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CRO (Conversion Rate Optimization) Q&A
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A recent client situation reminded of the following scene from the movie The Last King of Scotland . Shortly after assuming power in Uganda in 1971, Idi Amin expelled all the Indians, claiming they were "leeches" who milked the cow but did not feed it (Uganda's economy was controlled by Indian traders, descendants of the "Coolies" who moved to East Africa to build the railway for the British). The economy qu Read more
Today I’d like to share an example of an effective “direct response” ad that has appeared in the print edition Wall Street Journal unchanged for the last 5 years. Usually this means that whoever is running it is making money—no one runs a national edition ad for that long if they are losing money! As they say in Direct Response marketing, it ‘pulls’ really well. While the ad itself looks “amateurish” and perhaps even Read more
D id you know there’s a formula for optimizing your pricing plan and table? The formula is rooted in consumer and marketing psychology. And, it’s been verified through research studies, lab experiments, and A/B tests. Yet, this formula has never before been stated. That is, until now. Through in-depth research, a bit of mind boggling bending, and hours of toil, this formula has now coalesced i Read more
The famous copywriter John Caples observed “The headline is the most important part of an ad”. If he were alive today, he would agree that a headline is also the most important part of a landing page. Just changing the headline and nothing else can often result in a significant conversion lift. In one test John conducted, the winning headline outperformed the control by a factor of 19! N-I-N-E-T-E-E-N times more reve Read more
