➡️ https://dropshipunlocked.com/customerswhoclick

Use the link above to book a call with Will’s team and find out how they can help you scale your ecommerce business.

🗣 In this episode, Lewis and James welcome Will Laurenson from Customers Who Click. Will is the founder of Customers Who Click, a performance-based CRO agency for ecommerce brands.

Their unique UAM Method has driven over $20m in incremental revenue for their clients in the last 12 months. Learn how to improve your Shopify conversion rate with his expert insights.

Get your copy of Lewis’ new book - The Home-Turf Advantage ➡️ https://www.htabook.com/?el=blog-55-will-laurenson-expert-cro-strategies

👉 Do you know someone who would love this? Share this video ➡️ https://youtu.be/9zhoL03AE44?si=_aoKi7BR52T_anof

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For Aspiring Business Owners or Side Hustle Seekers Based In the UK…

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Links and Resources Mentioned:

Boost your email marketing with Klaviyo: https://dropshipunlocked.com/klaviyo

Get Shopify for £1 a month for 3 months: https://www.dropshipunlocked.com/shopify

Get a free trial with a professional phone line: https://www.dropshipunlocked.com/circle

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Key Takeaways:

★ CRO is crucial for e-commerce success, especially with high-ticket items.

★ Effective CRO strategies can lead to significant revenue increases.

★ User experience plays a vital role in boosting conversion rates.

★ Leveraging customer feedback and analytics is essential for CRO success.

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Learn More:

➡️ When people are ready to create time and financial freedom for themselves, they visit - https://www.dropshipunlocked.com/free?el=blog-55-will-laurenson-expert-cro-strategies

➡️ Subscribe to The Dropship Unlocked Podcast to stay up-to-date on the latest episodes, and leave a like to help others discover the show.

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Topics Discussed:

In the "Boost Your Shopify Conversion Rate" episode of the Dropship Unlocked Podcast Ep 55, Will Laurenson, the founder of a performance-based conversion rate optimisation agency for E-commerce brands, shared his expertise on conversion rate optimisation (CRO) for e-commerce businesses, particularly those selling digital products. He emphasised the importance of addressing customer anxieties and providing clear product information to increase conversions. Laurenson also discussed the significance of off-site trust signals, such as social media reviews and testimonials, and the importance of collecting zero party data from customers. The speakers suggested using quiz-style surveys or opt-in pop-ups to gather this data in a non-frictional way. They also recommended using Google Analytics to identify issues in the e-commerce purchase funnel and focusing on getting customers to answer initial questions on e-commerce websites to increase completion rates. Overall, the episode provided numerous actionable tips for e-commerce store owners looking to improve their conversion rates and grow their businesses.

00:00:00 In this section, Will Laurenson, the founder of customers who clicked, a performance-based conversion rate optimisation agency for E-commerce brands, shares his journey into the world of conversion rate optimisation (CRO) and how he came to focus on E-commerce brands. With over $20 million in incremental revenue generated for his clients in the last 12 months, Laurenson discusses his experience with businesses that believed their websites were functioning optimally despite high drop-off rates and customer inquiries about basic information. He offers one piece of actionable advice for e-commerce store owners looking to improve conversion rates: ensure that customers can easily find what they want, have their questions answered, and are convinced they've chosen the right product.

00:05:00 In this section, Will Laurenson shares his experiences with optimising conversion rates in digital businesses, particularly those offering digital products. He explains how he identified issues in two businesses by analysing usage data and speaking to customers to understand their needs. Laurenson then highlights the importance of conversion rate optimisation (CRO) for ecommerce businesses, especially those selling higher-priced items. He emphasises that CRO is about revenue optimisation, focusing on various touchpoints where customers interact with a brand to provide feedback and improve the business long-term. Over-incentivising purchases, such as offering free shipping or large discounts, can lead to short-term gains but may result in customers sending products back or not returning for future purchases.

00:10:00 In this section, Will Laurenson shares an experience of purchasing a discounted product that sat on his shelf for six months before he realised it was disgusting. He emphasises the importance of not over-incentivising customers with excessive discounts, as they may not return and the lifetime value of such customers is likely to be low. Laurenson also highlights that commercial optimisation, or conversion rate optimisation (CRO), is not just about conversion rates but is a long-term growth discipline for businesses. He introduces the UAM methodology for website optimisation, focusing on usability, anxiety, and motivation. Usability refers to how easily customers can find and purchase what they want on the website, while anxiety involves addressing any questions or concerns customers may have about the products or business. The speaker then discusses the importance of providing all necessary information about products on product pages to help customers make informed purchasing decisions.

00:15:00 In this section, Will Laurenson discusses the importance of addressing potential customer anxieties and providing clear product information to increase conversions. He shares examples of how failing to provide essential information, such as nutritional content or installation instructions, can negatively impact sales. Additionally, he emphasises the significance of addressing customer concerns about the legitimacy of the business and the benefits of the product. Laurenson suggests using social proof, such as positive reviews and engagement on social media platforms, to build trust and credibility. Ultimately, the key to successful conversion lies in addressing the customer's pain points and desired outcomes, making the purchasing journey as seamless as possible.

00:20:00 In this section, the focus is on creating a mentality that keeps customers on your website and prevents them from seeking alternatives. The key to achieving this is through customer research. Businesses should speak with customers to understand their pain points, desired outcomes, and reasons for not making a purchase. This information can then be used to optimise websites and advertising strategies. For those without an email list, reviews and customer service tickets are valuable sources of customer feedback. Brands should ensure essential information, such as shipping and returns policies, is easily accessible and visible on their websites. By analysing customer feedback, businesses can gain insights into what improvements can be made to better meet customer needs and expectations.

00:25:00 In this section, they discuss the importance of considering off-site trust signals to enhance e-commerce store conversion rates. Off-site trust signals refer to elements that build credibility outside of the website, such as social media reviews and testimonials. The speakers emphasise the significance of these trust signals, as potential customers often look for them before making a purchase. They also mention the use of tools like Chat GBT for analysing customer interviews and feedback to gain insights into common pain points and improve the shopping experience. When it comes to selling high-ticket items, the speakers suggest focusing on providing comprehensive information, making comparisons with competitors, and nurturing leads through retargeting and recognising different intent levels at various stages.

00:30:00 In this section, Will Laurenson and the speaker discuss strategies for capturing customer data beyond just email addresses. They suggest retargeting potential customers with videos or information to encourage them to leave their email addresses. The importance of zero party data, which is data given voluntarily by customers, is emphasised. They provide an example of a high-ticket item, such as a premium outdoor barbecue, and suggest asking customers questions about their experience, preferences, and cooking needs to gather zero party data. This data can then be used to tailor email content and provide value to the customer. The speakers also discuss using quiz-style surveys or opt-in pop-ups to collect this data in a non-frictional way, ensuring that the data collected is actionable and can be used to segment emails and personalise content.

00:35:00 In this section, Will Laurenson and Lewis Smith discuss the importance of getting customers to answer initial questions on ecommerce websites to increase completion rates. They suggest having a good question up front, such as "what style of barbecue are you looking for?" to gather data and segment customers into flows. This allows for relevant content to be presented in follow-up emails and landing pages. Additionally, having a landing page gives the option to pixel visitors and retarget them with specific messaging related to their category. The speakers recommend using Google Analytics to identify issues in the ecommerce purchase funnel, specifically focusing on product view rate, add to cart rate, and checkout rate. Minimums for these rates are 60% for product views, 13-14% for add to cart, and 50-60% for checkout. Anything lower than these figures indicates a problem and requires investigation using behavioral analytics tools like Hotjar or Crazy Egg.

00:40:00 In this section, Will Laurenson discusses the importance of understanding user behavior on your website to identify and fix conversion issues. He suggests using Google Analytics to analyse user sessions, specifically focusing on those who do not visit product pages and observing their actions. If resources and data allow, user testing through tools or in-person feedback can provide valuable insights. Will also mentions his agency's unbeatable CRO (Conversion Rate Optimisation) guarantee, which aims to generate an additional £100,000 in revenue within 90 days for brands doing over £350,000 in revenue. Listeners interested in learning more can book a call or find more information on the agency's website. Additionally, Will shares that he frequently posts CRO and ecommerce tips on LinkedIn.

00:45:00 In this section, hosts Lewis Smith and James Eardley express their appreciation for the insights shared by their guest, Will Laurenson, on conversion rate optimisation for e-commerce businesses. They emphasise the transformative impact of such practices and the abundance of actionable tips provided by Will. James Eardley particularly highlights Will's unique U A M approach and expresses his excitement about implementing these tactics into their own businesses. The hosts encourage listeners to take action and make small adjustments to improve their user experience, conversion funnel, and overall profitability. They also remind listeners to leave comments, reviews, and questions on the podcast's YouTube channel for future episodes. In response to a listener's question, Lewis Smith clarifies that they work with suppliers who offer drop shipping as one of their fulfillment methods, but not necessarily solely drop shipping businesses. The focus is on finding suppliers who are experienced with drop shipping and can handle all aspects of delivery and fulfillment, ensuring a smoother integration into the e-commerce business operations.

00:50:00 In this section, the hosts discuss the importance of finding reliable drop shipping suppliers and share a review from a listener who found the podcast inspiring. They also invite listeners to leave a review for a chance to join their masterclass program for free. The episode concludes with a reminder to subscribe for more strategies and success stories, and a promise of more insights on the next episode.

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