Email Capture Optimized: How one small change led to a 364% increase in leads

Tweet If you ask anything of a customer you must make it worth it for them to give it to you. This applies to every step in the sales process, right from the very beginning. This is the conclusion that MECLABS, the parent company of MarketingExperiments, came to after studying more than 20,000 sales paths over 15 years. Of those sales paths, the latest MarketingExperiments Web clinic reviewed nine that focused on email capture. Here’s what we discovered: small changes that help customers perceive that it’s worth their time, effort and risk to provide you their information increased email capture from 21% to more than 600%. Watch it here. Here’s one of the tests. Background: The partner has an email capture process that offers downloadable reports in exchange for information. They wanted to capture and qualify emails. Goal: Increase number of form submissions. Primary research question: Which process will get the most submissions? Approach: Adapt the registration process to reduce friction (friction is anything that makes the customer work harder to get through the sales process)   The Control was loaded with friction. It forced visitors to take four steps to access the reports.   The Treatment reduced those steps, but changed nothing else.   The result was that 364% more visitors submitted their email address to download reports.   Why was there nearly a four-fold increase in email capture? The Treatment did not cost the visitor too much time to go through the process. They perceived that it was…
Source: Marketing Experiments
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