Hosted by: Chad Nantais (themerchantlab.com) and Jenn Li (musefind.com) Website: http://themerchantlab.com/?p=6456 Most emerging brands struggle to grow their online customer base and build consistent, predictable revenue. Unlike large retailers, they lack the data and resources to make it easier for shoppers to find and buy their products. However, some brands have been able to overcome these limitations and have grown themselves into household names. What are they doing differently? Two experts in online marketing and retailing will explain what these brands are doing to drive exceptionally high rates of growth and customer engagement, and provide you with a simple blueprint for growth, based on strategies from today’s top online retailers.

1. 10 Things Only Successful
Online Retailers Are Doing Right Now
A blueprint for growth, based on strategies from today’s top online retailers
Presented by Muse Find and The Merchant Lab.
Sponsored by Lemonstand

2. Jennifer Li
CEO of Muse Find
Co-Founder of Element 7

31. Chad Nantais
CEO of The Merchant Lab

32. 1998
+

33. Since...

34. Five Fundamentals
Message matching
Test-driven design
Low cognitive load
Social proof
Invest in the next sale

35. Conversion rate: the
percentage of website
visitors who buy
something on your site

36. keep your promises
Message matching

37. (the promise)

40. your
shopping
adventurestarts here!

41. bounce
rate
conversion
rate
gratification
Message matching

42. ads / posts point to:
home page landing page

43. Test-driven (re)design
may the best page win!

44. “I sense that
the Buy button
should be
orange”

45. data doesn’t have
“feelings”

46. why it matters
[from vwo.com]
vs.
web page death match

47. no more guesswork
continuously boost your
conversion rate
lower risk of redesign fails

48. testing tools

49. Low cognitive load
don’t make them think

51. why it matters
WRONG!

52. why it matters“what do I
do next?”

53. ● less to consider means
faster purchase
● saving them time means
increased brand capital
Low cognitive load

54. what do I have to do?
● single Call-to-Action (CTA)
● entire page supports CTA
● picture’s worth 1K words

55. Social proof
no one likes being a guinea pig

56. why it matters

57. Over 70% of Americans say they look at product
reviews before making a purchase.
[src: powerreviews.com]

58. ● products with reviews had
+12.5% conversion rate
● +83.85% for products with
20+ reviews
[src: experiment on figleaves.com]
Before making a purchase, shoppers referenced 12
sources of information
[src: Google and Inmar, 2013]

59. what do I have to do?
reviews likes user photos

60. Invest in the next sale
the carrot on a stick

62. high open
rates
low or no
customer
acquisition
costs

63. why it matters
Acquiring a new customer costs 5x more
than retaining an existing customer.
[src: Forbes]

64. how will it improve my sales?
● increased brand loyalty
● larger cart value, more often
● more word-of-mouth referrals

65. what do I have to do?
● pump them up after the sale
● deliver great content between
sales
● ask for reviews and referrals

66. Congratulations!
You now know more than 98% of online retailers!
themerchantlab.com/webinar-thanks