Your conversion rate is hands-down the most important metric in digital marketing.
Everything you do in online marketing is designed to convert visitors to your website into paying customers for your business. And conversion rates don’t just include sales — people who make appointments, fill out contact forms, call you, and request free quotes also count as conversions. A conversion can be any desired action that brings your business closer to making a sale.
It’s easy to get overwhelmed by metrics when getting started in digital marketing. You must watch click-through rates (CTRs) and cost-per-click (CPC) while always considering your return on investment (ROI). But the whole point of digital marketing is to maximize conversions for the cheapest-possible price.
In this article, we’ll help you understand why conversions are crucial to your success.
Why Conversions Matter
Increasing the conversion rates of your online marketing campaigns is usually the cheapest way to boost your profits.
Think of it this way — would you rather get more customers from Google AdWords by doubling your ad budget or by optimizing your advertising approach? Optimizing for a higher conversion rate means more bang for the buck. That’s a big reason why conversion rates are so important.
That’s not all – here are three other reasons why conversion rates matter:
#1: Conversion rates can predict success or failure.
Want to know whether your business is on the right track? Conversion rates give a pretty honest assessment, especially once you’ve optimized your campaigns.
With help from analytics reports, you can see which parts of your business get the strongest conversions, and you can predict which audiences are likely to become your best customers. Likewise, weaker conversion rates indicate where your business strategy needs work.
#2: Better conversion rates can save you money.
Campaigns with better conversion rates are generally more efficient than campaigns with weaker conversion rates. A higher conversion rate lets you cover more ground without increasing your ad budget, or you can reduce your ad budget and have cash leftover for testing new marketing tactics.
#3: Focusing on conversion rates will improve your website.
Creating an air-tight sales funnel is the key to boosting conversion rates. Your campaigns, your website and your sales processes need to be as in-sync as possible. As you learn which factors are most important for driving conversions on your website, you’ll eventually discover how to make your site more valuable for visitors and customers — and the benefits of this extend far beyond short-term profits.
How to Boost Conversion Rates
Now that we’ve reviewed the importance of conversions, the next step is taking action to boost your rates. Here are six easy tips to take your conversion rates to new heights.
#1: Sharpen your ads. The first step toward increasing conversions is nailing your ad copy to stand out from the competition.
#2: Optimize your landing pages. Deliver on promises made in your ad copy, and use concise, catchy headlines that immediately engage visitors.
#3: Test new ad funnels. Create new ads and variations of your landing pages. See how conversion rates change with different advertising approaches.
#4: Pare down your audience. Sometimes casting a wider net is better, but tightening your focus to specific consumer groups is an easy way to boost conversion rates.
#5: Use FOMO to your advantage. That’s the fear of missing out. If you’re advertising a sale, say in your ads or on your landing pages that time is running out — and you can even use countdown clocks for added urgency.
#6: Grow your social media. Urge visitors to follow you on Facebook, Twitter and other accounts. Install social media login buttons on your website if it requires a member sign-in; people are much more likely to register using social logins. And if you have a strong social following, display the number of followers or shares on your pages for increased social proof.
Conversion Rates Aren’t Always Reliable
Conversion rates may be the most universally important metrics in digital marketing. However, any data viewed out of context can be incredibly deceiving. Never be blinded by a high or low conversion rate without carefully evaluating all the data at your disposal.
Here are a few ways in which conversion rates can be deceiving:
#1: Higher conversion rates may hide poor performance.
Strong conversion rates are generally positive — that’s what you want. However, you might have a high conversion rate paired with a low sales volume. Or, despite your favorable conversion rate, perhaps high advertising costs are wiping out your ROI. Never assume your campaigns are profitable based on conversion rates alone.
#2: Some of your visitors aren’t there to buy.
If you focus too much on conversion rates, you may overlook the multitude of other reasons why people visit your website. Some people may be researching products, and perhaps they’ll eventually return to become paying customers. Some may already be customers and they’re seeking support or checking on their orders. Do you maintain a blog? You may be building an audience. Don’t become so fixated on conversion rates that you forget all the other ways your website is valuable.
#3: Conversion rates can fluctuate with different audiences.
Is your online marketing causing a large influx of new visits? If so, your conversion rates may seem unusually low. That’s because new visitors are less likely to buy goods and services than established customers. Also, visitors from different traffic sources tend to convert at different rates. Using Google Analytics reports can help you determine your true conversion rates among different types of visitors.
Conversion rates are immensely important when optimizing your campaigns. Not only do they indicate whether your marketing is profitable, but they also reveal how visitors engage with your website. Conversions aren’t all that matter — you still need to watch your click-through rates, overall spend and numerous other metrics — but driving conversion rates is generally the key for successful campaigns.
Want More Conversion Advice?
On Thursday, October 20, we’re hosting a live training where I’ll be going into much more detail about how to improve your website conversion rates.
It’s called: “How to Turn Your Website Into A 24/7 Sales Machine“
Main Street ROI is a digital marketing agency based in New York City.
Our mission is to help small businesses thrive. With our services and training, we help small businesses succeed with marketing regardless of their budgets.
Since 2010, we’ve helped thousands of small businesses create profitable digital marketing campaigns.
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