How
to Maximize Your Ads, Traffic Sources, and Sales Process using
Clickalyzer.
Understanding
Traffic Quality
One
thing that any would-be successful marketer must understand, is that
all traffic is not equal. Moreover, you cannot measure success based
on how many visitors reach your website. These are myths that have
caused countless online businesses and would-be entrepreneurs to fail.
The
truth is, if you obtain ten thousand visitors a day, that does not
mean you will obtain a single sale. This is especially true if you
are obtaining "free" or "cheap" traffic. Typically
free or cheap traffic is quite useless and will visit your site only
to leave ten seconds later.
The
key is not to obtain a large amount of visitors, the key is to obtain
a large amount of "good" visitors. How do you separate good
traffic from bad? Simple. Are they reading your website? How long
are they staying? What language do your visitors speak? Are they buying
or not? These are all questions you must ask about your visitors to
determine if you are reaching the right kind of traffic.
Success
online is measured in interest and action, not in terms of traffic.
Having a thousand visitors means nothing, but having a thousand interested
visitors means a lot. In order to benefit from this article, you must
already be in a position that you are receiving good traffic to your
website.
Now
I Have Good Traffic, What Next?
Now
at this point you already have a traffic source. Up until now, the
burden has been on your traffic sources and not on the content of
your website. Once you have traffic, this changes. There are two keys
that must be in place in order to succeed online.
First,
you need to have traffic sources driving targeted traffic to your
website. The more traffic sources, the better. Second, you need to
have a website that can turn that traffic into sales. This article
focuses on this second key. Here we will talk about the process of
creating sales once you are already obtaining good traffic.
Your
goal should be to have as many positive traffic sources as possible
sending traffic your way. Every one of these traffic sources will
cost you, either time or money (or both) in order to send traffic
your way. Some of these traffic sources will pay for themselves and
yield profit, others will not.
Which
ads are profitable and which are not is something that is determined
by many factors. A great deal of these factors have absolutely nothing
to do with the traffic sources themselves, and everything to do with
your own advertisements and your website itself. Try different advertisements,
and test each one to determine which is best.
In
order to succeed, you must know which traffic sources are paying for
themselves, and which are not. You also must have a formula in place
to constantly improve the value of your traffic. Sometimes an ad will
not be profitable until you make changes on your end. It is important
to constantly test and analyze your efforts. This is the only way
you can be sure of what works and what doesn't.
Clickalyzer
is designed to help you isolate good traffic sources from bad traffic
sources. You can use Clickalyzer's interactive reports to determine
which traffic sources are working best, and even which ads within
those traffic sources are working best. You can use Clickalyzer's
filters to say: "Show me all the traffic from traffic source
X, with this particular ad".
Having
traffic is great, but it is only half of the equation for success.
Interested traffic must still be sold on your offer. This is where
your website comes in. In order to create sales from traffic, you
must be able to maximize the value of every visitor to your site.
You must be able to locate problem areas within your sales process
and eliminate them. You must be able to make positive changes to your
sales process that you know will create better sales.
Understanding
Conversion Rate and Value per Visitor
The
conversion rate is one of the most important pieces of information
you need to know in order to succeed. Basically, it refers to how
many people are sales for each hundred visitors to your website. For
example, if you get 5 sales for each 100 visitors, your conversion
rate is 5%.
Your
conversion rate directly impacts your revenue. If you are selling
a product for $100 and you are making one sale per hundred (a 1% conversion
rate), then assuming you have five hundred visitors a month to your
website, you are making $500 monthly revenue.
Now,
assuming that you have a 2% conversion rate in this same example,
you have doubled your revenue and you are now making $1,000 monthly.
Internet marketing is all about maximizing your conversion rate, that
is getting the most possible percentage of visitors to become sales.
The more people become sales, the more money you make. It is as simple
as that.
Value
per visitor is very similar to conversion rate, but represents how
much on average you make for every visitor to your website. For example,
if you are making $100 for each sale, and you are making one sale
for each hundred visitors, then you are earning an average of one
dollar for each visitor. Now, if you increase your conversion rate
to 2%, you are now earning $2 for each visitor.
Lets
say you sell a product for $20. If you are making 2 sales out of each
hundred visitors, then you are making $40 per hundred visitors, or
40 cents per visitor. Your conversion rate is 2% and your value per
visitor is 40 cents.
If
you ever plan to do pay per click advertising, it is absolutely critical
to understand the idea of value per visitor. If you know that you
earn a dollar on average for each visitor, you know that you can spend
50 cents a visitor and make profit. On the other hand, you also know
that you cant spend $2 per visitor or you will lose money.
To
increase your value per visitor or you conversion rate, you *MUST*
change your sales process. This is one of the key reasons Clickalyzer
was designed. Clickalyzer lets you analyze the changes you make to
your sales process in order to maximize your conversion rate, thus
maximizing your value per visitor.
Maximizing
the Value of Your Sales Process
Once
an interested visitor has landed on your site, they are now a potential
sale. It is now up to your website sales process to convince that
visitor to do business with you. Every website is like a sales department.
Your web pages work 24 hours a day 7 days a week to make you money.
Your
web pages are each like sales representatives - each having the job
of getting your visitors one step closer to a sale. If you can find
out which "sales people" are doing their job, and which
aren't, you can optimize the "good" pages, and fix the "bad"
pages - thereby increasing your total sales.
In
order to do this, you must first of all determine which parts of your
sales process are bad and which are good. Using Clickalyzer's reports,
you can examine each page of your website side by side and find out
exactly which pages are being read, and which pages are being ignored.
You can also find out which pages are more likely to yield sales.
Every
online business wants to have the best possible sales process. The
only way to do this, is to constantly improve your existing sales
process. Clickalyzer is not a tool that you use to simply know what
is going on, that is - the status quo.
Clickalyzer
is an interactive analysis tool that you can use to determine exactly
what is right and wrong with your existing sales process, so that
you can make positive changes thereby increasing your revenue.
Clickalyzer
shows you where potential problems exist, and then using more in-depth
reporting you can determine the *exact* cause of the problem. Finally,
you can make changes and let Clickalyzer show you if you made good
changes or bad changes. We will focus on how you know good changes
from bad changes a bit later.
Understanding
Split Testing
Your
sales process is made up of web pages, sales letters, advertisements,
lead capture forms, and many other elements. It goes without saying
that some ads to better than others, even if those ads are talking
about the same product. The key is to constantly improve each piece
of your sales process by making positive changes to it.
Lets
put this in perspective. Suppose I have written two sales letters
for my product. Now, I want to know which sales letter is "best".
How can I find this out? Simple. Whichever sales letter produces the
more sales, that is the sales letter I want to keep.
Now,
apply this same reasoning with every other piece of your sales process.
The ideas are the same. You test two different items, and you keep
the best one. You now have a naturally improving sales process that
will constantly increase your revenue.
With
Clickalyzer, you can run reports such as "Show me what sales
resulted from sales letter #1, order form #2, and show me which ads
they came from." By having access to this information, you can
easily compare many different sales letters, ads, lead capture forms,
etc side by side.
Many
people recommend simultaneous split testing. This means, having two
or three sales letters running at the same time, where each visitor
to your site randomly receives one of them. I do not personally use
this method, but there is absolutely nothing wrong with this method.
I
split test by running a sales letter for a few days, then a different
sales letter for another few days. By doing it this way, it is much
easier to understand and implement. Clickalyzer can be used in both
scenarios. With Clickalyzer, the idea is you want to run different
split-tests of different parts of your sales process and then do one
of two things:
1.
"Show me all the sales" - then go through the individual
visitor footprints of each sale to find out which pages they visited,
which pages they read, what sold them, etc.
2.
"Show me all the visitors who visited sales letter #1 and order
form #2" - and then determine the overall interest level (including
sales) of visitors who took that particular path through your sales
process.
Increasing
Your Conversion Rate
This
all ties back with what we have already discussed. Your conversion
rate is a direct representation of how good your sales process is.
If you improve your sales process, you also improve your conversion
rate. If you improve your conversion rate, you have also increased
the ROI of every ad you run, and you have increased the value of every
visitor to your website.
To
clearly understand your conversion rate, you must clearly understand
your sales process. Every sales process is different. In certain cases,
you may have many different sales processes running simultaneously
in order to test the results of each. Successful internet marketers
do not only analyze each piece of their sales process, but they test
multiple sales processes.
Your
sales process represents the *entire* process through which someone
sees your advertisement, through the time they become a customer.
It would be wise for you to write down your sales process in order
to clearly understand each element.
There
are two ways to increase your conversion rate. You can increase the
quality of the traffic visiting your website, or you can increase
your sales process itself. Clickalyzer focuses on both of these possibilities.
Clickalyzer shows you how good visitors are interacting with your
sales process, and on the other hand Clickalyzer also shows you how
good your sales process is interacting with your visitors.
By
having access to both of these key pieces of information you can much
more easily determine where the problems lie, and fix them much faster.
Use Clickalyzer to find out which traffic sources are sending good
traffic your way, and then maximize your ads and traffic sources.
Then use Clickalyzer to find out which parts of your sales process
are broken, and fix them.
Was
my Change Good or Bad?
When
you are making changes to your sales process, you need to have a way
to know if you made a good change or a bad change. Many people think
that a "good change" will result in more sales right away.
This is not the case. Often you will not know if a change was good
or bad until a month or so later.
How
many sales you are making is only one of many different methods to
determine if your change was good or bad. A much more effective method
is to use Clickalyzer to see if the overall visitor interest has changed.
If
you have made a good change, the odds are you will be able to see
a level of improvement in how long people stay on your site, and how
much they read. If you made a bad change, the odds are you will see
people reading less and not staying as long.
With
Clickalyzer, you can make a change to your sales process and then
the very next day check to see how long people are staying, and how
much they are reading. If you notice people are staying longer and
reading more, then you know you made a positive change and its time
to make a new change.
If
you are using sales as your sole indicator, it will take you a very
long time to improve your sales process. This is because most of your
changes will not result in any noticeable change of sales right away.
You might have to wait more than a month before you know if the change
was good or bad.
If
you are using visitor interest as your indicator using Clickalyzer,
you can recognize a good change even one day later. Because of this,
you can start on your next change much sooner. Once you made a positive
change, make another positive change. Keep making positive changes
and you will see a drastic increase in sales even right away.
This
is because you do not have to wait a month to know if a change was
good, but you can know right away and therefore make changes sooner.
This is how you can quickly increase your conversion rate, and start
making more money. Using this same principle, we increased our own
conversion rate from slightly more than 1% to over 6% in less than
3 months.
Finding
Problems in Your Sales Process
If
your sales process is not pulling the results you want, there are
three possibilities:
Possibility
#1. It is not the fault of your sales process, the traffic itself
is at fault. Use Clickalyzer to determine this by checking the interest
level of your visitors in general. Are they reading your pages? Are
there differences from people from a certain traffic source vs another?
If
you notice that the traffic is about the same from "good"
traffic sources as it is from "bad" traffic sources, then
most likely you need to look into your traffic generation methods
and not your sales process. Some good Clickalyzer reports to use would
be:
"Show
me all traffic from traffic source A" then: "Show me all
traffic from traffic source B" If they seem about the same (and
they are both bad) then you likely need better traffic.
"Show
me how many sales vs traffic I had from traffic source A" then
do the same for every other traffic source. If you notice that the
conversion rate for each traffic source is very low, then you definitely
should consider getting new traffic.
Possibility
#2. You are using the wrong sales process. There are many different
types of sales processes, and I couldn't list all of them if I wanted
to. Moreover, depending on the product or service you offer, you will
want a different sales process.
To
determine if this is the problem, use Clickalyzer to see if each part
of your sales process is being visited, and see also that visitors
are showing interest in each part. If you notice that people reach
a particular point in your sales process and then leave, or if you
you might consider restructuring your sales process. If you notice
that people finish the entire sales process, and do not buy, you might
consider making the sales process longer. Some good Clickalyzer reports
to use would be:
"Show
me all the visitors who visited Part 1, Part 2, Part 3, Part 4, and
Part 5 of my sales process"
"Show
me all sales" (then see which parts they visited)
"Show
me how long people stay on each part of my sales process"
"Show
me how much of each part of my sales process people actually read"
Possibility
#3: You are using the right sales process, but a piece of it is missing
or broken. You can determine this by seeing if there is a certain
point in your sales process that people "stop". The best
course of action here is to add in a piece to your sales process to
see if that increases your results.
It
is important to keep in mind that each part of your sales process
depends on the previous parts being finished. You might find that
the problem is that a previous piece is being "visited"
by not read. Just use Clickalyzer to ensure that each part of your
sales process is being "finished" before the next part begins.
This is where the advantage of being able to see how much of a page
is being read and how long people stay on a page comes in very handy.
Some good Clickalyzer reports to use would be:
"How
many people finish Part #1" (then do same for all other parts,
and make sure each part is being finished"
"How
many people finish up to a certain part, but go no further" (Try
this for each part you suspect of having a problem, and then fix the
problems)
"How
many people who visit Part #1 become a sale" (then do same for
all other parts, try to find a major inconsistency.)
Fixing
the Problems in Your Sales Process
Once
you have determined a problem in your sales process, the next step
is to fix that problem. Remember, your entire sales process is only
as strong as its weakest link. Even if your first part, second part,
and third part are fantastic, a lousy fourth part will cause the sale
to be lost. This is why it is so important to know where your sales
process is working and where it is not.
Clickalyzer
is more than a diagnostic tool. You can also use Clickalyzer as a
"What if" comparison tool to determine if a change is likely
to be positive or not. For example, you could be thinking of getting
rid of a certain page on your website.
Using
Clickalyzer you could say: "Show me how many sales happen from
people who do visit this page" versus "Show me how many
sales happen from people who do not visit this page." If you
notice a much higher conversion rate for people who do not visit the
page, you can simply get rid of the page and feel confident that you
will have made the right choice.
You
can use this same concept to correct whatever problem might be losing
your sales. Run several different reports of different potential scenarios,
and when you find the scenario that is working best, just try to make
that scenario the most likely.
For
example, if you notice that people who visit Sales letter #2, and
Order form #5 are more likely to buy than people who visit Sales letter
#3 and Order Form #1, then get rid of Sales Letter #3 and Order Form
#1 and therefore you now have a higher conversion rate.
Understanding
Lead Capturing
Many
times you might not be getting the results you want because you are
trying to sell people directly. One very important thing you must
keep in mind, is that once someone leaves your website they are very
unlikely to ever return. The more information you can get about a
person, especially contact information, before they leave - the better.
This
is the idea behind lead capturing. Rather than lead someone to a website
which tries to sell them outright, you lead them to a website which
asks them for bits of information such as their name, email address,
and phone number. Then only after you have this information do you
actually go to the next phase of the sales process.
Your
goal is to be able to make sales from people who visit your website
and are sold right away, and also to make sales from people who are
not sold right away but left contact information so that you could
reach them later on. It has been my experience that you will make
just as much or more money contacting leads as you will from people
buying on your website directly.
To
capture leads, you must create a form on your site that your visitors
can fill in. The best things to ask for is name, email address, and
phone number. You must have a way to save this information so that
you can use it later. This requires a small bit of technical know-how,
but it is very worth learning how to do this.
When
you capture leads, you must be careful to make sure to inform your
visitors that their personal information is private and that you will
not share it with anyone else. Many people are reluctant to give out
their personal information because they feel that if they do, they
will start getting tons of emails and phone calls from people they
never gave permission to contact them. Everything you can do to ease
their fears will greatly benefit you.
Also,
typically people must have an incentive to fill out such a lead form.
For example, offer a free bonus to whoever fills out the form. This
way you will be able to obtain more leads, as people will have a reason
to fill out your form.
If
you plan to call leads, which I would highly recommend, then it might
be a good idea for you to have another form after the first form which
will ask for more specific details, sort of like a survey. By doing
this, you will be able to determine the best people to call based
on their interest level. Certainly someone who took the time to fill
out a small survey in addition to just giving you their name, email,
and phone number are more likely to buy from you.
Carl,
do you think my website looks good?
I
hear this question all the time. The fact is, I am not the person
to ask. Neither are you. The fact is, only your own visitors can determine
if you have a good website or not. This is one of the reasons Clickalyzer
is so valuable. If you know how interested your visitors are when
they see your website, you know if you have a good website or not.
Use
Clickalyzer's Visitor Footprints report to analyze the actions of
visitors on your website to determine if they are finding your site
interesting. If they are not, then make changes to your site and use
Clickalyzer to see if those changes are good or bad.
Each
visitor to your site is a unique human being, and each will have their
own ideas of what will interest them. Only by looking at each of your
visitors can you truly know if you are sparking the interest you are
hoping for.
Just
so that you know, the majority of visitors to your website will never
do anything. Do not let this discourage you. Whereas many people will
not do anything after visiting your website, the rest are who you
want to analyze.
For
this reason, it is good to use Clickalyzer to say something like:
"Show me only visitors who stayed at least five minutes who read
at least 20% of my sales page." This way you do not find yourself
analyzing useless traffic.
Research
is Key
Remember
that no matter what it is you are selling, there is always someone
out there trying to sell something similar. Even if they are not selling
the exact same thing, or if yours is much better, you can still learn
from your competition and from other businesses within your industry.
Do
not be afraid to visit your competitor's websites and other websites
within your industry. If you need to know how to make your website
look to be successful, the best place to start is by looking at a
website within your industry that is already successful. Certainly
you do not want to copy them exactly, but you can get ideas from what
they did and implement some of those ideas on your own website.
Pay
close attention to the sales processes, the order forms, any methods
of lead capture, the overall layouts, and any other items you think
are significant. If you have a website that looks as good as your
competition, you are well on your way. You must know what successful
websites look like in order to make your own.
In
this article we have focused on the second factor to any successful
web business, which is the quality of your sales process. We have
looked at methods to use Clickalyzer to find and fix problems, as
well as to test and analyze each part of your sales process. We have
studied many different examples of Clickalyzer reports you might run
in order to help you achieve the best results possible.
Clickalyzer
is a system that makes it easy for you to easily and accurately determine
which ads, sales letters, traffic sources, lead capture forms, web
pages, - you name it - are working, and which are not. Clickalyzer
focuses on every aspect of your online marketing and gives you information
that is not available anywhere else - including where on a page someone
loses interest, or what happens on websites you do not own.
You
can run customized reports with great detail such as:
"Show
me all visitors who came today, stayed at least five minutes, read
half my sales letter, visited my benefits page, who became a sale"
You
will know every action that every visitor takes, which ad they came
from, which ads are resulting in signups, sales, subscriptions, and
so forth. You will have a clear understanding of exactly where your
sales process is effective and where it is not. You will have a clear
understanding of which keywords and search engines are generating
sales, and which are generating useless traffic.
Once
more, you will know exactly what you need to do in order to turn more
of your traffic into sales, and to easily maximize your sales process
to turn more visitors into sales."
Even
more amazing, you will be able to do this even for affiliate websites
that you do not personally own!
So,
what do you do now?
To
summarize, the successful internet marketers use
Clickalyzer to give them an extra advantage. One of the best
ways you can start reaching the levels of the “gurus”
is to use Clickalyzer in your online business.
No
other analysis system available anywhere is able to show you
the information that Clickalyzer does. Remote Tracking is
a feature that is exclusive to Clickalyzer, and that one feature
will give you an edge you simply didn’t have before.
Beyond that, you will be able to find even where on a page
someone stopped reading, and much more.
Trying
Clickalyzer is Risk-Free. Simply click
here to begin using Clickalyzer in your online marketing. Click here to find
out how Clickalyzer's powerful reports are guaranteed to help your
online business succeed!
You
have nothing to lose and a world of income to gain through the knowledge
that only Clickalyzer can give you.
