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Why Ecommerce Brands Should Consider Creating Optimized Post-Click Experiences

Today’s post will highlight everything you need to know about post-click pages, what makes them different from product pages, why you should use them, and best practices for optimization.

The eCommerce industry has witnessed rapid growth over the last couple of years, as retail eCommerce sales in 2019 amounted to $3.53 trillion. Despite the increase in sales, however, the average eCommerce conversion rate is only 4.31%.

The conversion rate is bleak, but what’s more alarming is the fact that by 2021 the eCommerce growth rate is projected to drop by as much as 5–6%:

For ecommerce brands this calls attention to the fact that they need to implement growth techniques to boost conversion rates and nurture growth rates to increase sales. The best way to do this is by connecting ads to optimized ecommerce post-click landing pages instead of busy product pages.

Today’s post will highlight everything you need to know about post-click pages, what makes them different from product pages, why you should use them, and best practices for optimization. 

The difference between product pages and post-click landing pages

Although product pages and post-click pages both aim to convert visitors, each take different approaches to achieve this goal: 

  • Post-click landing pages have a 1:1 conversion ratio by focusing on one conversion goal and dedicate all page elements to persuade visitors to convert. 
  • Product pages focus on delivering information, not just about the product the visitor saw in an ad, email, or social media post — but other related products, company policies, etc. 

The experience on both page types is quite contrasting, while post-click pages immediately present prospects the offer they want to see, whereas product pages focus on multiple things. This leads prospects to get distracted and often confused when they don’t immediately find what they came looking for after an ad or email click.

Making the case for ecommerce post-click landing pages

Data from nearly 2 billion shopping sessions in the first quarter of 2018 show how product pages are failing to engage customers. Revenue per session on product pages ($1.72) is about half that of revenue per session on post-click landing pages ($3.43):

Even though almost 1 in 4 shoppers begin their buying journey on a product page, still 96% of visitors aren’t yet ready to buy when they arrive on the page. These people are more likely to bounce than those who come to a dedicated post-click landing page, regardless of the referring channel:

Post-click pages outperform product pages, because according to data visitors who arrive at a relevant landing page after the ad click convert at about 2.9%, while visitors who land on product pages convert at about 1.5%:

Comparing each page type

Let’s compare a product page with an optimized post-click page to see what differentiates them from one another. When prospects click this Lowe’s banner ad, they expect to learn more about the product and buy:

Instead, Lowe’s directs them to this product page:

The page does link to the snow thrower promoted in the ad,. However, it is cluttered with a lot of extraneous information that can distract the prospect from converting. The header is full of navigation links, plus the “customer also viewed” and “related products” page sections don’t help prospects make an immediate decision. Instead, these alternative offers give prospects easy escape routes to visit another page rather than purchasing the product promoted in the ad. 

The overwhelming information can cause cognitive load which can prevent prospects from potentially taking no action at all. Meanwhile, dedicated post-click landing pages create a distraction-free path to conversions. 

Let’s look at Yellow Bricks’s YouTube ad and its corresponding post-click page as an example:

The ad promotes the Beauty Industry Essentials program, the CTA button promises prospects they’ll learn more once they click the ad. The optimized post-click page delivers on the same promise: 

The elements of the page are focused on one goal — persuade visitors to submit their email address in exchange for a sneak peek of the program. All the links in the header are anchor tags that go to different sections on the page instead of taking users away from the offer.

Personalized relevant messaging is not the focus of product pages, they deliver one-size-fits-all information which isn’t optimized for immediate conversions. This isn’t the case with post-click experiences. 

What are post-click experiences?

Post-click experiences include everything that happens after an ad click from the landing page the prospect arrives at, to the thank you page, and the thank you email. The post-click page, however, is the most conversion-focused component of the entire experience since that’s the page where the conversion takes place. 

A post-click page is designed as a natural extension of the ad it is connected to; each element on the page notifies the visitor they’ve landed at the right place and that the offer they wanted is only a CTA click away. The pages are used to drive targeted traffic to a specific conversion by focusing on a single message with one goal in mind. 

Take SnackNation’s ad and post-click page as an example. The display ad promotes the free snack box offer and promises prospects they won’t be getting any more boring office snacks: 

The goal of the page is to persuade visitors to request a free healthy snack box that doesn’t consist of boring treats. It fulfills its goal by: 

  • Focusing on the offer: The page headline, images, copy, and CTA button is about the snack box offer without cluttering the page with navigation links or misleading information. The page explains what a SnackNation box is and what goodies it includes, why they should request one, and how to submit a request. 
  • Providing social proof: The reviews help visitors see how much the snack boxes are enjoyed by customers. The video testimonials feature different offices who have chosen Snacknation and what they love about the snacks. 
  • Forming a connection: The page copy uses relevance and user-centered messaging to form a connection with the visitor which is more likely to generate conversions. The high-quality images and customer review videos help strengthen that connection. 

Post-click pages produce more conversions because they understand every customer is unique and requires personalized attention and engagement to be persuaded to purchase. Optimized ecommerce post-click landing pages allow you to do this — tailor your business to individual customers through dedicated digital storefronts, which increases engagement and boosts sales.

How to optimize ecommerce post-click landing pages

To ensure your post-click page is set up to generate conversions, consider the following optimization best practices when designing your ecommerce pages. 

Create personalized post-click pages for different audience segments

A personalized page shouldn’t be just a page prospects land on. The page needs to be designed to drive user action with specific elements by increasing the ad relevance for a each target audience. This 1:1 ad-to-page relevancy is critical.

For example, search intent is a common scenario that requires separate post-click pages for users — users doing preliminary research have different needs than a user ready to make a purchase. Taking care of both types of users with different pages is better for them and the advertiser.

Creating buyer personas and audience segments beforehand help you create personalized post-click experiences for each audience segment, which can generate more conversions. In the end, an optimized experience from start to finish makes the advertising conversion likely.

Post-click pages don’t have navigation links

Post-click landing pages are standalone pages from your website and shouldn’t include extra links that can potentially distract prospects from converting. An optimized page maintains a 1:1 conversion ratio, which is the ratio of outbound links compared to the number of conversion goals. 

For example, the Honey post-click page has no navigation links in the header or footer:

Add a relevant, action-oriented headline

Your ecommerce post-click page headline should have the same message as the ad that led the prospect to the page. When the page establishes message match consistency you deliver on the promise made in the ad. 

The page headline should also be user-centric and action-oriented so visitors feel compelled to evaluate the rest of the offer on the page. 

FabFitfFun page’s headline is both message matched and action-oriented:

Write copy that highlights the UVP

Post-click landing pages should include descriptive product or service copy that is audience-specific instead of the generic copy typically found on product pages, product description, specs, and a list of related products. Optimized ecommerce page copy should answer three basic questions about the offer while keeping the unique value proposition in mind:

  • What is the offer? 
  • Why should users should get it?
  • How can they redeem it?

A page that answers these questions with its copy is more likely to bring in conversions.

The HelloFresh post-click page headline explains what the service has to offer customers:

And copy further down the page showcases the features of the service: 

A specific, personalized CTA button

Although the ad CTA button should let prospects know what they’ll get to see once they get to the post-click page, you shouldn’t assume everyone will know exactly what to do once they arrive. 

A specific CTA button helps you do that, so make sure the CTA button is clearly visible and includes personalized copy so prospects understand its relevance to the offer and what they should expect next. Clear, relevant, and personalized CTA button copy helps visitors focus on the goal and convert for the offer.

The Peloton bike page has a CTA button that stands out with personalized copy and it lets visitors know they can see how much they save with a Peloton bike:

For longer ecommerce pages it is important to have multiple CTA buttons strategically placed on the page so users don’t have to search for the button to convert. Another option is a sticky CTA button that moves with the prospect as they scroll. 

An easy to complete lead capture form

Make sure the form only requests information that is relevant to the offer and is designed in proper form fields. Include links to the privacy policy and terms of use to reassure the prospect that their information is safe with you. 

The multi-step form on the Birchbox page is personalized and takes visitors to different form fields as they fill it out: 

Test out these best practices on your landing pages and determine which works best for your ecommerce brand. 

Focus on your post-click pages to increase conversions and business growth

Connecting product pages to ads are the norm for the ecommerce industry, even though product pages are not targeted at specific user segments and are one-size-fits-all pages with an overwhelming amount of information. 

Optimized post-click experiences, on the other hand, are ideal for ecommerce brands because they are personalized for particular user segments, they eliminate distractions, and provide a message matched experience that perfectly meets user expectations. All this makes the pages more likely to bring in conversions. 

The ecommerce industry is expected to see a decline; don’t let your brand become a part of this statistic, create unique pages to stay above the competition and garner more sales.

What is Customer Retention?

  Recipes for growth most often focus on acquisition. If you stuff the top of the marketing funnel, they say, revenue is sure to come out the bottom. Maybe — but this is far from the most effective way to achieve sustainable profitability. To grow and stay growing, businesses must be able to acquire, but […]

 

Recipes for growth most often focus on acquisition. If you stuff the top of the marketing funnel, they say, revenue is sure to come out the bottom.

Maybe — but this is far from the most effective way to achieve sustainable profitability. To grow and stay growing, businesses must be able to acquire, but also retain their customers for as long as possible.

What is customer retention?

Customer retention refers to efforts by a business to keep customers from defecting. Numbers show that the more loyal a customer is, the higher value they are to the business. This metric is known as customer lifetime value.

A basic example: If you’re a SaaS solution which costs $100 per year to subscribe to, and the average customer subscribes for a year, your average customer lifetime value is $100. If the average customer subscribes for two years, your average customer lifetime value is $200.

Why focus on customer retention?

Traditional models of the customer journey have changed a lot since the marketing funnel of the early 1900s, which introduced the AIDA concept:

customer retention AIDA model

The AIDA concept

  • Attention: Prospect discovers your class of solution and its alternatives. For example, if a prospect wanted to wash his car, he might research car washes in the area, but also DIY cleaners he could use at home.
  • Interest: Lead begins to narrow down options to your class. Here, a prospect would choose DIY car wax over car washes, and begin evaluating different types.
  • Desire: Lead narrows options down further to your product and a few others. Here, your USP and ability to overcome buyer objections are what get your product purchased.
  • Action: Lead purchases your product and becomes a customer.

The problem with this model, however, is it puts total emphasis on customer acquisition and none whatsoever on retention. “Once you have your customer’s money,” it says, “the transaction is over and your relationship ends.”

But today, we know that to be false.

Consider research results from Frederick F. Reichheld and W. Earl Sasser Jr., boldly announced in a 1990 issue of the Harvard Business Review:

As a customer’s relationship with the company lengthens, profits rise. And not just a little. Companies can boost profits by almost 100% by retaining just 5% more of their customers.

At first, the numbers seem unbelievable: That much profit for that little retention?

But, when you reconsider the earlier hypothetical, it’s easy to see how retention can make a big impact: If a SaaS solution with an average subscription length of one year can keep a customer just two more years, that customer is now worth three new 1-year customers.

Additionally, Reichheld and Sasser found that the more satisfied a customer was with a service provider…

  • the more they trusted them
  • the more they invested in that service
  • the more likely they were to recommend that service provider to a friend

The study determined this to be the case across all examined industries. The more satisfied customers were with the service, the more they contributed to its bottom line.

Recent statistics make the case for retention too:

The numbers add up to one conclusion: Marketing doesn’t end at the sale, and today’s evolved depictions of the customer experience show it. John Jantsch’s “Marketing Hourglass” is a great summation of the entire journey in 7 stages:

customer retention marketing hourglass

The marketing hourglass approach

“By taking the marketing hourglass approach and giving equal attention to building trust and delivering a remarkable experience, you set your business up to create the kind of momentum that comes from an end to end customer journey,” says Jantsch.

At Instapage, Dave McClure’s AARRR model loosely guides our retention activities. It picks up at acquisition, where most traditional funnels leave off:

customer retention AARRR framework

  • Acquisition: Customer purchases your product or service.
  • Activation: You compel your customer to use your product or service to its fullest extent.
  • Retention: You retain the customer for as long as possible.
  • Referral: With greater retention comes loyalty and the willingness to refer others to the product or service.
  • Revenue: Higher revenus is the product of greater retention, loyalty, and more referrals.

While it’s easy to visualize how you get referrals and revenue from activation and retention, it’s not as clear how to bridge the gap from acquisition. As in, how do you activate then retain to produce as much revenue as possible?

Customer retention strategies

There’s no one way to customer retention. It’s a result of many strategies and tactics. Below, we outline some of our own, and some that have, over the years, become so prevalent and powerful that they’re nearly marketing law.

Identify your product’s value triggers

At Instapage, a major contributor to early growth was data collection that drove customer activation. We had gotten people to sign up, but we needed to get them using the product. So, we used a combination of quantitative and qualitative data to discover how. We looked at:

  • Subscription data: With funnel analysis and profile snapshots going back six months, we were able to find which features drove the most engagement.
  • Casual conversations: In casual conversations with customers both in-person and online, we were able to learn more about our their needs. We were also able to validate our quantitative hypotheses.

From our analysis came a major finding: Free trial users who published at least one page on a custom domain and immediately began A/B testing were 15x more likely to, eventually, upgrade to a paid plan.

You can imagine how this played into our activation strategy. Once we knew the triggers in our product which led to paid upgrades, we began nudging people toward them. In our email onboarding journey, in chat messaging, push notifications, webinars, we recommended publishing to a custom domain and split testing.

Reward loyalty

This one is perhaps the most straightforward way to build loyalty. Simply, offer rewards for loyal users or buyers.

Kohl’s, for example, offers $10 of “Kohl’s cash” for every $50 spent in-store. The cash is redeemable only on products at Kohl’s, so it’s essentially just a discount or store credit. But why go somewhere that doesn’t reward you over somewhere that does?

Keep in mind, rewards don’t have to be monetary. Weekly, we reward our most active users with comparative insights (how they stack up to other users) and advice on how to improve their current landing pages. If you want your customers to stay loyal to your brand, rewarding them is a clear and simple way to say, “we value your business.”

Stop marketing for a moment

Throughout this post I’ve referred to people as “users,” “prospects,” “leads,” and “buyers.” It’s just one example of how, too often, we forget these are terms for people. Human beings.

An Atlanta branch of Warby Parker never lost sight of this fact. When a customer shared that her car had been stolen that day, the company sent out this hand-written note, along with a gift certificate to a local bar:

customer retention Warby Parker

It reads “Hey Tess! We were so sorry to hear about your car. Since you probably won’t be the designated driver any time soon, here’s a round on us! Love, your friends at Warby Parker. P.S. your Durand frames look amazing!”

Not only did Warby Parker win over this customer, but after Tess shared it to Reddit, the message quickly went viral, resulting in great PR for the brand. Ultimately, people want to be treated like they’re more than a walking, breathing, wallet. And this is a great example of how to do that.

But you don’t have to wait around for a customer tragedy to show you care. And while a hand-written letter goes the extra mile, you don’t even have to take it that far. It can be as easy as sending an email. Wish your customers a happy holiday or birthday, and don’t try to sell them anything or incentivize them to buy. Just show your gratitude for them.

Upsell, cross-sell, and continually educate

At some point, we’ve all received a purchase confirmation email that reads: “You might also like…” followed by related items or upgrades to the one purchased. This is cross-selling and upselling.

Similar to activation, up-selling and cross-selling can have a major impact on retention. Think of it this way:

Activation is about showing your customers what they can do with the product — how they can start using it to its fullest extent.

When it comes to retention, upselling, cross-selling, and customer education can be even more powerful.

  • With upselling, you’re offering customers a more powerful version of your product.
  • With cross-selling, you’re offering customers add-ons or similar items to create a better end experience related to the product or service.
  • With continuous product education, you’re ensuring the people who have these upgrades and related products are able to use them to their potential.

When a customer purchases an upsold version or a cross-sold product, they’re investing more in your product to get a better end experience. Product education is key for ensuring that experience is worth the money.

With upgrades and related products, you can boost retention by boosting satisfaction. With blog posts, webinars, tutorials, push notifications, and guides, you can better retain customers by showcasing all they can do with the products. All three work together to increase retention.

Make conversion as easy as possible

We’re all hardwired to take the path of least resistance. That couldn’t be more true in marketing…

It’s already hard enough to get people to download, sign up, buy, etc, so don’t make it harder by adding friction to your landing pages.

The conversion process from beginning to end should be simple and straightforward. If you want to keep your customers, you have to make what’s good for your business easy for them.

For example, form fields should be at the intersection of “what does my marketing team need?” and “what are they willing to give?” If you’re offering a tip sheet, don’t require 10 fields of personal information to download it.

Perhaps the best example of “easy” is Amazon’s one-click ordering.

customer retention Amazon easy ordering

Amazon 1-Click

If you have a customer’s information, why require them to go through the same laborious checkout process every time they convert?

Admit your faults and guarantee to right them

Customer service blunders cost more than nearly any other. A staggering 82% of US consumers have abandoned a brand as a result of poor customer service, and almost half say they’ll do it within a day of experiencing a bad interaction. What’s more, the majority won’t keep that interaction to themselves: 95% will share with friends and family.

Take Dave Carroll, for example, who performed a song called “United Breaks Guitars” after the airline wouldn’t replace his instrument, which baggage handlers broke during transit. It was only after the video earned millions of views that the company chose to resolve the issue publicly. Some say the delayed response cost United $180 million.

The lesson here?

If you screw up, admit it and move on. Consider further proof in a hospitality example.

customer retention guarantee customers

Here, guests were offered a satisfaction guarantee. Those who had a problem and invoked the guarantee were 84% more likely to return. But, those who had a problem and didn’t say anything about it were only 32% more likely to return.

After analysis, it was determined in this particular example that the company makes $7 for every $1 paid out to dissatisfied customers. The results were so overwhelmingly in the favor of the business that employees were instructed to seek out dissatisfied customers and force them to accept the guaranteed payout.

Remain top-of-mind

Winning the loyalty of today’s consumers isn’t enough to keep them coming back for more. They’re constantly busy. They’re stressed. They’re distracted. And even when they’re not, there’s little chance they’re thinking of your brand.

In the ever-growing ocean of marketing messages, to boost retention you have to stay top-of-mind. Common techniques to keep your business in the conversation include:

  • Email marketing: Sending valuable, gimmick-free content to your subscribers regularly.
  • Social media marketing: Engaging with customers and prospects in a genuine way, as well as amplifying marketing collateral like blog posts, ebooks, tip sheets, and podcasts.
  • Text messaging: It’s not wise to send unsolicited texts. But, texting to a customer who has opted in might be the most effective way to get their attention.
  • Direct mail: Coupons and rewards are still great ways to get your customers buying.

Here’s a great example of a text from a healthcare provider whose customer has opted into receiving messages:

customer retention text message

It’s short, valuable to the customer, and it offers both a call-to-action and a way to opt out.

Improve cross-channel personalization

Frustrations abound when customers feel like you’re doing a poor job tracking their wants, needs, and information. Why, for example, must they explain themselves to a customer support agent over the phone, when they already did yesterday to an agent via chat?

Think of your own experience: Isn’t it annoying to return to the same forms to share the same personal information to the same brands? Isn’t it annoying to start a shopping experience via desktop only to discover the mobile experience is clunky and frustrating?

Assembling the right marketing technology stack is key to central to this point. Your tools should not only integrate with each other for the purpose of passing information back to your CRM, but they should also funnel information back out to things like, say, form fields customers have filled out before, or preferences they’ve indicated on another channel or device.

In some ways, this ties into the “humanness” in marketing — customers wanting to return to a business they feel understands them. And the best way to show you understand the complexity of your customers is to simply remember what they tell you (in a technology sense) — their behaviors and their own self-reported information — to offer them relevant content and products.

This effect on retention here is two-fold. The less obvious is the customer’s feeling that a brand truly understands their desires as they relate to the product or service. The most obvious, simply, is it’s more likely your customers buy something relevant to them than something that isn’t.

Customer retention should be a focus of every business

Customer retention is tricky, sure, but it’s worth the price of getting right. Research proves it. Though, there’s no silver bullet or even slew of them. Retention is a customer-focused way of marketing that operates under two facts:

  • It’s easier and cheaper to sell to a current customer than acquire a new one.
  • Your customers are your best marketers.

How do you strategize customer retention? Let us know in the comments!