Elegant Steps offers a large selection of wedding shoes in the UK, both online and in store. More than 50% of its users are new, female users discovering the website organically through mobile. The bulk of them are brides-to-be who are looking for wedding shoes.
After looking at Elegant Steps’ Google Analytics (GA) data, it was found that while its desktop website was converting at 2%, the mobile version was converting at a much lower 0.6%.
Hit Search, a digital marketing agency, used VWO to help Elegant Steps dig deep into the problem. They used GA, heuristic analysis, and VWO’s scrollmap and heatmap capabilities to find that:
- Hardly any visitors were scrolling enough to reach the Shop by Brand section on the home page.
- Elegant Steps’ 3 main USPs, including free shipping, weren’t appearing above the fold on mobile.
- The text on the home page image was hard to read because it was the same color as the background.
This is how the home page looked on mobile:
Armed with these observations, Niall Brooke from Hit Search set about optimizing the mobile home page to fix the problems. It was decided to:
- Introduce the Shop by Brand section higher up on the page, as the presence of an established name is known to help instill trust and assuage fears.
- Many studies have found that unexpected shipping cost is the biggest reason for cart abandonment. It was hypothesized that displaying “Free Shipping” above the fold will help reduce bounce and encourage users to continue down the conversion funnel.
- Change the CTA copy from the generic “Shop Wedding Shoes” to the possessive, “Find my new wedding shoes.”
- Change the text color on the image for the text to be readable.
This is how the variation looked:
Hit Search ran the new version of the home page against the original only for mobile visitors, using VWO’s targeting capability. Niall set VWO’s Bayesian-powered statistics engine to “High-Certainty” mode, and the results kicked in within a month.
“The results were positive with almost a threefold increase in conversions and almost a 50% drop in bounce rate,” said Niall.
In his closing thoughts, Niall had this to say, “VWO is a brilliant all-round conversion optimization platform which we use on a daily basis to perform user analysis, A/B and split tests,” he added.
Mobile an afterthought?
According to a 2015 report, the average conversion rate for mobile websites in the US was 1.32%, significantly lower than its desktop counterpart (3.82%). Though studies have suggested that visitors mostly use mobile for research purposes and make the actual purchase through desktop website, there’s no denying that online retailers are still leaving money on the table. We would love to know your thoughts about optimizing mobile websites. When does it become important for you to start looking at mobile optimization? Just hit us in the comments section below.