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Those Selling Conversion Rate Optimization as a service...

by qu4rk
7 replies
I'm curious for those who are selling Conversion Rate Optimization as a service. Are you guys & gals simply using their analytics as a benchmark. Then, implementing CRO & running split tests. Then, using increased analytics as proof of service?
#conversion #optimization #rate #selling #service
  • Profile picture of the author savidge4
    Originally Posted by qu4rk View Post

    I'm curious for those who are selling Conversion Rate Optimization as a service. Are you guys & gals simply using their analytics as a benchmark. Then, implementing CRO & running split tests. Then, using increased analytics as proof of service?
    I see you asked another set of questions on another thread, i thought answering here would be alright. First you asked how do I get clients. well there is a interesting story behind that... I recently sold my web design aspect of my business and have to deal with a non compete etc. so I started cold calling other parts of the country.

    The overall success rate was oh just short of pitiful. 3 clients in 800 calls give or take. I goofed thati might a well be calling Germany or something... Think less act more kicked in.. I called Germany. Other than the web based selection process we were using to pre qualify a fit, the only obstacle was getting a hold of someone that spoke English. as in 1 conversion per 50 calls.

    So haha I called England... least they speak Some form of English right... well the close rate went to about 1 in 40. So as things progress England is 5 hours ahead of me, and im really not a morning person... So English speaking 15 hours ahead.. hey lets stay late and call Australia and New Zealand.. Good day mate... I will tell you what the best goof move I have ever made.

    I would say that 90% of the people that we call "over seas" are in utter shock, that we are calling from the states. to the point that many ring us back to confirm, that yes we are at the number that is on their caller ID. The most common question asked is why are we not getting business in the states. and I with an amount of humility in my voice respond "By enlarge American business folks are to overwhelmed with more important things than increasing return on what they already have." of course there is a laugh. ( I think to some extent the statement is more true than funny, but that is for some other post )

    So in regards to finding people to assist in fulfillment. The concept for me, and those that work with me of CRO is nothing new. It is actually something we did in the design process of each and every site that went out the door. The bottom line ( in my eyes ) is the site is not doing what it is supposed to ( convert ) whats the sense of building one? So my team is used to the testing process, and what to test when. we do work off of a 110 point list I have created so the matrix level is pretty wide spectrum.

    Hope that answers your questions
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    • Profile picture of the author qu4rk
      Yes, it does answer some of my questions. Thanks for chiming in.

      My biggest question is what is the value they must see in order to buy? Is it, "we looked at your website & based upon our analysis, you are missing out on a lot of sales", etc.

      Also, how are you tracking success? Increased analytics, more downloads, more click through's, decreased bounce rates, etc....or something else?
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      • Profile picture of the author savidge4
        Originally Posted by qu4rk View Post

        Yes, it does answer some of my questions. Thanks for chiming in.

        My biggest question is what is the value they must see in order to buy? Is it, "we looked at your website & based upon our analysis, you are missing out on a lot of sales", etc.

        Also, how are you tracking success? Increased analytics, more downloads, more click through's, decreased bounce rates, etc....or something else?
        For me personally I #1 target commerce sites specifically. and even more specifically I am targeting woo commerce sites. They simply are filled with gaps that in no way help the site owner. So with this in mind, you can determine how much the decision maker knows and start asking some very pointed questions like: "What percentage do you think is leaving in the checkout process?"

        whats interesting about that question in specific, is it is kind of a better than known fact the number sits in the 60% range. I think just about every one of my new clients believed the number was even greater, and in some cases it actually was.

        Because I have played with this in my own web site development environment, I have made changes in these pages that provide a greater flow hence a greater return. So that puts me in a position of more than suggesting I can provide an "Instant" higher conversion rate.

        I have 2 times out of the 40 pushed it so far to the point that in order to obtain the contract I placed the changes, so they could see the difference. ( Yes these are pre built page modifications that are set and ready to implement )

        As I am talking to the clients I send over a white sheet with the 110 points that are covered. ( I do NOT post these on the internet, simply because I don't need everyone to model their business against mine hahaha ) and begin the process of explaining if I can gain a 1% change in any 10 of these, that will increase the conversion by 10%. Then ask the question.. what does 10% look like for you? and they give a number. ( you now know with out directly asking how much sales volume the site does )

        Success, in the case of commerce is dollar amount, plain and simple. Yes I provide reports that show the decrease in drop offs at certain point in the site etc. I had a client today, actually contacted me and stated they were going to go ahead and pay the contract out in full now. They are experiencing 100% growth, and there was no sense in dragging out the payments. I am only 3 weeks into their 12 weeks of testing.

        IF your targeting is correct, there simply wont be any number crunching to figure out if what you have done is successful, it will be more than obvious.
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        • Profile picture of the author qu4rk
          Originally Posted by savidge4 View Post

          I am only 3 weeks into their 12 weeks of testing.
          Based upon this & another post in a separate thread, it looks like you're doing CRO for $3,000 for a 3 month contract. Where did you come up with that 3 month figure, is it arbitrary or have you seen 12 weeks as a sweet spot of delivering results?

          Also, do you try to put them into longer term CRO after that?
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          • Profile picture of the author savidge4
            Originally Posted by qu4rk View Post

            Based upon this & another post in a separate thread, it looks like you're doing CRO for $3,000 for a 3 month contract. Where did you come up with that 3 month figure, is it arbitrary or have you seen 12 weeks as a sweet spot of delivering results?

            Also, do you try to put them into longer term CRO after that?
            The bottom line is testing takes time. I run through a total of 110 testing scenarios. It entirely depends on the traffic flow to the site to determine the actual length of time those test would take. 3 months is a worst case scenario number that I have gotten over the past 6 months doing a site here and there. Now that I am into this "full time" I have 1 site out of the 45 I am working through that may take that long. The others will be considerably less.

            In regards to longer term? I don't.. don't know anyone that does actually. Once the site is optimized what else is there to do?
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    • Profile picture of the author iAmNameLess
      Originally Posted by savidge4 View Post

      I see you asked another set of questions on another thread, i thought answering here would be alright. First you asked how do I get clients. well there is a interesting story behind that... I recently sold my web design aspect of my business and have to deal with a non compete etc. so I started cold calling other parts of the country.

      The overall success rate was oh just short of pitiful. 3 clients in 800 calls give or take. I goofed thati might a well be calling Germany or something... Think less act more kicked in.. I called Germany. Other than the web based selection process we were using to pre qualify a fit, the only obstacle was getting a hold of someone that spoke English. as in 1 conversion per 50 calls.

      So haha I called England... least they speak Some form of English right... well the close rate went to about 1 in 40. So as things progress England is 5 hours ahead of me, and im really not a morning person... So English speaking 15 hours ahead.. hey lets stay late and call Australia and New Zealand.. Good day mate... I will tell you what the best goof move I have ever made.

      I would say that 90% of the people that we call "over seas" are in utter shock, that we are calling from the states. to the point that many ring us back to confirm, that yes we are at the number that is on their caller ID. The most common question asked is why are we not getting business in the states. and I with an amount of humility in my voice respond "By enlarge American business folks are to overwhelmed with more important things than increasing return on what they already have." of course there is a laugh. ( I think to some extent the statement is more true than funny, but that is for some other post )

      So in regards to finding people to assist in fulfillment. The concept for me, and those that work with me of CRO is nothing new. It is actually something we did in the design process of each and every site that went out the door. The bottom line ( in my eyes ) is the site is not doing what it is supposed to ( convert ) whats the sense of building one? So my team is used to the testing process, and what to test when. we do work off of a 110 point list I have created so the matrix level is pretty wide spectrum.

      Hope that answers your questions
      I have a couple clients in australia, one in new zealand, Ireland and a few other places across the globe but they found me.

      You're one of my favorite people on here to read and see what you have to say.

      You've actually been calling the UK, germany, Australia, New Zealand?

      Man.. You've got me wanting to scrape a shit load of numbers and emails there.
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      • Profile picture of the author savidge4
        Originally Posted by iAmNameLess View Post

        I have a couple clients in australia, one in new zealand, Ireland and a few other places across the globe but they found me.

        You're one of my favorite people on here to read and see what you have to say.

        You've actually been calling the UK, germany, Australia, New Zealand?

        Man.. You've got me wanting to scrape a shit load of numbers and emails there.
        ha thanks man! I rather enjoy reading you as well.

        Yes... it was one of those moments... "I might as well be calling Germany" and I did hahaha ( a quick note on the Germany call, I actually closed the other day that 1st call I made. - that's what kept me going... that call went so well and came up just short ) UK, Germany, Australia, New Zealand, Philippines, Indonesia, Caribbean, South America, a few calls to Mexico, a few calls to Russia because I could.

        what's been "Fun" about it, is the amazement, that you would be calling them. it 100% removes that Hi I'm a salesman and I have 30 seconds to break down your wall thing. I am actually enjoying cold calling for the first time ever. and if you get someone on the other end that cant speak a lick of English, its even funnier - pre-qualification, speaks English... nope... NEXT! hahaha

        Aside from the fact that I sell Satellite Internet... did you know that for an added $60 a month you can call most of the world with their Voip system? ( HughesNet and Excede ) as in no max minutes...

        Just do it man! we live in a WORLD economy.. REACH OUT AND TOUCH SOMEONE! hahaha

        seriously the best Goof I have ever made... been a blast!
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