Thomas from Ariyh - 🎓 Ask “How many?” not “Want one”?
🎓 Ask “How many?” not “Want one”?Conversions increased 14% and total sales 28% when call-to-action (CTA) buttons directly made people decide about quantity (e.g. “Buy 1” vs “Buy 2” vs “Buy 3”).New to Ariyh? Join 10,409 evidence-based marketers for 3min practical insights 💡 from scientific research 🎓 to get better marketing results 📈 Today’s insight is brought to you by… Storyblok What is a headless CMS? And why should your agency care? As a digital agency, you need to put your best foot forward when building your customers’ online presence. And for that you need the right tools. A headless CMS is the answer. Your clients will love how easily they can reuse content across all their channels. Check out all benefits of headless CMS, for both customers and agencies. Previous insight: How email coupons drive sales (100+ more insights here) 📢 New - Classified Listings on AriyhSponsors are what keep Ariyh open and accessible at no cost. And they love Ariyh. Demand has been through the roof. Sponsorships are sold out for the next 5 months(!) So I am now offering a new way for more of you to share your product, services, or job openings with 10,000+ experienced marketers.
Starting in the coming weeks - at the end of each Ariyh insight - you will find up to 3 classified listings. These are affordable text-only announcements that let evidence-based professionals discover what you offer, without harming the experience of reading Ariyh. Just like the classified listings you would find at the end of newspapers. Or scroll to the end of this insight to see what they look like. 📝 IntroResearchers just discovered a new way to make it more likely that people will click on a product’s “Buy” button. It’s surprisingly simple, and nobody seems to be using it yet. Yes. This is probably most (online) marketers’ holy grail. Use multiple CTA buttons with different quantities to boost salesChannels: Ecommerce | Website | Retail 📈 RecommendationOn your website, change your product purchase CTA from a ‘Whether to buy’ focus (e.g. “Add to cart”, “Buy”) to a ‘How much to buy’ focus (e.g. “Buy 1”, “Buy 2”, Buy 3”). Display the CTAs with different quantities next to each other (see example below). When people click on one, update the buttons to have them modify quantity (e.g. “Buy 1 more”). People will be more likely to buy your product, and will probably buy more of the same product at a time. Displaying Walmart’s product page in this way would increase the likelihood that people order the product 🎓 Findings
New here? Subscribe for the latest marketing research 💡 from top business schools 🎓 in 3min practical insights 📈 🧠 Why it works
✋ Limitations
🏢 Companies using this
On Walmart’s website, people need to first choose whether to add an item to a cart After choosing to buy the product that they can choose the quantity they want, either on the product page Or from the shopping cart page On Target’s website, people can choose the quantity they want in a dropdown next to the main CTA. This method also performs worse than the new technique. ⚡ Steps to implement
🔍 Study typeLab experiments and field experiment (on HP’s U.S. website between March 6, 2019 and March 23, 2019) 📖 ResearchThe Importance of Selling Formats: When Integrating Purchase and Quantity Decisions Increases Sales. Marketing Science (May 2022). 🏫 Researchers
Remember: This is a new scientific discovery. In the future it will probably be better understood and could even be proven wrong (that’s how science works). It may also not be generalizable to your situation. If it’s a risky change, always test it on a small scale before rolling it out widely. 📋 Classified listings
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Older messages
🎓 How email coupons drive sales
Tuesday, June 14, 2022
In a series of 70 experiments, 90% of the sales increase was because email coupons worked as effective ads and people bought other products, not because they used the special discount.
🎓 When to use slow vs fast ads
Tuesday, June 7, 2022
Ad speed influences which type of message works best. Slow ads work best to communicate benefits and quality. Fast ads are best for features and prices.
🎓 Use cold colors in B2B, warm colors in B2C
Tuesday, May 31, 2022
B2B social media images attract more positive engagement when they use cold, dark colors because they signal competence. Warm colors trigger emotions so they work better in B2C.
🎓 Clever humor boosts your brand
Tuesday, May 24, 2022
Clever and witty humor increases feelings of brand warmth and competence, and makes people more likely to engage with you. Generic humor doesn't work.
🎓 When 1¢ sells more than free
Tuesday, May 17, 2022
Promotions that offer an extra upgrade (eg a bigger size, an additional product) sell more if people need to pay a small amount for the upgrade (eg 1¢), instead of getting it for free.
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