google analytics for conversion
DESCRIPTION
Find the top tips and tricks in Google Analytics that will help you improve your conversion rates.TRANSCRIPT
@conversionista
John Ekman – Chief Conversionista
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@conversionista
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@Conversionista
Nr 1 on Online Conversion in Sweden
Since 2006
80 + conversion projects
50% E-commerce
Rest is B2B/B2C Lead generation
International speaker & blogger
John Ekman a.k.a Chief Conversionista
1070%
Member and founder of
TheConversionAlliance.com WebAlliance.se
@conversionista
What is Conversion?
Digital conversion optimization
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Conversion is to get your visitors to do what you want them to do on your web site or on a separate landing page
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From
”Could”
to
”Should”
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Statoil – Car rental
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I become the d-fens of Conversion
2011-05-24
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Statoil – Car rental
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The first law of conversion
”Conversion happens when your and your visitors’ goals meet”
Persuasion Usability
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David Boronat
”Persuadability”
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”b esökare”2,72% ”What now?!”
The BIG question
Visitors
Customers
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We need More Data!!!All the
We only need the right data
Wikimedia Commons
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Are you still just controlling
when you could be optimizing?
optimization focused metrics
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The 3 steps on the metrics evolution
No Metrics Metrics for Metrics sake
ActionnableMetrics for Business
Improvement
2011-05-24
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When more data is just.......
more data
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Bolån
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WHAT DOES THE MORTGAGE CUSTOMER LOOK LIKE?
Traditionelle Ture Självständige Sam Hjälpsökande Hjördis Ointresserade Olof Noggranne Noel
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all the cards are on the table
$+ +
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Bolånekalkyler
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What persona does that appeal to?
Traditionelle Ture Självständige Sam Hjälpsökande Hjördis Ointresserade Olof Noggranne Noel : 19%
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THE RESULTS THE TECHNICAL APPROACH
Competitive
Methodical
Spontaneous
Humanistic
YUMMY!!
?
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TWO STEP APPROACH WITH SOCIAL PROOF
Competitive
Methodical
Spontaneous
Humanistic
YUMMY!!Expand & refine
YUMMY!!
YUMMY!!Remove
FUDs
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@conversionista
what’s a local optimum?
@conversionista
Our job – to roll back the tape
@conversionista
”b esökare”2,72% ”What now?!”
The BIG question
Visitors
Customers
@conversionista
Optimizing for different personas
Competitive Methodical
Spontaneous Humanistic
Thanks Bryan Eisenberg
@conversionista
”Web analytics is great at the what but not the why”
2011-05-24
Page
What are the most valuable GA metrics for conversion
improvement?
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#1 - Be like the dalai Lama
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#2 set up goals & funnels
Goal on separate URL/page
If not: as virtual pageview when content is delivered
If not: as onclick event when the last measurable action is taken
URL Goals:
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#3 - enable Site search
Tells you what people are looking for on your site
Tells you what users are not able to find on your site
More searches from some traffic sources?
Specific searches from some traffic sources?
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SeARCHERS ARE CONVERTERS!
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#4 Measure on-page events on critical pages
@conversionista
Event tracking tips
Implementation is easy (technically speaking) Structure can be tricky
– Category– Label– Action
Interpretation is even trickier Low interaction =
– Good usability - Few visitors have to bother with that controlOR
– Visitors can’t find the control and are leaving at this point
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Form analysis alternatives
Google Analytics– Free– Data is stored forever– “Manual” tag implementation – You have to do the
visualization yourself
Clicktale– Cost (not too high)– Account paused = data lost– Single sitewide script/tag– Visualization is “automatic”
BUT– Often requires some manual
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Seems to good to be true......
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What does it cost to fix the forms?
@conversionista
#5 Track error messages in Google Analytics
@conversionista
25% of visitors were turned awayBy tracking delivery of error messages in Google Analytics we discovered that:
25% of visitors were told ”site is closed”
When in fact, it was only a problem validating their ID number (who had been entered in ”incorrect Format”)
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The error messages are in the log files
Maksym Yemelyanov- Fotolia
@conversionista
Track error message in Google Analytics
If you track error message on the web analytics level you can tie the events to traffic source, browser size, OS and all that.
Method– Virtual pageview– Event tracking
You can measure impact on conversion– Advanced segment: include visit to error message virtual
pageview or not.
2011-05-24
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Case study
Ecommerce analytics
Analysis and improved tracking in Google Analytics helped us
understand in what conversion step an online retailer had problems
2012-11-05
Page
www.conversionista.se
The 4 steps of E-commerce Conversion
Stay on the site
Find products
Add to cart
Checkout
2012-11-05
Page
www.conversionista.se
The 4 steps of E-commerce Conversion
Stay on the site
Find products
Add to cart
Checkout
Bounce rate / Engagement rate
2012-11-05
Page
www.conversionista.se
What’s a not so bad bounce rate?
Over 50% - Go to work on it Below 50% - Might not be your worst problem Good target 20%
What drives bounce rate?– Comparison shopping– Shopping/browsing/novelty behaviour (read: fashion)
2012-11-05
Page
www.conversionista.se
The 4 steps of E-commerce Conversion
Stay on the site
Find products
Add to cart
Checkout
Advanced segment:visits to category and product pages
use “include pages where URL contained”
if URL structure is “flat” or “Unorganized” you need to rewrite the URLs in the script execution
2012-11-05
Page
www.conversionista.se
The 4 steps of E-commerce Conversion
Stay on the site
Find products
Add to cart
Checkout
Event trackingAdd to cart actionSeparate action on Category and Product pages
2012-11-05
Page
www.conversionista.se
The 4 steps of E-commerce Conversion
Stay on the site
Find products
Add to cart
CheckoutForm analyticsFunnel Visualization
2012-11-04
Page
www.conversionista.se
Exemple of E-commerce Analysis
Unique visitors
Engaged visitors
Visits with ”View cart”
Purchases
Bounce rate
26,5% 77 007
56 639
3 111
2 357
346
Visits with ”Add to cart”
Add to cart rate
5,5%
View cart rate
75,7%
Cart Completion rate
11,1%
Cart Abandonment rate
88,9%GA funnel reportConversion rate
0,45%
2012-11-04
Page
www.conversionista.se
GA Funnelreport
@conversionista
”b esökare”2,72% ”What now?!”
The BIG question
Visitors
Customers
@conversionista
Optimizing for different personas
Competitive Methodical
Spontaneous Humanistic
Thanks Bryan Eisenberg
2012-11-05
Page
www.conversionista.se
The 4 steps of E-commerce Conversion
Stay on the site
Find products
Add to cart
Checkout
2011-05-24
Page
Traffic sources
”Bredband” ”London trip” Adwords Aftonbladet
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You don’t have one CONVERsion PROBLEM!
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The 5 key conversion methods/Metrics for conversion
1. Think like Dalai Lama - Dare to let go!2. Set up Goals & Funnels3. Enable Site Search4. Measure on-page events on critical pages 5. Track error messages in Google Analytics 6. Track the 4 steps of E-commerce conversion
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www.conversionjam.se
@conversionista
Twitter: @Conversionista
www.conversionista.se
www.conversionjam.se