Increasing conversions using the Science of Persuasion

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Richard Sedley

Conversion Keynote from the E-consultancy Online Marketing Masterclass.

Business Technologie

[object Object],[object Object],[object Object],[object Object],The role of persuasion in online conversion E-consultancy Online Marketing Masterclass: Conversion Keynote

What’s the most powerful page on your website?

Utility The conversion triangle Persuasion Usability

[object Object],[object Object],What is persuasion?

[object Object],[object Object],[object Object],[object Object],Overview

[object Object],[object Object],[object Object],[object Object],[object Object],How we make our decisions Petty & Cacioppo, 1981

The need for decisional heuristics 500 milliseconds to determine credibility 4 seconds to determine usefulness

[object Object],[object Object],[object Object],[object Object],Four types of credibility Stanford University, Persuasive Technology Lab, 2003 General assumptions in the mind of the perceiver Simple inspection or initial first hand experience Third party endorsements, reports or referrals First hand experience that extends over time

The power of credibility A B Conversion rate = 2.69% Conversion rate = 3.03% % change = 12.64% Projected monthly gain = $30,582.30 Marketing Experiments Journal, Feb 2007

Social proof (consensus) Experiment: Milgrim, Bikman and Birkowitz

Good testimonials... Why testimonials do (and don’t) work: Holly Buchanan, Future Now Sean DeSouza: Pyschotactics Marketing Experiments: Optimizing site design ,[object Object],[object Object],[object Object],[object Object],[object Object]

Copyright: Steve Double - www.double-whammy.com

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Persuasion windows Stanford University, Persuasive Technology Lab, 2003

[object Object],[object Object],[object Object],[object Object],The value of persuasion

Thanks for listening ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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