Convert Website Sales on the Funnel Ferry!
Businesses have become used to seeing their websites receive thousands of hits per day but are becoming concerned to increase conversions by knowing how and where they are losing customers. The answer is to get yourself a sales funnel!
This is the next natural step on from driving online marketing traffic to your site …
A sales funnel describes each step of the way taken from the moment a visitor arrives until they fulfil the purpose of your website, whether it is to sign up to opt in newsletter subscriptions, fill out enquiry forms, click on to latest offers or make a purchase.
In order to improve conversions, all you have to do is focus on each stage at a time and take the necessary action to prevent clicking away and increase the number of users who follow-through to the next step. Even a modest improvement in the number of users held at each step is going to lead to a huge increase in conversions.
You simply define and go through all the steps required to achieve a few goals for each month, e.g. new customer sale, newsletter opt in, and then count the minimum amount of time it would take for a visitor to click through successfully to the final stage. A sales funnel allows you to clearly see the numbers, identify weakness points and focus on improving each stage, one at a time.
Remember - website functionality has equal importance to the ‘look’ and your website design developers are key in helping to decipher analytics and work with you to devise follow up marketing strategies.
Below are some suggestions to help ‘shape up’ your funnel:
• To increase the amount of time visitors spend on the site, you should focus on more personalised, fresh and engaging, regular uploaded written content, client projects, testimonials, user reviews, ‘live’ aggregated newsfeeds, info downloads and special service or product offers.
• To increase the number of visitors finally arriving at product pages, every page of the site should be linked to services/ products.
• For an eCommerce cart site, simplify the checkout process (switch to one page checkout), and collect email-addresses before the checkout process starts (to follow-up with customer if they abandon their cart).
• To increase repeat business, monitor how many visitors return to the site and then send out an ongoing autoresponder email campaign to entice customers to come back with a ‘time limit’ offer.
• Stay away from ‘generic SEO keywords’ that appeal to users who are mostly browsing only, or at least reduce the PPC bids on high usage words. Build specific campaigns to address users who are at the ‘price comparison’ and ‘ready-to-buy’ stages.
Remember - the more steps you have, the less likely visitors will stay, so your aim is to reduce the number of steps it takes your customer to complete your site goal. As a general rule, a healthy funnel will effectively maintain an average of 50% of the users across every stage, so if your conversion rate is lower than 3% of your total volume (total emails sent, total visits to website etc), then now is the time to build your sales funnel!
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Excellent article, I will take note. Many thanks for the story!
Comment by Cialis — March 10, 2010 @ 4:26 pm