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Banner Displaying Top Deals Increases eCommerce Engagement by 105%

Posted in Case Studies on

Bakker-logoBakker-hillegom is an international mail order company which deals in plants, flower bulbs and garden accessories. Apart from operating as a web shop, the website also has a huge repository of information on how people can take care of their gardens.

The content being unique and relevant attracts a lot of traffic. According to Ben Vooren, the online marketer at Bakker, the information pages attract a lot of new visitors every day who spend a considerable time going through the content.

The problem

Though a lot of visitors used to go to the information pages (which had gardening tips), they would leave soon after consuming the information. “While we were hoping that the visitors would engage with the website and buy from us, they generally left after consuming the relevant information,” Ben said.

The problem was clear. In spite of having a large number of visits to its information pages, Bakker was not able to encash those visits.

Here’s how one of the information pages looked like:

Control Screenshot

The hypothesis

Since Ben wanted to increase the user engagement on his site, he came up with the idea to place commercially-focused banners on top of all the information pages of the website.

Before actually hard coding the change on the site, he wanted to check if this hypothesis would bring any positive results. For this, he set up a quick A/B test using Visual Website Optimizer.

The test

The test was a pattern test. It was run on all the information pages of the website. The challenger had just one major change — two prominent banners were placed on the top. The first banner read “Top Deals” and it sent the visitors to Bakker’s top deals page where they could buy products at discounted rates. The second banner was for newsletter subscription.

The test was run for 12 days on 8,000 visitors. The primary goal was to get more people to the “Top Deals” section of the website (which consequently increased site engagement).

This is how the variation with the top banners looked:

Variation Screenshot

 The result

The challenger won hands down with a 104.99% increase in visits to the ‘top deals page’ and a statistical significance of 99.99%.

The results not only made Ben happy, but also inspired him to test further. He is now planning to test the placement of the banners on the information pages.

Comparison Image

What worked?

1) Directing visitors towards a bargain

Ben decided to place two banners and he had a lot of choice as to what would go on those banners. One reason why ‘Top Deals’ page got so much attention is because generally incentives work.

When a visitor clicked on the ‘Top Deals’ banner, he was assured with the wordings on the banner that he would not be directed to a standard product page. Instead, he was tempted into finding out what were the best deals and products being offered on the website.

2) Prominent positioning of the banners

The banners were placed at the top of page and the ‘Top Deals’ message was on the right side. There was no way visitors could have missed that. Even research (read: F-shaped reading pattern) has shown that this placement gets a lot of attention while reading web-content.

Compare that to the usual placement of the ‘Top Deals’ link.

Drop down menu

It was buried as a category under a drop down menu and required resolute intent on part of the visitor to be clicked.

3) Clearly defined path of engagement

The common phenomenon of visitors consuming the relevant information and leaving could be explained because the page was essentially missing any prominent call to action or navigation path. Adding the banners gave the visitors an opportunity to engage further.

A parting note

Albert Einstein once said, “If I had an hour to solve a problem, I’d spend 55 minutes thinking about the problem and 5 minutes thinking about solutions.” But website optimization wasn’t heard of back then.

Or else, this quote would have read, “If I had an hour to solve a problem, I’d spend 52 minutes thinking about the problem, 5 minutes thinking about solutions and 3 minutes (or may be even less) to A/B test it.”

Did someone just say using Visual Website Optimizer?

Comments (5)

  1. Testing is the name of the game. Thanks Taruna. Thanks VWO.

    Reply
  2. I’ve had similar results with a moving client. We were able to substantially increase traffic to the promotions page, which is consistently one of the client’s best-converting page.

    However, I’ve also had some clients where we substantially increased traffic to a particular page by making it more visible, but overall conversions did not increase noticeably. For example, if a client’s promotion page does not have compelling promotions, I think the logical followup would be working with the client to design compelling (and preferably low-cost) promotions.

    Reply
  3. On B. McKenzie’s point, I would love to see the increase in conversions this test provided. Was there a link to the top deals anywhere in the article before? Increasing visits to the page by 104.99% is impressive, but not so much if there were no links to the deals page from the top visited information pages on the site. Very interested in the follow up tests on placement, etc. Thanks for sharing!

    Reply
  4. @B. McKenzie I will agree with you on this. Increasing traffic to a particular page does no good if you cannot ultimately cash on those visits. The logic is to have a clearly defined path from content pages to product pages to the checkout page and then finally the thankyou page. That path could well exist in form of CTAs, banners, or the like.

    @Megan Like I mentioned in the post, the link to the top deals is originally buried under the Special tab in the header. As far as the conversions are concerned, Bakker is already excited with the spurt in visitor engagement and they would probably be tracking revenue as well in their future tests.

    Reply
  5. This is great data, B. McKenzie. We discovered a important obvious ‘abandonment’ rate – i.e we compensated for a lot of mouse clicks that (apparently) did not achieve our website (quite a lot shifted when they got there too, but that’s another story). I cannot find statistics on the typical desertion, yet it absolutely must be a prevalent issue that inceases the efficient cost of FB ad clicks?

    Reply

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