Dr Flint Mc Glaughlin Marketing Experiments Sexyemail Event
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Transcript of Dr Flint Mc Glaughlin Marketing Experiments Sexyemail Event
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3 december 2009Twitter hashtag: #sexyemail
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Optimizing Landing Pages Using Offer
Response Optimization
Dr. Flint McGlaughlin
Director, MECLABS
@MktgExperiments
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Optimization Example
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Optimization Example
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Treatment One Treatment Two Treatment Three
Test Your Acumen
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Results
Web Hosting Offer Page Conversion Rate
Treatment 1 1.31%
Treatment 2 3.44%
Treatment 3 2.05%
Relative Difference 162%
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Treatment One Treatment Two
Test Your Acumen
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Results
Email Campaign Clickthrough
Treatment 1 18.1%
Treatment 2 21.8%
Relative Difference 20%
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Treatment One Treatment Two
Test Your Acumen
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Results
Email Address Capture Conversion Rate
Treatment 1 7.32%
Treatment 2 10.95%
Relative Difference 50%
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Treatment TwoTreatment One
Test Your Acumen
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Results
Subscription Path Conversion Rate
Treatment 1 1.03%
Treatment 2 0.41%
Relative Difference 148%
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We need a simple, systematic way to discover the changes we
should test.
POINT ONE
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MarketingExperiments was the first Internet-based research lab to conduct
experiments in optimizing the conversion rate of sales and marketing processes.
1987 Preliminary Research Begins
1997 Research Program Established
2001 First Research Report Published
2002 Testing of Research Partnership Model Begins
2003 O/R=Oz Theory Validated
2006 Patent Filings for Research Findings (10 Heuristics)
Timeline
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• In philosophy, especially in Continental European philosophy,
the adjective "heuristic" (or the designation "heuristic device")
is used when an entity X exists to enable understanding of, or
knowledge concerning, some other entity Y.
• In human-computer interaction, heuristic evaluation is a
usability-testing technique devised by expert usability
consultants.
– Wikipedia
Heuristic
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C = 4m + 3v + 2(i-f) - 2a ©
Heuristic
Marketing Experiments Conversion Heuristic
eme = rv(of+ i) – (f + a) ©
Email Messaging Heuristics
ec < op < ct < lp©
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C = 4m + 3v + 2(i-f) - 2a ©
(clarity of) Value Proposition
Incentive
Friction
AnxietyMotivation
Heuristic
Marketing Experiments Conversion Heuristic
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VC
VI
Value Proposition. Incentive. Friction. Anxiety.
VC = Value Contributor
VI = Value Inhibitor
Fulcrum
C = 4m + 3v + 2(i-f) - 2a ©
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Fulcrum
VC
VIVC = Value Contributor
VI = Value Inhibitor
C = 4m + 3v + 2(i-f) - 2a ©
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VC
VI
VC = Value Contributor
VI = Value Inhibitor
Fulcrum
C = 4m + 3v + 2(i-f) - 2a ©
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VC
VI
VC
VI
VC = Value Contributor
VI = Value Inhibitor
1. Why should my ideal prospect
purchase from me rather than any of
my competitors?
2. How can I minimize all of the elements
in my sale path that cause
psychological resistance?
3. How can I counter the remaining
psychological resistance with extra
incentive?
4. How can I over-correct all of the
elements which cause psychological
concern in my sale path?
Four Key Questions
C = 4m + 3v + 2(i-f) - 2a ©
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We need to apply this methodology to live landing pages.
POINT TWO
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69% Increase In Conversion
Previous live optimizations
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• 24
Previous live optimizations
145% Increase In Conversion
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Previous live optimizations
300% Increase In Conversion
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Live Optimization
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Toyota-forklifts.nl landing page
http://www.toyota-
forklifts.nl/Nl/Products/Aanbieding/
Pages/Levio%20pallettrucks.aspx
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Toyota-forklifts.nl landing page
Google Translate > English
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OHRA.nl email newsletter
http://public.tripolis.com/preview?xWYvZhh
8VLVZ58pyISzDmNe3kLC6iRP7UmDz3VZXyT6
dtvmLMM9sTati2q95*1xY
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OHRA.nl email newsletter
Google Translate > English
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Cobouw.nl email newsletter
http://vedm.net/click2?fxhFB1w0dVoONpuK
9YVjBFxs0Pum0wdrjU5QJFa0TjE
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Cobouw.nl email newsletter
Google Translate > English
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De Telegraaf email newsletter
http://links.nieuwsbrief.telegraaf.nl/servlet/M
ailView?ms=MzQ0MDY3NDUS1&r=MzQ2MjQ
3NDExNwS2&j=NjA3OTY3ODQS1&mt=1&rt=0
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De Telegraaf email newsletter
Google Translate > English
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Mazdainactie.nl
http://www.mazdainactie.nl
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Vereniging Eigen Huis email newsletter
http://campagne.veh.nl/ext.dl
l?ID=PfO2rRhlHTjuPPPw&r=r
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Hi telecom email newsletter
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Optimizing your Email in Three Steps:
How one marketer tripled revenue from their house list
It's far less expensive to retain a current customer than to find and acquire a new
one.
Working with a partner that sends more than one billion emails annually, we
discovered three key lessons on how to maximize revenue from your house list.
In this special research brief, we'll show you what we learned in this study and
how you can use these three key takeaways to maximize your email effectiveness
in 2010.
38
Thank You: Special Research Brief
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Optimizing Landing Pages Using Offer
Response Optimization
Dr. Flint McGlaughlin
Director, MECLABS
@MktgExperiments