Download these free resources
We'll treat your email address with the utmost respect and won't sell it, rent it, or let it stay up past its bedtime watching horror movies.
Last updated: March 2019
…and then scroll down to read the accompanying ridiculously useful series of articles.
This is the first in a series of articles in which we reveal our 27 favorite ways to find out why visitors aren’t converting.
It’s pure gold.
It includes 208 resources—software, techniques and UX tools for finding out exactly why your potential customers aren’t converting.
In 2008, we published the most comprehensive article about how to understand your website’s visitors. Back then, there were hardly any tools for doing it: our list contained just fourteen. This, eight years later, is the first major update. As evidence of how much the web has changed since then, this version contains 208 resources.
Imagine you had to buy lunch for a group of people. But you had no idea what kind of food they liked.
You might decide to buy them whatever’s popular: “Most people like burgers,” you might think. “I’ll buy them burgers.”
Your success rate with that strategy would be okay. But how could you improve upon it? Buy better burgers? No, to get a breakthrough improvement, you’d need to get to know the people. In doing so, you might discover that one of them is vegan, that another loves pizza, and that another loves burgers but prefers salads at lunchtime. With a modest effort, you could greatly improve upon the burger strategy.
In the lower leagues of marketing, the burger strategy works okay. A local company can achieve some level of success by throwing in a guarantee, some testimonials and an urgent call to action. But things are much harder for a successful web business. A successful web business needs to understand its customers better than its competitors do.
So what do you need to know about your visitors? At the very least, you need to understand why most of them leave without buying.
Unfortunately, those non-converting visitors come and go without a trace. How can you find out what they wanted? How do you know what would have persuaded them to take action?
If you owned a real-life bricks-and-mortar store, this would be easy: You’d hear their objections. You’d be able to ask questions. You’d hear what they muttered as they headed for the door.
Capturing the voice of the customer is more difficult on the web, but it can be done. It’s what our Research Department does every day. Over the past ten years, we have carried out research into the visitors of companies in 80+ different verticals, in 11 languages, and in 37 countries. We have carried out thousands of experiments, measurably grown hundreds of businesses, and generated billions in revenue.
We often use the tools our clients are already using, so we have a lot of experience in what’s out there. This series of articles describes the tools and techniques that we have found to be the most useful, the ones that generate the most “insights per minute.” Each provides insight into a different aspect of your visitors’ behavior—including what the visitors want, what they like, how they make decisions, and what they don’t like. Together, the tools create a clear picture of how you can improve your website’s performance and profits.
This series of articles will no doubt persuade you to install multiple tools on your website. You may get tired of asking your developers to activate, manage and deactivate tags. So before we continue, you may benefit from installing a tag-management solution like Google Tag Manager. Tag-management solutions provide marketers with an easy-to-use interface that doesn’t require the user to have IT skills or IT permissions.
Alternatives to Google Tag Manager include Adobe Activation Core Service, Conversant Tag Manager, Ensighten, IBM Digital Data Exchange, Qubit Opentag, Rakuten Storm Tag Manager, Tag Manager by ImpactRadius, TagCommander, and Tealium iQ.
This article is the first in a series. The next part is here.