Make your website work Ten ways to convert visitors into buyers !"#!$%$&'(&)**(&+,)-./,-/0,1/+*2(34!56.788333! #9!9%#333:;<=3>?

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Make your website work
Ten ways to convert visitors into buyers
!"#!$%$&'(&)**(&+,)-./,-/0,1/+*2(34!56.788333!
#9!9%#333:;<=3>?
42 million
online shoppers in the UK*
71% growth
in e-retail sales
in the last two years†
50.1%
of online shoppers who place items
in their shopping carts don’t buy**
0.36% growth
in satisfaction with online
shopping in the last two years†
* Internet World Stats, Usage and Population statistics, June 2008
† IMRG Industry Report, 2009
** Core Metrics, ‘Core Metrics Benchmark Industry Report’, March 2009
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— Will t
Name: Will
Age: 34
Likes: Music, relaxing with friends, and finding bargains online
Dislikes: Queuing, bad weather, being disappointed
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Will’s top ten tips to make your website work
1. Bring me to the right page
2. Make your homepage useful 3. Help me navigate
4. Give me the right results when I search
5. Display groups of products clearly
6. Give me the product details I need
7. Make registration optional
8. Make it easy to buy or enquire
9. Reassure me
10. Find this useful? Let me help!
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Identify. Diagnose. Test. Implement.
Bear in mind there is no one hard and fast rule for making your website work
better. With ‘Will the Shopper’ we’ve highlighted common areas to examine
in order to improve performance.
From here, use free tools like Google Analytics and Website Optimiser
in order to identify areas for improvement, diagnose what causes visitors
to leave your site, test to find improvements and implement changes that
drive results for your site.
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1. Bring me to the right page
“When I click on ads online, I do so because I’m interested in what you’ve
promoted. But what if the offer, price, product or service from your ad
isn’t visible on your landing page? I’ll usually leave, dissatisfied.”
Ad text
Electric Drills
Buy Electric Drills from just £89
Free Next Day Delivery
www.Screwfix.com
Before
After
“Drills, just like the ad said. Clearly laid out
and free next day delivery too.”
20% reduction in bounce rate
By linking their ads to the relevant product pages rather than the search
results page, Screwfix decreased the number of visitors bouncing
(immediately leaving) from their site.
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Top tips for landing pages
1
2
3
Link ads to the right page: Product-specific ads and keywords
should link to product specific pages; more general ads about
a product or service category should link to more general
pages. Avoid directing visitors to search results pages.
Mirror your ad title: Try mirroring the headline or title of your
ad on your landing page – this way, the customer will feel immediately
reassured they’ve been directed to the right page.
Ensure selling points are visible: If you include compelling prices,
special offers or delivery options in your ad text, a customer will
expect to see these on your site. Make sure selling points from your
ad are clearly visible on your landing page.
What next?
|ŒUse Google Analytics to analyse the bounce rate from your landing pages.
Find high traffic landing pages that a high proportion of visitors leave
straight away.
|ŒTry changing the pages that your AdWords ads link to and monitor results.
|ŒUse Website Optimiser to test changes to landing page text, images
or layout.
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2. Make your homepage useful
“A homepage is like a shopfront: show me whether it’s worth going into
your shop/site or I may just move on. I like homepages that show who
you are, what you sell, and any exciting offers. Give me clear headings,
so I know what else I can find on your site.”
Special offer
Clear navigation
Call to action buttons
Site search
Branding
!
!
!
!
!
“Free offers, eh? Might check out home insurance
while I’m getting travel cover for my hols…”
Informative, clear homepage
>
MORE TH N has created a flexible, branded homepage that serves
multiple purposes. A user is both directed towards key products and
actions, and given clear choices for navigation.
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Top tips for homepages
1
2
3
4
Reaffirm your brand and site purpose: Assure the visitor that
they have landed at the right site - clearly display your brand and any
unique selling points. Avoid long introductions as customers will seek
this information in the ‘about us’ section.
Find the optimal page layout: Show visitors a clean and easy
to understand homepage which isn’t cluttered and has all relevant
information available on the top of the page.
Test product promotions: Mirror any offers promoted in your offline
advertising, and let customers know of any compelling deals. Popular
or seasonal products that are profitable for you should be visible
on the homepage.
Make it easy to navigate further: You want visitors to proceed
beyond your homepage. With so many potential routes a visitor could
take, make sure they don’t get lost. Options on where to navigate next
should be clear and simple e.g. using site search, top/side navigation,
and/or product links.
What next?
|ŒUse Google Analytics to identify high sales, high ROI products on your site.
You may also want to look at what visitors search for using your site search.
Consider featuring these products on your homepage.
|ŒUse Website Optimiser to test what type and quantity of content performs
best on your homepage. Experiment by including different offers and
products, or by reworking key navigation text and features.
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3. Help me navigate
“I’ve reached your site, and I’m interested. But often, the first page I see
won’t have everything I want. That’s why I need clear ways to navigate
into your site. Categorise what you offer into simple headings. Make it
clear where I should click next to start my shopping or research.”
“I need a smart shirt…
I can look by size –
that’ll save time!”
Clear site navigation
ASOS helps navigation with clear drop down menus, structured
by product type or department, and with on-site search. Visitors can drill
down from the general to the specific in just a few clicks.
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Top tips for navigation
1
2
3
Make product/service categories visible: People need to see how
to navigate in order to do so. Use clear labels/titles that show what
product and service categories you offer. Build a navigation structure
that is intuitive and not too complex.
Use easy-to-understand terms: When labeling the product/service
categories you offer, make sure you use terms that your customers
will understand and find appealing. Avoid jargon where possible.
Highlight where to go next: Help the user understand how they can
get from A to B in the easiest possible way. Experiment with call
to action buttons, or click-able links and images to find out what
works best to direct the customer onwards.
What next?
|ŒUse Google Analytics to understand where you’re losing customers from
your buying funnel.
|ŒUse Website Optimiser to test different product/service labels or call
to action buttons on your site.
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4. Give me the right results when I search
“Sometimes, I come to your site knowing the product type, name, or
manufacturer that I want. In this case, I don’t want to click around your
site to find my product. I want to search, and be brought straight there.”
Before
After
“My son needs socks…and that’s
just what they’ve given me!”
20% reduction in exit rate
Next noticed a high exit rate from its search results page for ‘boy’s socks’.
By testing more specific results, Next reduced exit rates by 20%,
and increased conversions by 7%.
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Top tips for site search
1
2
3
4
Check quality of results: Is your site’s search function working well?
Ensure visitors are getting relevant results, even when they search
on synonyms or misspellings. Make site search visible: Visitors to your site should be able to see,
at a glance, where to search. Consider enlarging your search box
or making it more prominent.
Allow customers to sort results: People like to be able to sort
through search results. Allow visitors to order what they see
by anything from price or popularity to colour, style etc.
Lay out search results clearly: Ensure visitors can glance through
search results and compare listings easily to decide where to click
next.
What next?
|ŒUse our Google Analytics search report to understand what search terms
are performing well (i.e. converting into sales or leads) or badly (i.e. resulting
in an ended visit on your site).
|ŒUse Website Optimiser to test alternative search result pages. |ŒCheck out Google Site Search to bring the power of Google search to your
own site.
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5. Display groups of products clearly
“I use websites to browse and compare products before I buy. Group
products together, and highlight the details I care most about. This
way, I can make decisions about what to buy or click on next quickly,
and without frustration.”
After
Before
“This is great. Clutter free and I can see exactly
what the shoes look like without having to click
on each one…those brown ones are nice!”
6% increase in conversions
Schuh tested product density and image size on their product category
pages. They were able to increase conversions across the site by 6%.
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Top tips for category pages
1
2
3
Provide a clear layout and design: It’s important to get the right mix
of images, products and text. Position, size and quantity of content will
all have an effect on how customers interact with your pages. Enable comparisons: As customers click further into product
categories, you should allow them to make comparisons. By including
images, prices and a brief description of each item, you can assist
them in making purchase decisions.
Group products logically: Products should be organised in a logical
manner so the visitor finds what they expected in each section of your
site. Test displaying top-selling products, or those with special offers,
more prominently on the page.
What next?
|ŒUse Google Analytics to prioritise which product category pages to improve
by identifying the high traffic pages which lose the most visitors.
|ŒUse Website Optimiser to test new category pages in order to find out what
content and design works best. !"#!$%$&'(&)**(&+,)-./,-/0,1/+*2(34!56.788333!=
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6. Give me the product details I need
“I’ve looked around and I’m close to buying from you. To make a decision,
I need to know exactly what I’m getting. Don’t overload me, but do show
me relevant details: for example pricing, photos, customer reviews and
ratings.”
Before
After
“My wife and kids will love this. Huge pool
and it’s in an up and coming resort!”
5% increase in conversion rate
L’tur.de added descriptive teasers to the hotel listings and allowed
visitors to sort results based on price or category. This increased
the conversion rate by 5%.*
*Site testing originally conducted in German
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Top tips for product details
1
2
3
Summarise key product details: Think about what customers
commonly ask for or want to know. You need to be up-front about key
product features, options and price.
Provide clear images: Customers like to have a clear view of what
they’re buying. Make pictures large, and easily visible. Consider
allowing customers to zoom in on products, or see them from different
angles.
Make your call-to-action button visible: What is the next step
you want a customer to take? If you want them to buy from you,
make your ‘buy now’ button prominent so they don’t have to scroll
down the page to see it. If you’re a leads based business, the same
applies to your ‘get quote’ or ‘talk to an expert’ button.
What next?
|ŒUse Google Analytics to identify high traffic product or category pages,
which also have a high exit rate of visitors leaving your site.
|ŒUse Website Optimiser to work out what combination of product details,
images or calls to action work best together and in what layout.
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7. Make registration optional
“One thing that puzzles me with websites is why I have to register before
I can buy. Why are there obstacles like creating logins and passwords?
I just want a quick secure way to contact you or purchase from you.”
“Ahh great! I can go straight to checkout without registering.”
Stop 23% of checkout drop-off
On average, 23% of checkout abandonment happens due to required
registration.* Debenhams increases the likelihood of purchase by allowing
customers to checkout without registration.
*Source: Forrester Research US: Required Registration Lowers Online Conversion Rates, April 2008.
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Top tips for registration
1
2
3
Allow purchase without registration: Let customers buy from you
without creating an account. You can still capture details like their
email address in your payment details form; you can also offer them
the opportunity to register post-sale.
Make registration easy: Try to reduce the amount of information
required to register. Stick to the details you really need.
Highlight the benefits: If you want to encourage customers
to register, let them know how this will benefit them.
What next?
|ŒUse Google Analytics to understand whether your current registration
process is deterring visitors from making a purchase. |ŒUse Website Optimiser to test simplified guest registration forms.
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8. Make it easy to buy or enquire
“I don’t think anyone enjoys filling out forms. The longer and more complex
a form is on a website, the more likely I am to give up. I do understand
you need to collect information from me. But the easier you make it, the
more likely I am to follow through and complete the process.”
Before
After
“This form looks quick, let’s see what they can quote me.”
40% increase in conversions
USB Flashdrive reduced the number of fields in their enquiry form,
and moved the call to action button up to a visible area of the screen.
This increased quote submissions by 40%.
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Top tips for purchases and enquiries
1
2
3
4
Don’t ask for unnecessary details: Reduce the number of fields and
steps in your checkout or enquiry process. Only ask the customer for
information that’s really needed.
Show transparent steps: Use a status bar to show what stage
a customer is at in the checkout process. This sets expectations and
makes the process seem manageable.
Expedite the process: Help the customer to complete forms by autopopulating fields where possible e.g. suggesting a delivery address
based on the billing address in a checkout form.
Avoid distractions: You may want to remove advertising and
unnecessary navigation bars from your checkout process. Minimise
distractions that might lead a customer to move elsewhere.
What next?
|ŒUse Google Analytics to identify which forms or steps in your checkout
process are causing customers to drop out.
|ŒUse Website Optimiser to test for better page content: shorter forms, fewer
steps, more transparency on how many stages are involved.
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9. Reassure me
“I want what you offer – but I need to trust you before I submit my
payment details. What if I need to return what I’ve ordered? What are
your delivery times? Have I seen exactly what I’ll be charged? Make me
feel secure, or I may look for the same product or service elsewhere.”
Delivery details
Total cost shown
Clear purchase summary
Ability to edit key fields
!
!
!
!
“All looks good. I’m ready to buy!”
1.8% increase in conversions across site
By introducing the checkout summary into the main body of the payment
page, Comet increased order confirmation (conversions) by 1.8% across
their site.
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Top tips to reassure
1
2
3
4
Be open about cancellations/returns: Customers want to know
they can return goods that aren’t suitable, or cancel bookings
if circumstances change. Ensure information on how to do this
is accessible on your site.
Offer transparency on price: Be transparent about total costs
and inform customers early on about any extra delivery or booking
charges. It can also be beneficial in the checkout process to offer
customers options e.g. cheaper or more expensive delivery based
on how long it will take.
Clarify what happens after purchase: Make sure a customer knows
how long your delivery process will take. If you sell a service, clarify
what online confirmation and next steps a customer should expect.
Offer security: Make sure your pages are secure, and include known
symbols to indicate this e.g. padlock symbol.
What next?
|ŒUse Google Analytics to identify where customers are dropping out of your
checkout process.
|ŒUse Website Optimiser to test what combination of delivery, security and
price details works best to seal the deal with customers.
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10. Find this useful? Let me help!
“Thanks for listening, and I hope you’ve found my top ten tips useful.
Here’s the bottom line: your online business cannot be successful without
customers! By listening to them, you can drive real improvements.
Figure out what ads your customers like or don’t like, measure what
causes us to leave your website, test to find site design that’s easy and
intuitive for us to use. Help shoppers make the decision to buy from you!”
“Go on! Let me help!”
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Top tips for conversions
At Google, we understand you need data to make decisions. We provide tools
to help you understand how customers interact with your advertising and
website.
1
2
3
Drive high quality traffic: Google AdWords allows you to reach more
potential customers online. Learn what search terms and ad texts
work best to drive results with your target audience.
Understand trends on your website: Start tracking how visitors
interact with your site through Google Analytics. Understand what
parts of your buying process could be improved to keep more
customers on board.
Stop guessing, start testing: Website design need not be a matter
of guess work. With Google Website Optimiser, you can test and track
what content – images, layout, text etc - drives the most sales and
leads.
What next?
|ŒFind more information on Google AdWords at google.com/adwords
|ŒFind more information on Google Analytics at google.com/analytics
|ŒFind more information on Website Optimiser
at google.com/websiteoptimiser
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Additional resources
Google Conversion Room Blog
The place to go for tips on conversions
! conversionroom.blogspot.com
Google Conversion Professionals
Google accredited professionals to help you
get the most conversions on your site
! google.co.uk/gcp
Conversion University
Conversion help centre featuring multiple products
! google.com/support/conversionuniversity
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© Copyright 2009. Google is a trademark of Google Inc. All other company and product names
may be trademarks of the respective companies with which they are associated. 1891202
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