We all know how important user experiences are. But what about choreographed user experiences? They’re even more important. Let me explain …
Imagine you’re an author who has written an excellent mystery novel with 12 chapters. Would you let your readers read the chapters in any order they please (chapter 8 followed by chapter 2)? Or would you demand that they read starting in sequence, from chapter 1?
It’s very similar for your ecommerce site. Yes, we want to give our visitors freedom to explore our store as they like but make no mistake about it, the sequence in which potential first-time buyers consume your story has a dramatic impact on their overall conversion rates.
Don’t know what the magic sequence is? Here is a template that can be applied to any site:
— The first content first-time buyers need to see is why your product/service is unique.
— The second content first-time buyers need to see if what makes you unique (your story).
— The third content first-time buyers need to see is why they should trust you.
— The fourth content first-time buyers need to see if what happens if the promise you are making isn’t true (risk reversal).
As marketers, we need to ensure all engaged potential first-time buyers “buy” this content (and in that sequence).
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This is just one of many examples (some obvious, and some not-so-obvious) of how we use buyer psychology to take visitors to your site from “I’m interested” to “That’s it, I’m pulling the trigger”. We use established principles of behavioral economics to influence. Marketers try and get results by dialing up the marketing volume. We show you how to zig when everyone is zagging.