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Here's the story: your business is getting many visitors, better than you ever expected. The high you feel when seeing that massive number in your analytics is strong enough to get you excited for the rest of the workweek. Then, you look at your sales - the number is the same. Your visitors aren't completing purchases - what you want them to do. The high did not last long.
If this story sounds familiar, you probably have a conversion rate optimization problem, like many others in the e-commerce industry. In simplest terms, your conversion rate is how many of your store visitors complete the action you want them to, which is probably a purchase.
It can be frustrating, especially if you're confident in your product, have a strong marketing strategy in action, and everyone who does purchase your product raves about how great it is. So, where's the problem?
What is CRO (Conversion Rate Optimization)?
Conversion Rate Optimization for e-commerce is the process of increasing the number of people who complete the desired action on your website. As we mentioned above, the most common desired action is a purchase, but desired actions could be other things too: signing up for a service, social media interaction, subscribing to a newsletter, booking a demo, or clicking on a link.
In this blog post, we'll be digging deeper into CRO and some of the best practices to help you get started on optimizing your website. We also added a free Conversion Rate Checklist Master Sheet including 130+ tips to make the process less overwhelming and much more manageable.
How do I calculate my Conversion Rate?
Super easy. Take your total number of conversions (the desired action you decide) and divide that by the total number of visitors. That's your conversion rate that we'll be working on improving together.
What Conversion Rate should I be aiming for?
Generally, average conversion rates in the e-commerce industry range between 1% - 4% - but take this information with a grain of salt. Conversion rates vary among industries and are everchanging. We recommend you research, check out the average conversion rate in your industry, and then focus on your numbers alone. It'll probably do more good to your business AND your customers if you're more focused on continuously improving the user experience rather than solely improving a number.
Where should I be practicing CRO (Conversion Rate Optimization)on my E-commerce site?
Everywhere!
There's no quick hack to boost your conversion rate instantly. It's an ongoing practice on every page on your site to optimize the experience for your customers. We know how overwhelming that sounds, so we broke it down to make it easier:
Conversion Rate Optimization for E-Commerce: Broken Down
Website Design
Dive into your user experience
The best way to turn visitors into customers is to optimize their experience. It's crucial to ensure that users find what they're looking for on your site and that they're intrigued enough to stay even longer and possibly complete even more desired actions. A few things to look out for when understanding your site's user experience are:
- A clean and neat layout
- An easy-to-understand and intuitive navigation structure
- Helpful information (that isn't too long or complex)
- Colors and pictures that are easy on the eyes
- Page speed
- Mobile-friendly experience
- Consistency
Content is King - Including Your Headlines and Copy
Your customer wants to understand what they're buying - or what you want them to do. The primary way you're communicating with your customers is through copy. That's why avoiding text that's too long, complicated, or hard to understand is essential. You also want to ensure the most important texts (like CTAs) are effectively highlighted. A potential customer shouldn't have to look around to know where to click.
Make Sure Your Product Page Stands Out
This is where the decision is made. You want to make sure that your product page has everything the customer needs to know, and you want to convince them why it's the right product for them. The experience here should be as seamless, effortless, and intuitive as possible. You're not forcing the customer to make a purchase, you're just leading the way. Some factors to look out for on your product page are:
- Descriptive product titles
- Thorough and detailed descriptions of the product
- A variety of product images that clearly show the product
- A clear CTA
- Pricing details (including any additional costs such as shipping or taxes)
- Social proof
- Product ratings
- Filters
Finish Off Strong with a Killer Cart & Checkout Page
If the product page is where the decision is made, the checkout page is where the decision is final - yay! However, some practices can make or break the decision - and we want to make sure we're on the right side of them.
Imagine this: you find the pair of sneakers you've been dreaming about for the past few months. They're in the perfect size, the right color, and on sale. Amazing!
But when you go to the checkout page - there's an extra $50 for shipping. If you're anything like me, you're out.
They may seem insignificant, but making sure the information is consistent from the product page all the way to the confirmation page is essential. You don't want your customer to feel like they're being taken advantage of.
Other practices to optimize your checkout page include:
- Making it easy to change purchase details (i.e., change quantity) without having to go back a page
- Making refund and exchange policies clear
- Showing phone and email information or a live chat for support
- Using urgency and scarcity triggers
Frequently Asked Questions (FAQ) about Conversion Rate Optimization (CRO) for E-Commerce
- What is CRO (Conversion Rate Optimization)?
Answer: Conversion Rate Optimization for e-commerce is the process of increasing the number of people who complete the desired action on your website.
- What are examples of desired actions in CRO for e-commerce?
Answer: The most common desired action is a purchase, but it could also include signing up for a service, social media interaction, subscribing to a newsletter, booking a demo, or clicking on a link.
- How do I calculate my Conversion Rate?
Answer: Calculate your conversion rate by taking the total number of conversions (desired actions) and dividing it by the total number of visitors to your website.
- What Conversion Rate should I be aiming for?
Answer: Average conversion rates in the e-commerce industry typically range between 1% - 4%. However, it's recommended to research and focus on your industry's specific rates while continuously improving the user experience.
- Is there a universal target for Conversion Rates across industries?
Answer: No, conversion rates vary among industries, and it's crucial to focus on improving your own numbers rather than solely aiming for industry averages.
- Where should I be practicing CRO on my E-commerce site?
Answer: CRO should be practiced everywhere on your e-commerce site. There's no quick hack for instant results; it's an ongoing practice on every page to optimize the experience for your customers.
7. Are there specific areas on my website that require more attention for CRO?
Answer: Every page on your site is important for CRO. While there's no quick fix, focusing on optimizing user experience throughout your website is essential for long-term success.
8. How can I improve my Conversion Rate?
Answer: Continuous improvement of the user experience is key. Instead of focusing solely on a number, concentrate on enhancing the overall customer journey and satisfaction.
9. What are some recommended practices for ongoing CRO efforts?
Answer: Ongoing CRO efforts should include analyzing user behavior, conducting A/B testing, optimizing content and design, and staying informed about industry trends to adapt strategies accordingly.
Final Words on Conversion Rate Optimization for E-Commerce + Your Free Resource
There are many ways to improve your CRO, but in the end, it's all about trying out everything and finding out what's best for your customers and business. CRO can take time and effort, but we promise it's worth it in the end. The tips above are just the tip of the iceberg but are a great way to start. We know optimizing a website for conversion can be overwhelming, which is why we compiled this Conversion Rate Checklist Mastersheet to help you out. In this checklist, you'll be able to:
- Know where your site currently stands in terms of conversion optimization
- Figure out the necessary next steps
- Read more in-depth about conversion rate pillars
- Find our recommended Shopify apps and tools to optimize your conversion rate
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