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1. How Do Website Colors Impact Conversion?
New research reveals 5 critical horrifying mistakes designers
make with color (special Halloween edition)
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2. Join the conversation on Twitter
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3. Today’s team
Dr. Flint McGlaughlin – Managing Director, MECLABS
Flint McGlaughlin is the Managing Director of MECLABS Group. The
organization has partnered with key market leaders including The
New York Times, Microsoft Corporation, and Reuters Group.
Dr. McGlaughlin also serves as the Director of Enterprise Research at
the Transforming Business Institute, University of Cambridge (UK), as
the Chairman of the Board of Governors for St. Stephen’s University,
and as a Trustee for Westminster Theological Centre. Dr. McGlaughlin
originally studied Philosophy and Theology at the University of
London’s Specialist Jesuit College.
Today, his primary research is focused on enterprise as transformative
agent. His work has won multiple awards and has been quoted in
more than 13,000 online and offline sources.
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4. Experiment: Background
Experiment ID: TP1645
Record Location: MECLABS Research Library
Research Partner: [Protected]
Research Notes:
Background: A large sports entertainment provider sought to increase
conversion on it’s main landing page.
Goal: To increase premium signups
Research Question: Which color scheme will result in a higher conversion
rate?
Test Design: A/B Single factor split
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5
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6. Experiment: Treatment Designs
Version A
• The control was a design
with a dark background and
white text.
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7. Experiment: Treatment Designs
Version B
• The treatment was an
almost exact color inverse of
the control.
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8. Experiment: Which Page Won?
Version A Version B
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9. Experiment: Results
10.66% Increase in account sign ups
The inverse color scheme increased account sign ups by 10.66%
Relative Statistical Level
Design Lead Rate of Confidence
Difference
Control (Black) 2.40%* - -
Treatment (White) 2.66%* 10.66% 95%
 What youthe treatment was easier simply changing the background color
to white,
need to understand: By
to read and provided greater color
flexibility with headlines and secondary information. The result was a
10.66% increase in conversion.
*Conversion rates have been anonymized
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10. Why makes colors affect conversion?
F Key Principles
1. Marketers do not optimize web designs, they optimize thought sequences.
Yet often, our web page design is NOT created with the intention of guiding
the visitor through a clear sequence of thought.
2. There are primarily 5 design elements that enable a marketer to guide the
visitor’s through a conversion process:
1. Size
2. Shape
3. Color
4. Position
5. Motion
3. Of the five elements, color is likely the most overlooked and misused.
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11. Today’s Focus
Today, we are going to learn how to avoid the 5
most critical horrifying mistakes made with color.
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12. HORRIFYING
MISTAKE #1: WRONG EMPHASIS
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13. MISTAKE #1: WRONG EMPHASIS
 Experiment ID: (Protected)
Location: MarketingExperiments Research Library
Test Protocol Number: TP1187
Research Notes:
Background: Site provides educational resources for health and fitness
professionals who subscribe to one of their online memberships.
Goal: To increase the amount of membership sign-ups.
Primary research question: Which landing page will have the highest
clickthrough rate?
Approach: A/B split test (variable cluster)
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14. MISTAKE #1: WRONG EMPHASIS
Before
• There is not distinction
in emphasis between
the offers.
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15. MISTAKE #1: WRONG EMPHASIS
After
• Offers have been simplified,
layered, and sequenced using
color.
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16. MISTAKE #1: WRONG EMPHASIS
81% Increase in clickthrough rate
Radical redesign outperformed the control within 11 days
Subscription path CTR Relative diff v. control
Original 16.54% -
Optimized 30.00% 81.36%
 What you need to the value proposition through color, copy, and
communication of
understand: By strengthening the
layout changes, the treatment increased clickthrough by 81%.
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17. MISTAKE #1: WRONG EMPHASIS
Not this But this
97%
IN CONVERSION
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18. MISTAKE #1: WRONG EMPHASIS
Not this But this
48%
IN CONVERSION
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19. MISTAKE #1: WRONG EMPHASIS
Live Optimization
United Way Toronto
Primary Objective: To increase
donations
Primary Traffic: Email
Link
Target Audience: Direct
marketing list of donors who
received an email linking to
this page
Page URL: http://bit.ly/Ssk2kb
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20. HORRIFYING
MISTAKE #2: WRONG AMOUNT
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21. MISTAKE #2: WRONG AMOUNT
 Experiment ID: [Protected]
Location: MarketingExperiments Research Library
Test Protocol Number: TP1243
Research Notes:
Background: A consumer credit counseling service offering free debt
consultation.
Goal: To increase the amount of free debt consultation sign-ups without
additional traffic.
Primary research question: Which page will generate the highest completion
rate?
Approach: A/B split test of three different versions of a homepage.
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22. MISTAKE #2: WRONG AMOUNT
Control
• Main objective of the
page is lost in all the color
of the page

23. MISTAKE #2: WRONG AMOUNT
Treatment
Close [x]
• By creating a pop-up, the
treatment effectively
eliminated all color
distractions.

24. MISTAKE #2: WRONG AMOUNT
63% Increase in Conversion
Treatment outperformed the control by 63.19%
Conversion Rate Relative Difference Statistical Confidence
Control 14.06% - -
Treatment 22.95% 63.19% 95%
 What you need to understand: The pop-up overlay version of the
form received 63% more completions than the control.

25. MISTAKE #2: WRONG AMOUNT
Not This
Logo
Company
Many colors
competing for the
attention of the visitor
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26. MISTAKE #2: WRONG AMOUNT
But this
Logo
Main call-to-
action emphasized
Company
with color only.
20%
IN CONVERSION
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27. MISTAKE #2: WRONG AMOUNT
Live Optimization
Puzzle Warehouse
Primary Objective: To guide
shoppers to best sub-category
of jigsaw puzzles and complete
the sale.
Primary Traffic: SEO: jigsaw
puzzles for sale, puzzle store,
sunsout puzzles,
ravensburger puzzles
Target Audience: Retirees,
Seniors,Parents and Families
Page URL: http://bit.ly/XTa3WG
#webclinic

28. HORRIFYING
MISTAKE #3: WRONG COMBINATION
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29. MISTAKE #3: WRONG COMBINATION
Experiment ID: TP1444
Record Location: MECLABS Research Library
Research Partner: [Protected]
Research Notes:
Background: A large artist community that offers paid subscriptions to more
content.
Goal: To increase clickthrough on homepage to offer page.
Research Question: Which color scheme will result in a higher conversion
rate?
Test Design: A/B Single factor split
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30. MISTAKE #3: WRONG COMBINATION
Control
The control
[Brand] featured a
simple form
and a button.
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31. MISTAKE #3: WRONG COMBINATION
Treatment
The treatment
[Brand] was exactly the
same approach
but with a darker
background to
produce a higher
contrast.
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32. MISTAKE #3: WRONG COMBINATION
Control Treatment
[Brand] [Brand]
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33. MISTAKE #3: WRONG COMBINATION
19.5% Increase in Clickthrough
The treatment outperformed the control in clickthrough by 19.5%
Clickthrough Rate Relative Difference Statistical Confidence
Control 0.020% - -
Treatment 1 0.027% 19.5% 92%
 What you need to understand: By changing the background color
for greater contrast, the treatment outperformed the control by
19.5%.
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34. MISTAKE #3: WRONG COMBINATION
Not This But This
88%
IN CONVERSION
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35. MISTAKE #3: WRONG COMBINATION
Live Optimization
VitalChoice
Primary Objective:
Conversions
Primary Traffic:
Newsletter Email
Target Audience: Newsletter
subscribers who click on ad for
free bonuses
Page URL: http://bit.ly/SekLCY
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36. HORRIFYING
MISTAKE #4: WRONG MESSAGE
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37. MISTAKE #4: WRONG MESSAGE
Experiment ID: TP1693
Record Location: MECLABS Research Library
Research Partner: [Protected]
Research Notes:
Background: A large publication seeking to increase home delivery
subscriptions.
Goal: To increase home delivery subscriptions
Research Question: Which color scheme will result in a higher conversion
rate?
Test Design: A/B Single factor split
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#webclinic

38. MISTAKE #4: WRONG MESSAGE
Version A
BRAND
BRAND
Version A utilized
the current best
practice “blue”
look and feel.
#webclinic

39. MISTAKE #4: WRONG MESSAGE
Version B
BRAND
BRAND
Version B tested
a new “green”
look and feel.
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40. MISTAKE #4: WRONG MESSAGE
BRAND BRAND
BRAND
BRAND
Which color design increase subscriptions?
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41. MISTAKE #4: WRONG MESSAGE
11.2% Increase in Subscriptions
The blue color scheme increased subscriptions by 11.2%
Relative Statistical Level
Design Lead Rate of Confidence
Difference
Version A 4.7% 11.2% 86%
Version B 4.3% -
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42. MISTAKE #4: WRONG MESSAGE
Why did the blue version win?
BRAND
BRAND
Hypothesis to Test:
The familiar brand
colors actually
carry with them
the implied value
proposition
associated with the
brand.
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43. MISTAKE #4: WRONG MESSAGE
Not this
43
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44. MISTAKE #4: WRONG MESSAGE
But this
13%
IN CONVERSION
44
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45. MISTAKE #4: WRONG MESSAGE
Live Optimization
Academy of Music & Art
Primary Objective: To establish
trust and further exploration of
the site
Primary Traffic:
SEO, Direct Mail and
Homepage
Target audience: Moms with
children ages 2-11
Page URL: http://bit.ly/Rr6ZP8
#webclinic

46. HORRIFYING
MISTAKE #5: WRONG FLOW
46
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47. MISTAKE #5: WRONG FLOW
Not this
Credit Card Credit Card
Image
Sub-brand Main Brand
By separating the call-to-action with a white background, the call-to-
action looks unrelated to the banner ad messaging. This creates a
division in the thought sequence.
But this
Organization Credit Card
Credit Card
Organization Initiatives
Image
51%
IN CONVERSION
47
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48. MISTAKE #5: WRONG FLOW
Not this
The main orange call-to-action is
buried between a bright red seal and
the price of the product (also in
orange).
While it may be the right color, it
occurs at the wrong time on the page.
48
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49. MISTAKE #5: WRONG FLOW
Not this But this
41%
IN CONVERSION
49
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50. MISTAKE #5: WRONG FLOW
Live Optimization
PC MediaOne
Primary Objective: To get
visitors to fill out the contact
form, phone call, purchase of
plan
Primary Traffic:
Adwords, SEO, Craigslist
Target Audience: Small
business owners
Page URL: http://bit.ly/Sbv0qQ
#webclinic

51. SUMMARY: PUTTING IT ALL TOGETHER
F Key Principles
1. Marketers do not optimize web designs, they optimize thought sequences.
Yet often, our web page design is NOT created with the intention of guiding
the visitor through a clear sequence of thought.
2. There are primarily 5 design elements that enable a marketer to guide the
visitor’s through a conversion process:
1. Size
2. Shape
3. Color
4. Position
5. Motion
1. Of the five elements, color is likely the most overlooked and misused.
51
#webclinic

52. SUMMARY: PUTTING IT ALL TOGETHER
F Key Principles
Mistake #1: Wrong Emphasis
Mistake #2: Wrong Amount
Mistake #3: Wrong Combination
Mistake #4: Wrong Message
Mistake #5: Wrong Flow
52
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53. Live Optimization
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Optimize its impact and
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Infuse it into all of your
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Watch the short promo video at:
MECLABS.com/ValueProp
54
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55. LIVE OPTIMIZATION
Wall Street Journal Europe
Primary Objective: To acquire
new customers
Primary Traffic:
Circ tiles/banner ads on
website
Target Audience: CEO's, CFO's,
MD's.
Page URL: http://bit.ly/TTRsdx
#webclinic

56. LIVE OPTIMIZATION
Primary Objective: To get
people to choose a plan and Slap it on the Map
call.
Primary Traffic: AdWords:
"local search for small business"
"local small business marketing"
"how to find new customers"
"local customers"
Target Audience: Small
business owners who depend
on local customers coming
into their business.
Page URL: http://bit.ly/UdLkaz
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