-tasking interconnecte...
De-clutter and SimplifySlide 4   Miva Merchant: Goals Template
De-clutter and SimplifySlide 5   Miva Merchant: Goals Template
De-clutter and SimplifySlide 6   Miva Merchant: Goals Template
De-clutter and SimplifySlide 7   Miva Merchant: Goals Template
De-clutter and Simplify• Simple Doesn’t Have To Be Artsy• High Conversion Sites Aren’t Always “Pretty”Slide 8   Miva Merch...
Speed Up Your Site• Rule #2 – Your Shoppers Are Impatient          • Multiple studies have shown site speed impacts conver...
http://blog.kissmetrics.com/loading-time/Slide 10   Miva Merchant: Goals Template
Speed Up Your Site http://blog.yottaa.com/2011/09/ecommerce-season-–-why-site-speed- matters-more-than-you-think-in-2011/ ...
Make Your Customers Feel Secure • Rule #3 – Your Shoppers Are Skittish           • The same principles apply offline as on...
Make Your Customers Feel SecureSlide 13   Miva Merchant: Goals Template
Make Your Customers Feel SecureSlide 14   Miva Merchant: Goals Template
Make Your Customers Feel SecureSlide 15   Miva Merchant: Goals Template
Make Your Customers Feel SecureSlide 16   Miva Merchant: Goals Template
Make Your Customers Feel SecureSlide 17   Miva Merchant: Goals Template
Make Your Customers Feel SecureSlide 18   Miva Merchant: Goals Template
Make Your Customers Feel Secure – EV SSLSlide 19   Miva Merchant: Goals Template
Make Your Customers Feel Secure • Use an SSL • Display The SSL Seal • Show Credit Card Symbols • BBB and/or TRUSTe • Test ...
Remind and Reward • Rule #4 – Your Shoppers Easily Forget           • When someone navigates away from your site, if they ...
Remind and Reward • Use Shopping Cart Recovery Tools           http://www.getelastic.com/8-tips-for-recovering-abandoned-s...
Remind and RewardSlide 23   Miva Merchant: Goals Template
Remind and Reward • Use Email Marketing           The DMA puts email marketings ROI for 2011 at $40.56 for every $1       ...
Remind and Reward  http://blog.hubspot.com/blog/tabid/6307/bid/32854/10-Simply-Awesome-Examples-of-Email-Marketing.aspxSli...
Remind and Reward • Use Retargeting           • Retargeting is a cost effective way to only advertise to people who are   ...
Remind and RewardSlide 27   Miva Merchant: Goals Template
Remind and Reward • Use Behavioral Offers           • Runa           • Spring Metrics           • Steelhouse           • C...
Remind and RewardSlide 29   Miva Merchant: Goals Template
Remind and RewardSlide 30   Miva Merchant: Goals Template
History    • Based in San Diego, California    • Founded in 1995    • Data Centers in California, Florida and Georgia    •...
Competitive LandscapeSlide 32   Miva Merchant: Goals Template
Typical CustomersSlide 33   Miva Merchant: Goals Template
PartnersSlide 34   Miva Merchant: Goals Template
Thank You                                           Rick Wilson                                           rwilson@mivamerc...
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Turning Browsers into Buyers

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We love seeing all the web site traffic, but how do we make a browser into a buyer? The truth is, about 96% of all visitors don't make a purchase. So how do you increase your sales conversion rate when the odds are against you? Rick Wilson, President of Miva Merchant has some tips to help guide you and your buyers in the right direction.

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Turning Browsers into Buyers

  1. 1. Turning Browsers Into BuyersThe Four Things You Must Do To Boost Conversions
  2. 2. The Four Things You Must Do To Boost Conversions• De-clutter and Simplify• Speed Up Your Site• Make Your Customers Feel Secure• Remind And RewardSlide 2 Miva Merchant: Goals Template
  3. 3. De-clutter and Simplify• Rule #1 – Your Shoppers Get Distracted Easily • We live in a multi-tasking interconnected world • Don’t provide your customers any reason to jump to something else • If you force them to navigate a maze, they’ll likely just navigate awaySlide 3 Miva Merchant: Goals Template
  4. 4. De-clutter and SimplifySlide 4 Miva Merchant: Goals Template
  5. 5. De-clutter and SimplifySlide 5 Miva Merchant: Goals Template
  6. 6. De-clutter and SimplifySlide 6 Miva Merchant: Goals Template
  7. 7. De-clutter and SimplifySlide 7 Miva Merchant: Goals Template
  8. 8. De-clutter and Simplify• Simple Doesn’t Have To Be Artsy• High Conversion Sites Aren’t Always “Pretty”Slide 8 Miva Merchant: Goals Template
  9. 9. Speed Up Your Site• Rule #2 – Your Shoppers Are Impatient • Multiple studies have shown site speed impacts conversions • Every 1/10th of a second improvement in page speed load helps • See Rule #1Slide 9 Miva Merchant: Goals Template
  10. 10. http://blog.kissmetrics.com/loading-time/Slide 10 Miva Merchant: Goals Template
  11. 11. Speed Up Your Site http://blog.yottaa.com/2011/09/ecommerce-season-–-why-site-speed- matters-more-than-you-think-in-2011/ From RetailTouchPoints.com: “One leading online furniture store made performance improvements that led to 20% faster page loads and was able to attribute an increase in revenue from online sales directly to this effort.” From Shopzilla.com: Improving the site speed of this popular ecommerce portal by 20% resulted in an improvement in conversion rates of 7% to 12%. Page views went up by 25%.Slide 11 Miva Merchant: Goals Template
  12. 12. Make Your Customers Feel Secure • Rule #3 – Your Shoppers Are Skittish • The same principles apply offline as online • Customers must feel welcomed by your site • They must intuitively trust your site • They don’t want to be in an online “ghetto” • See Rules #1 & #2Slide 12 Miva Merchant: Goals Template
  13. 13. Make Your Customers Feel SecureSlide 13 Miva Merchant: Goals Template
  14. 14. Make Your Customers Feel SecureSlide 14 Miva Merchant: Goals Template
  15. 15. Make Your Customers Feel SecureSlide 15 Miva Merchant: Goals Template
  16. 16. Make Your Customers Feel SecureSlide 16 Miva Merchant: Goals Template
  17. 17. Make Your Customers Feel SecureSlide 17 Miva Merchant: Goals Template
  18. 18. Make Your Customers Feel SecureSlide 18 Miva Merchant: Goals Template
  19. 19. Make Your Customers Feel Secure – EV SSLSlide 19 Miva Merchant: Goals Template
  20. 20. Make Your Customers Feel Secure • Use an SSL • Display The SSL Seal • Show Credit Card Symbols • BBB and/or TRUSTe • Test Your Site For Insecure Links • Scan Your Site For MalwareSlide 20 Miva Merchant: Goals Template
  21. 21. Remind and Reward • Rule #4 – Your Shoppers Easily Forget • When someone navigates away from your site, if they don’t return within 1 hour, they’re essentially gone forever • If your customers don’t click through an email within 24 hours, they’re not going to respond • You’re fighting between your customers wanting a good deal and their short attention spanSlide 21 Miva Merchant: Goals Template
  22. 22. Remind and Reward • Use Shopping Cart Recovery Tools http://www.getelastic.com/8-tips-for-recovering-abandoned-shopping-carts/ “Shopping Cart Recovery: Triggered emails recapture 29% of abandoned carts” http://www.marketingsherpa.com/article.php?ident=31904#Slide 22 Miva Merchant: Goals Template
  23. 23. Remind and RewardSlide 23 Miva Merchant: Goals Template
  24. 24. Remind and Reward • Use Email Marketing The DMA puts email marketings ROI for 2011 at $40.56 for every $1 invested. The figure for 2012 is predicted to "fall" to $39.40, when email will account for $67.8 billion in sales. 72% of respondents to an Econsultancy survey in early 2011 described emails ROI as excellent or good. Only organic SEO scored better http://www.email-marketing-reports.com/basics/why.htmSlide 24 Miva Merchant: Goals Template
  25. 25. Remind and Reward http://blog.hubspot.com/blog/tabid/6307/bid/32854/10-Simply-Awesome-Examples-of-Email-Marketing.aspxSlide 25 Miva Merchant: Goals Template
  26. 26. Remind and Reward • Use Retargeting • Retargeting is a cost effective way to only advertise to people who are already interested in your product line “comScore Study with ValueClick Media Shows Ad Retargeting Generates Strongest Lift Compared to Other Targeting Strategies” http://www.comscore.com/Press_Events/Press_Releases/2010/9/comScore_Study_with_ValueClick_Media_Shows_Ad_Retargeting_Gen erates_Strongest_Lift_Compared_to_Other_Targeting_Strategies/ • http://searchengineland.com/3-ways-to-connect-the-dots-with-search- marketing-75508Slide 26 Miva Merchant: Goals Template
  27. 27. Remind and RewardSlide 27 Miva Merchant: Goals Template
  28. 28. Remind and Reward • Use Behavioral Offers • Runa • Spring Metrics • Steelhouse • Close Browser OffersSlide 28 Miva Merchant: Goals Template
  29. 29. Remind and RewardSlide 29 Miva Merchant: Goals Template
  30. 30. Remind and RewardSlide 30 Miva Merchant: Goals Template
  31. 31. History • Based in San Diego, California • Founded in 1995 • Data Centers in California, Florida and Georgia • Focus on scalability, rapid deployment and ease of useSlide 31 Miva Merchant: Goals Template
  32. 32. Competitive LandscapeSlide 32 Miva Merchant: Goals Template
  33. 33. Typical CustomersSlide 33 Miva Merchant: Goals Template
  34. 34. PartnersSlide 34 Miva Merchant: Goals Template
  35. 35. Thank You Rick Wilson rwilson@mivamerchant.com www.mivamerchant.com (800)608-MIVASlide 35 Miva Merchant: Goals Template
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