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What do online shoppers think about?

We explore this question on our blog

Product Description for New Product

New products, by definition, don’t have reviews. So what is a brand to do? Answer revealed in this powerful conversion optimization post.

Collecting Product Reviews

Product reviews matter. But to collect more product reviews you need to higher response rate to your review request email. Find out how.

Product Reviews & Buyer Psychology

There is tons of research on the relationship between number of reviews and conversions. But what happens when you have 12k reviews? Does that still help?

Review Count & Buyer Psychology

No one has the time to read through 19,000+ reviews. And this is why having a filter mechanism has such a big influence on buyer psychology.

Buyer Psychology and Product Reviews

There is a direct correlation between the number of reviews you have on a page and conversion rates.

More reviews = higher conversions.

But in order to get more reviews you need to understand buyer psychology.

Know Why Your Customers Like You?

A wealth of knowledge is in your customer reviews. See what your customers are saying & use the compelling details to write better product descriptions.

Let Your Customers Do the Talking

Hat tip to Paige Kusmierz for sharing this. Expedia is in the business of maximizing profits (you should be too). And the highest margin item one can sell is insurance. So Expedia pushes hard for it. But instead of just pushing it they show a real customer story to drive home their point: Shoppers care way more about the opinion …

(Unfair) Importance of Newest Review

I was on a product page that had 562 reviews with an average rating of 4.7 out of 5 stars. 96% of respondents said they’d recommend this product to a friend. That’s amazing, right? We’ll, it depends. While the overall stats are impressive their latest review was very negative: This one negative review stopped me on my tracks. It’s silly …

The 2 Most Important Details on a Product Page

Your product page design should be based on the type of product being sold.  If a shopper is buying a technical product, complex product, a product they aren’t familiar with, a product that’s very expensive, then they are going to focus on your product description.  But for all other cases product image + customer reviews are the most important details.  …

Orders of Magnitude

Most online retailers smile when they hit 30,000 Facebook fans. Rareseeds.com sells heirloom seeds.  Not only do they have 469,000 Facebook fans they also have 5,300 customers who’ve given them 5 out of 5 stars on Facebook reviews.  That’s five thousand three hundred five star ratings.  Think about that for a minute–

Geotargeted Reviews

For years I’ve been thinking about a test idea that combines these 2 facts– 1: Shoppers are more likely to convert when they can read reviews. 2: For a shopper in [Michigan] reading a review of another shopper who also happens to live in [Michigan] is a strong influencer.  Here [Michigan] can be any state. And then, I discovered a …

The First Review

Studies show going from zero reviews to one review with 4.2 stars or better improves conversion rates (sales) by 20 percent. (Source) The folks at moosejaw.com probably know this, which is why they reward first reviews–

Secondary Objectives

Few days/weeks after a purchase most e-tailers send out an email requesting a product review. There are two kinds of shoppers– extroverted shoppers who enjoy expressing their opinions, and introverted shoppers who have opinions but tend not to express them much. Shoppers that fall in the first group are more than happy to write a review. However, most shoppers fall …


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