I’m sure that some of you will disagree with the title of this post as soon as you see it, but hear me out (read me out?). Wether you are in publishing/content or straight up e-commerce, your pages are not making money inherently. Many executives and busines owners always have one of the two following question:
- “How much revenue has this page made?”
- “How well is this page converting?”
To preface the rest of this post and explain the title of this post, I am going to say that pages do not make money, and they do not convert. Crazy, I know. But, what does make you money and convert are the changes that you make to your pages.
Answering, “How much revenue has this page made?“
I do not want to turn this into a debate about revenue attribution at the page view level, so I will leave that issue for another time. So let’s just assume that you have some kind of repor that has page names and dollar amounts next to those pages. The answer to the above question is:
“Does it matter what that revenue number is if you aren’t changing anything?”
So you can trend a page’s revenue over time. So what? Let’s say that you sell hair dryers (why was that the first thing that popped into my mind?). Your sales of hair dryers are what make you money, not the view of some page on your site. Afterall, you are selling hair dryers, not page views.
I also want to take this opportunity to address the publisher/content sites out there. News flash, you are selling something! Your selling ad views, and video ad plays, not page views or time spent (or “engagement” of all silly things).
You should not be asking how much a page makes for you. You need to be coming up with ideas that you think can make a page better, and testing those ideas to see if you can create lift! A page that just sits there and is never, or blindely changed isn’t doing you any good. Does it really matter how much you think a page makes over time if you’re not trying to make it better to begin with?
You changes, improvements and efforts make money and create lift. A page sitting there isn’t doing you any good.
Answering, “How well is this page converting?“
Again, I would say that a page just sitting there is never converting any different that it ever has, so tracking the conversion rate of a page is pointless. You should be tracking how good YOU are at making changes that improve conversion.
Lift is as Important as Revenue and Conversion
Just like I feel that “engagement” is an excuse on the part of publisher/content sites, I feel that tracking how much a page makes or how well it converts is an excuse for not testing your pages and working on creating lift. If you really care how much a page is making or how well it’s converting, then you should have a hypothesis as to how you can make it better, and you should test that hypothesis to create lift.