We explore this question on our blog
Nankin Battery is a one location car/motorcycle battery shop in my neighborhood– This small business has some serious disadvantages: 1. Higher costs (because of higher per item overhead)2. Smaller selection (small shop)3. Limited reach (1 location) If the business owner spends her entire day stressing over her much larger online competitors she’ll want to shut shop. But Nankin Battery has …
In the book Mind Programming author Eldon Taylor shares his experience selling sewing machines using bait-and-switch: It started with an offer too good to be true. In the 1960s credit depended upon a deposit– a down payment of 10% in those days. Credit was freely available. Getting the down payment became the most difficult part of making a sale, so …
1. When a shopper walks into a brick-and-mortar store in their head they’ve pre-allocated time and money investment. The same phenomenon happens online. 2. Etailer X launched his site in 2003 with 37 pages. These included product pages, category pages, checkout pages, shipping info, return policy, about us and newsletter sign-up. With time etailer X learns more about ecommerce and …
Lafumafurniture.com is testing a novel concept (observe orange box below)- My first thought was, “Yikes, this is a horrible idea. This call to action is casting purchase doubt less than 5 seconds of me landing on the site. I should blog about how terrible this idea is.” But then, when I read the details, I had a change of heart- …
Every e-tailer (big-small, broad-niche, impulse buy-pricey stuff, PPC-SEO, single purchase-lifetime value) has a definite set of strengths and weaknesses. The key to success is focusing on your strengths. Jas-townsend.com is a niche e-tailer that is good at making product videos, which they use abundantly throughout their site. I wonder how many conversions can be directly attributed to these clever videos? …
Once a serious shopper is ready, their attention shifts to ADD TO CART area. Novica has a 5 course meal laid out for them (numbered in screenshot below)- Course 1: Today’s Price- 99.9% of shoppers pay attention to the product price, which means they notice this hyperlink. Novica.com uses that click to tell their story. Suddenly the price becomes a …
In the world of ecommerce free shipping is the killer app …
Do you have a high ticket product page (longer purchase cycle) that converts poorly? If so, try this– if a visitor spends more than 2 minutes on the page (clear intent) and then leaves (closes window or presses back button) display a pop-up that says- Every few weeks send an email listing new reviews for Product X. I suggest adding …
If you are an e-tailer selling women’s shoes, handbags or jewelry you have one giant disadvantage- you can’t offer shoppers instant touch, feel or fit. This would be your biggest weakness against brick-and-mortar stores. And this is the problem, most e-tailers obsess about their weaknesses instead of focusing on their strengths. The Venn diagram below encourages us to reverse this …
What impact do you think these (shown in red boxes below) … … have on conversions?
At my local grocery store today I noticed they were out of pie crusts. My first thought was “don’t these idiots know they need to stock-up for last-minute Thanksgiving shoppers?” And then, a few minutes later, as I noticed 5 different display tables showing off prepared Thanksgiving pumpkin pies it struck me- these guys aren’t idiots at all. This pie crust …
This fascinating 53 minute video talks about how the brain makes decisions (economic and moral)–
You are a gourmet chocolatier. You open Google Analytics, access Map Overlay report, and segment by Transactions. On the screen appears a heat-map of purchase data. States that are dark green have had heavy transactions and light green states have slow activity. You can see Michigan is a strong base, Texas and California are fairly good but Utah and Indiana …
Hotlix, a confections company, embeds real insects inside their candy. Here is how their biggest fans bookmark the site- Does your AdWords campaign target delicious.com tags?
One day I randomly discovered steepandcheap.com. My first thought was, “this site is so similar to woot.com”. I added a tag on steepandcheap.com called “woot” to remember it for future reference. Now every time I type woot into Firefox address bar I’m reminded of steepandcheap.com (see red box below)- In the last two years I estimate I’ve visited woot.com 200 …
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