… because it allows for an infinite number of interesting business models. My friend Mike Johnson pointed me to something new. Scott Keyes is the Scott behind scottscheapflights.com. Scott’s Cheap Flights is a subscription service that sends out email alerts to subscribers on international flight deals. It’s basically a human powered flight price alert system. But what makes it stand out (for me) is their personality:
We Are a One Trick Pony
Okay, so you're probably wondering, if we don't help with up-selling, reactivations, or website redesigns then what makes us special? Well, we focus all our energy on being great at one thing-- converting first-time buyers. These are people who are new to your brand, engaged with your site, but shy about pulling the trigger.
We assume first-time shoppers are rational decision makers. They're not. In the end, no matter what, emotions trigger purchase decisions. Often, the buyer isn't even aware of these emotions. They're operating at a subconscious level.
In the last 7.5 years we've mastered the art of converting first-time buyers. What's our secret? We do 3 things really well:
- Amplify desire: A curious visitor is at desire level 4 but in order to give up their credit card info they need to be at level 8 (at least). To take them from 4 to 8 we need to amplify desire. But first, we need to understand the turn-ons and turn-offs of your visitors.
- Justify price: Every price point (from discount to premium, and anything in between) has a story. With the right explanation, your potential buyers go from thinking too pricey to you know what-- this is really interesting. A client sold a premium cherry supplement which was more expensive than comparable items. Yet, with the right price justification pitch we were able to boost annual unit sales by over 29,300 bottles.
- Establish trust: Trust is the bedrock of commerce. This is especially true with eCommerce where there is a screen between you and the potential customer, meaning they cannot experience your product/service without taking a leap of faith. Our team takes a unique approach to establish trust by utilizing strategic messaging and tactics that have been tested and proven to work.
Okay, so you're probably wondering if we don't help you up-sell products, or redesign entire websites then what makes us so great? Well, we focus all our energy on being great at one important thing-- converting first-time visitors! What’s our secret? Well, we take a unique approach to accomplishing 3 very critical goals: amplifying desire, justifying price, and establishing trust.
Each time we implement a new concept on a client's site we track it closely and use scientific data to ensure that it is indeed improving conversion rates. We look forward to having the opportunity to show you just how effective our tactics are by proving them via A/B testing. In our world opinions don't matter but results rule.
Surprising Lessons A/B Testing Has Taught Us
It's OK if your product is more expensive than competitors. You just need to be able to explain your pricing strategy.
Who Says Shoppers Don't Read
Short form and long form content have their place. If you're selling a complex item or something that requires a lot of explanation don't be shy to use long form content despite what 'web experts' advice.
Just Because You Know It's There Doesn't Mean Shoppers Are Seeing It
Your site visitors are 5X more distracted than you are this minute. Having an element on page isn't good enough, you need to ensure it's seen.
Don't Distract Shoppers
We love to cross-sell/up-sell whenever possible. Is this always wise?
Shoppers Hate Hate Hate Shipping Charges
None of our clients enjoy offering free shipping because they assume that'll lead to lower net profits. This test challenges that theory.
Scarcity and Urgency Are A Great Duo
In this test we created a new call-to-action for newsletter signup that did two things:
1. Showed social proof for confidence.
2. Added a sense of urgency (dynamic date).
Reduce Shopper Anxiety
Site visitors, especially first time potential buyers, are a jittery group. They can get intimidated easily.
Measure What The Test Was Designed For
Every test has a specific end objective, and this is what one needs to measure. If your end objective is driving overall sales don't just look at conversion rates, also measure average order value.
We love having everything above the fold. Is that always necessary? This test proves it isn't.
The convention is to cram as much as possible in dropdown menus. This test proves that's not always a good idea and shows how less can drive more sales.
$50+ million in annual sales
"...after about 3 weeks the results came in. People who went to the page Frictionless Commerce designed, compared to people who went to my older page, resulted in a 10% increase. Well, frankly, that related, for that particular page, to $86,000 a year in increased sales. Wonderful. Measurable results, he did the leg work, he knew what he was doing..."
"As the owner of Brownwood Acres Foods, Inc., I am always looking for ways to increase sales and conversions online. When I hired Rishi Rawat and Frictionless Commerce, I was skeptical of the firms ability to improve conversions. Boy, was I wrong!
By using A-B testing and Rishi's design changes, we have seen conversions improve by as much as 20%. The cost involved in implementing these changes is really pennies compared to the dollars that it produces. Thanks Frictionless Commerce!"
Director of Marketing
"We have been using Frictionless Commerce for well over a year now, and the results we've gotten have paid for themselves many, many times over. We test an awful lot of different strategies, services and tools to either drive more traffic and / or get it to convert better. It's quite uncommon for us to get such a strong ROI as Frictionless has provided..."
We're improving conversion rates all across the U.S.A.!
While it's amazing to be able to sit in Michigan and work so closely with clients, we make it a point to meet face-to-face once a year.
Thanks for taking the time to explore our site. Whether you need help improving conversions
or just want to have a general chat about them, we'd love to hear from you.
You can add a call time directly on our calendar. It's super easy. Follow the steps on this page: meetme.so/RishiRawat
Frictionless Commerce LLC, 7504 Roxborough Ln, Grand Ledge, MI 48837