Although we believe in our product (and our customers seem to do so too), we feel the path from website visitor -> to free trial user customer is suboptimal and could / should be improved.
There are enough website visitors; still we have a feeling that the conversion rate could be higher. In order to know you need to measure and to compare different alternatives.

Most visitors either land on our homepage (about 24%), or enter our site through a landing page and pass in many occasions to the homepage during their visit. In any case their next visit will almost certainly start from the home page.

Due to this importance of the home page it is logical we try to enhance the home page. Thus a new home page layout was cooked up based on the original layout.

So far we only changed the top part (above the fold) to be more focused and clean:
- Less information thus more straightforward.
- Less distraction of too many items
- Less keywords in the top fold
- Less screen shots
We’re planning on taking small steps at a time, making sure each step can be measured.

Google Website Optimizer

We placed the 2 pages head to head using Google Website Optimizer, using the free trial page as the goal.

Google Website Optimizer is a free service from Google that enables you to test different pages or parts of pages and find out which converts better.
As you need to be able to make changes to your web pages, so some technical knowledge is required but GWO (as it’s often called) helps you through the process.

The Results

More than the double amount of visitors who passed by the new homepage went on to visit the free trial compared to the original homepage! (Though not sure how many of them will become paying customers – that we’ll see that later on)

When examining the difference between the 2 visitor segments in Google Analytics we were in for even more of a surprise:
The bounce rate has improved 12%: 63% vs 67% (vs 75% for the whole site) -> From 33% to 37% is a 12% improvement!

On the other hand the visitors entering by the new home page spend on average 44% less time during a visit, and visit 17% less pages! This is bizarre – does that mean they are less engaged? Or they understand faster the purpose of LEADSExplorer?
On the contrary, my dear Watson: New visitor rate: 74% vs 89% – a 15% improvement! This means visitors who see the new homepage are more likely to visit multiple times!

Conclusion

People watch less pages and leave our site earlier.
However a lot more of them come back later to continue visiting our site and eventually ask a free trial, or are convinced earlier in their visit to request a free trial.
This is reflected in the ‘Visitor Loyalty’ view of Google Analytics, which really shows a ‘long tail’ of repeat visitors for the new homepage.

Where should we focus next when optimizing our site?
How can we improve the flow from home page or landing page to the free trial?
What makes people decide to sign-up for a free trial?

What are your experiences with Google Website Optimizer?

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