Buyer Psychology-Driven Conversion Optimization


"Why should I hire an outsider?"

You've grown without our help. Couldn't you continue unassisted? Absolutely.

But what you get with us is an outside perspective.

The maker is too close to the problem. You've seen the cleverness of your solution so often it starts to feel ordinary. But not to us.

Ever end up getting tons of great ideas while on a vacation?

That's because it's hard to dream up new ideas when you've been looking at the same page 12 weeks.

On the other hand, we see things like a new visitor would because we sit on the outside.

You don't have to just accept our ideas.

The beauty of A/B testing is that it allows us to test completely different ideas. In some ways, it's like an insurance policy. 80% of your content will stay the same but with the remaining 20% why not test game-changing ideas?

Outside perspectives can help improve online conversion rates

derisking testing

We could expose a test to 10% of visitors and run it for just 24 hours. That would be enough time to see how people respond. Moreover, we can even monitor a test hourly if that's your preference.

The goal is to test radical ideas while managing risk every step of the way.

So let's test big ideas because big ideas lead to competition-destroying insights.

If you've grown your business believing people don't read long descriptions, then let's test long form copy. At worst, it'll prove what you've always known. But at best, it'll reveal a totally new insight. An insight none of your competitors know about.

In short, when you hire us, you're not just getting different ideas (in our view, different by itself is meaningless). Instead, when you hire us you're getting an idea development system based on over 19,000 hours of practice.

Why Now?

The world is changing. Many ideas that worked in the past are now ineffective because how people discover, research and buy is constantly evolving. For example, here are some shifts we're seeing:

  • Mobile traffic has doubled but mobile conversions are still 50% lower than desktop.
  • New visitors are exiting faster. They're a lot less patient and carry sky-high expectations. We're expected to be mind readers.
  • Visitors are a lot more distracted. We call this the "beagles on steroids" phenomenon (Bryan Eisenberg taught us that).
  • Amazon

In this rapidly evolving environment, the only sure way to stay ahead is by constantly testing.

But you're busier than ever. When was the last time you had the luxury of time to A/B test your most important page?

Buyer Psychology

This focus on the quirks of shopper behavior is what differentiates us from hundreds of conversion optimization agencies (some of which you may have worked with before).

Curious about buyer psychology? If so, then test your instincts by taking this quick quiz:

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Shoppers are emotionally driven creatures. We've developed a core framework of 3 conversion tactics—data- and psychology-backed emotional triggers that influence shoppers to buy.

Why Frictionless Commerce?

Like a dog gazing at a bone, we're laser-focused on buyer psychology. Understanding the invisible force that guides buy decisions is our life's calling.
Like a dog focused on a bone, we're laser focused on CRO and buyer psychology

The success of our buyer-psychology driven approach comes from running 300+ A/B tests for 100+ e-tailers in the past decade. Instead of spitballing and seeing what sticks, we develop tests that are informed by our fine-tuned model.

The goal isn't to change button colors. The goal is to influence purchase intent.

Clients choose us because they want to avoid the following:

What we help clients avoid with conversion optimization
… there is a better way.

Size Matters

We're the world's smallest conversion optimization team (it's just the two of us). And this means we bring everything we've got to every project. How do we maintain quality? By never working on more than 7 projects at a time. It's amazing how focused one can be when there aren't 15 interruptions in a day.

Our Process & Fees

Achieving a 20% improvement is a two step process:

  1. Anticipate user questions. Even the subtle ones.
  2. Address 4 types of resistance: "too good to be true", negative, competition, and "do nothing".

Once you master these you don't need us.

We work in $8,000 projects. Each project is guaranteed to drive $16,000 in new sales in the first 90 days.

Ancient Romans would have the civil engineer stand under the bridge they'd just built while a Legion marched over it. Like that civil engineer, our incentives are aligned with yours. For the first project, you pay $4,000 upfront but the remaining balance ($4,000) is only paid if the project is a success. That's our guarantee.

"Wait. Only $16,000 in new sales?"

We guarantee a $16,000 increase in sales in the first 90 days… minimum.

Our minimum goal is achieving a 2x ROI. More often than not, the increase and ROI our clients actually experience is higher. A 2x ROI is simply our baseline for success.

Even if we only achieve a 2x ROI within 90 days, the actual ROI you see will be much higher for three reasons:

1) Our concept is only exposed to 50% of users when test is running. But once implemented it's seen by 100% of the traffic. That's a 4x ROI ($32,000).

2) New shoppers who buy from you the first time don't buy just once. Most buy again in the future. Their Lifetime Value is more than 1. If you add this into the equation it further boosts our ROI number.

3) Once the test concept is implemented on your live site, the concept doesn’t cease to exist. It will continue to perform well and bring in more revenue. In other words, after the first 90 days, every extra dollar made above what the baseline would have made is pure profit for you.

The winning test concept will be the gift that keeps on giving.

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*If this is an A/B/C test, then a $16,000 lift translates to a 6x ROI path at the 90-day mark. In other words, if our winning test variation were to receive 100% of traffic instead of 33%, then the actual ROI would be $48,000—6x your original investment of $8,000.

Our $8,000 fee covers everything from copywriting, design, setting up and launching the A/B test, data reporting, and… well, you get the idea. You won’t have to touch a thing!

And since 50% of that fee is withheld until we meet or exceed our 2x ROI goal, we’re even more incentivized to create a successful project. Otherwise, we'll take a huge loss. But we're still here, which means more often than not we blow the baseline out of the water.

Next Steps

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