Is It All About Conversions?

There is plenty of talk about e-commerce now that we are deep into the end-of-year holiday shopping season. In e-commerce marketing the key word seems to be CONVERSION. That term refers to converting site visitors into paying customers.

Getting visitors to your website is important of course, but even to a non-profit organization you want visitors to engage with their organization. A “conversion” is generally, but not always a “sale.” The organization might also want a visitor to add their name to a mailing list, request information, make a donation or download a special offer.

Websites monitor carefully your activity on the site. When a customer visits, adds item(s) to an online shopping cart and then “abandons” it, that is a lost conversion. Nowadays, it is common in that situation for the organization to re-engage the customer. They might offer free shipping, an email reminder, or even offer live chat with the customer as soon as they attempt to click away from the site.

Social media has become another way to boost conversions.  Social media has been a way to generate traffic to a site for a lot longer. Using contextual ads, word-of-mouth social sharing and positive reviews are all important to attracting users, but turning that traffic into sales or leads is more important.

Using social media is one way to react to the analytic data about visitors.  Using tools like AddShoppers, which uses reward sharing by identifying social “influencers by tracking social activity and crossing that with conversions or ROI.

As instructional designers often use the ADDIE framework for designing training and instruction, some social media and marketing designers use the AIDA (Attention, Interest, Desire, Action) principles to design the user experience. This framework is built upon the conversion funnel.

funnel

The conversion funnel is a phrase used in e-commerce to describe the journey a consumer takes through an Internet advertising or search system, navigating an e-commerce website and finally converting to a sale. The metaphor of a funnel is used to describe the anticipated decrease in numbers that occurs at each step of the process from getting traffic to the conversion of a sale or other action..

Of course,there are many things that can be done to increase conversions besides marketing. Increasing trust in the site, improving site navigation structure and content (text, images, video) and usability to reduce barriers to conversion.

Is it all about conversions? Probably, but it is not all about marketing.

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