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Author: Blair Keen

Blair Keen

Want more sales? Give consumers fewer options

Inherent to consumerism is the assumption that more choice is better.

Indeed, psychologists have long contended that the provision of choice can increase the individual’s sense of personal control and feelings of intrinsic motivation (Rotter, 1966; deCharms, 1968).

Whilst that might be true, the problem is that it doesn’t necessarily follow that presenting an abundance of options results in an increase in sales. 

In this post I’ll explain why you should test presenting less choice in order to boost your conversion rate.

14 comments

Three ideas that convert better than a standard carousel

Automatic carousels have come under increasing fire this year from this blog, and UX experts like Jacob Nielsen and conversion pros like Peep Laja

The conclusion, which all three of us share, is that unadulterated carousels are bad for business!

In this post I’ll show you three ways to improve the relevancy of content that occupies your carousel ‘hero’ locations and the contribution it makes to your conversion rate.

7 comments

How to boost conversions by increasing motivation

Early stage motivationEvery digital marketer knows that failure to motivate people to take action hurts your conversion rate and costs you money.  

What you may not know is that influencing motivation involves more than just a good product description or use of techniques like social proof.

Reading this post will give you a new perspective on how to influence motivation throughout your conversion funnel.  You will also discover some new ideas which you can test on your own website to boost conversions.  

3 comments

How to use social proof to increase conversions

Ratings with scale from PlaySocial proof is perhaps the most well known of Robert Cialdini’s six keys to persuasion explained in his 2009 book titled “Influence”.  

In this article I will describe why social proof works in the online context and how you can use it to increase conversions.

0 comments