To which you react with horror and suspicion….
How could it be possible to increase my sales without driving more people to my site?
And the answer to that is simple:
convert more of the visitors that are already visiting your site!
Yes. Mr Cow, you say, that would be great. But do you have any actual helpful tips to, maybe, you know, help me do that?
At this point I realize that my imaginary reader is quite sarcastic today, and I might want to lighten up, because it obviously says something about my own issues.
Anyways, fear not, imaginary reader, because I certainly do have advice for you on how to improve your conversion rate without spending money on additional traffic.
The secret is: make simple changes to your website to improve its overall performance. The best part about this is, unlike buying traffic, which is a short-lived benefit (i.e. only for as long as you’re paying for it) the changes you make to optimize your conversion rate is the gift that keeps on giving.
The first thing that you need to do is figure out your list of priorities, and I can’t tell you what these should be. Look at your metrics, and find out if there’s an obvious place to start – i.e. a page where the drop-off rate is drastically higher than anywhere else on the site. If there is, then start with that page. If there isn’t an obvious place to start, then I would start with your checkout process and work out from there.
You need to identify where people abandoned the buying process, and try to figure out why. Go over those pages. Is there something that would turn a buyer off, or lose trust in you as a seller. Are you asking for too much information, or is the buying process not transparent? Look at things from a buyer’s point of view – what do you look for when you’re buying something?
Here’s a list of simple things that are easy to do that could help improve your conversion rate, without much effort on your part:
Make sure your ‘buy now’ button looks like a button
You’d be surprised how many people miss this. Your purchase button should be the most prominent thing on the page, and make sure that it’s obvious that it’s a button.
Give security assurance at the point of purchase
People want to know that they’re buying in a secure place, and that your site is a safe place for them to buy. Don’t assume they’ll see the https://, tell them about it on the page.
Make sure you’re providing what your ad promised
Even if you’re offering the same thing, if you word it differently, people may think that you’re not proving what the ad promised. (Eg. – Ad says buy one, get one half off! Website says buy 2, get 25% off both! It’s the same thing, but it sounds like a different offer.
Be clear about the whole buying process if it includes multiple steps
People don’t like thinking that they’re almost done, only to have to keep filling out page after page. By letting your customer know how long the process will take, and what information they will give and get at every stage, they’ll be less likely to drop out in the middle of the process.
Be clear about shipping charges as soon as possible, if you have any
If you’re shipping out physical product, let people know what the shipping charges are before the final checkout screen. Surprise shipping charges are the cause of a lot of mid-checkout abandonment’s.
If you’ve already done all these things, then great. Start testing other elements to see what else you can do to improve you conversion rate. If you haven’t then start now! The true benefit of these improvements is seen over a longer period of time, so the longer you wait, the less money you’ll be making.
Source: JohnCow.com
