You've heard of it. Actually, you are overwhelmed, intrigued, tricked, annoyed by it. Exit-intent surveys & exit-intent popups are actually used by the big guys in the eCommerce field, and they make it somehow that are not annoying at all. In this presentation, I will disclose why it works, how it works and how much can you do with exit intent for eCommerce websites, including 8 real case studies from companies like Iberia, Avon, BFashion or Samsung. The presentation was held by Valentin Radu, CEO at Omniconvert - awarded conversion rate optimization platform for International eCommerce Day Nov 2016

1. The Good and the
Bad of Exit-intent
interactions for
eCommerce websites

2. > Happy husband & father
> Serial entrepreneur from Bucharest, Romania
> Founded 4 companies (1 exit, 1 failure, 2 running)
Valentin Radu
CEO & founder Omniconvert (former Marketizator)

4. 1. The psychology behind exit-intent
2. Is this really working?
3. Real case-studies
4. Q&A’ s

5. ~30% of the visits on the
eCommerce websites are <9 seconds

7. Attention Span
The Golden Fish: 9 seconds
Humans, back in 2000: 12 sec
Oamenii, in 2013: 8 secunde
Source: Institute of Biotechnology, 2013

8. We have to deliver value in less <10 seconds

12. In an area of around 150px x 200px

13. What do we remember?

14. The running in the Nazca desert after sandsurfing

15. When Marketizator won the 1st prize at Webstock awards

16. When I’ve reached Machu Picchu peak after 3 days of trekking

17. When my son was “meditating” at Buddha’s birth place

18. What grabs one’s focus?

19. What grabs one’s focus?

20. Economia experienteiDESIRE
PAIN

21. THE WINNING WEB
EXPERIENCES ARE CREATING
INTENSE EMOTIONS TO THEIR
CUSTOMERS

22. Experience
No emotions
No action, low
memorability
Emotions
Positive
Negative
Action, high
memorability

23. How a web experience usually looks?
The first trigger generates a dose of
norepinephrine/dopamine big enough to
generate an action
Based on the “scent” of a
reward, the user clicks and goes
to the landing page
If anywhere in the funnel there’s no obvious
element that continues to deliver the promise of a
future reward on the landing page, the user leaves
The zero moment of truth lasts a few
seconds: should I stay or should I go?

24. Is exit-intent really working?

25. Is exit-intent really working?

26. Is exit-intent really working?

27. Is exit-intent really working?

28. What can you do with exit-intent
interactions for an eCommerce website?

29. 1. Build an email list

31. 2. Find out why your visitors are not buying
with exit-intent surveys & logic branching

33. 3. Treat-objections in real-time

35. If the price is too high...

36. 4. Offer incentives

38. 5. Create scarcity

40. 6. Do real-time web personalization

41. The temperature in Bucharest is great
Result: +60,4% conversions for that category

42. 7. Recommend products

43. Recommended for you
See more>

44. 8. Reduce the choices

45. Result: The revenue/visitor by 81.52%.

46. Choice Reduction

47. VS

48. Result:
Consumers initially exposed to limited choices proved considerably more likely to
purchase the product than consumers who had initially encountered a much
larger set of options.
30%
conversion rate
3%
conversion rate

49. Source: Barry Schwartz
Details: http://www.ted.com/talks/barry_schwartz_on_the_paradox_of_choice

50. Bfashion is a fashion
eCommerce website present
in 12 countries in Europe

51. Bulgarian website
Shoes category
Non-filter users
+16% conversions

52. Czech website
Dresses category
Non-filter users
+8% conversions

53. Greek website
Shoes category
Non-filter users
+8% conversions

54. +18,60%
Add to cart Rate
100%
Statistical significance
+14,2%
Conversion Rate

56. >12k websites >3,5 BN visits / month

57. Thank You &
Thank you!
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