The average eCommerce site has a 3-6% conversion rate. Most retailers know this. And so, when they want to increase online revenue etailers spend heavily on ad words. But instead of constantly increasing size of the pie why not focus on increasing conversion? After all, if 94% to 97% of visitors are not buying you’ve got bigger problems. There are 2 reasons this could be happening:
– The site experience is so awful that visitors, though motivated, choose not to buy.
– The SEM program is pulling unrelated/unqualified/uninterested traffic.
SEM tends to give diminishing returns once optimal ‘findability’ (Thanks Aaron) has been achieved. This, unfortunately, is how SEM works independent of your product type, market category or target demo.
The Slanket is an exceptionally smart product that many people might be looking for online. For Slanket SEM is a good idea. TJ Maxx is a retailer that does not sell online, they don’t even showcase their products online, SEM for them is a bad idea. I know for a fact that TJX spends millions on SEM and as I was looking for those numbers I saw an SEM activated advertisement, presented below:
How does a search query for “TJX online budget” relate to Budget car rentals? More importantly what are the odds of someone actually clicking on the ad and renting a car?
Like this idea?
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.