Site Optimization and Targeting

All visitors are not the same, they can come in through different marketing channels, enter your site at different pages and view different parts of your site. One of the great things about the Web and the tools that we have, is that you can not only know that your visitors are doing different things, you can measure and then act on it. TV for example has to rely on sampled, panel services (i.e. Nielsen) where you might make an estimation about the different groups of people that saw your ad. On the Web, we know what visitors viewed and exactly who viewed it! If you have a robust analytics solution, you already have this data. The question is, what ,if anything, are you doing to act on it?

As an Omniture user, I have always relied heavily upon tools like Omniture Discover, because of the fact that it lets you segment your visitors into more meaningful groups. So, I can easily see for an e-commerce site, that the people clicking on the “View Larger Image” link on a product details page have a conversion rate that is 200% higher that those visitors that do not click on that link. Shouldn’t I be doing something about that? Like running a test to optimize that link for the visitors that have not been clicking it?

If you are currently or will be running a site optimization solution like Omniture Test&Target, you should always be running monitoring campaigns on your site. This can allow you to always be tracking and reporting on how different segments of your visitors are converting on your site, allowing you to quickly act by launching a test that is targeted towards a high-value segment of your visitors.

You should consider targeting your site optimization efforts towards different segments of visitors such as:

  • Logged in visitors (vs. not logged in)
  • Visitors from paid search campaigns
  • Visitors from natural search
  • Visitors using specific keyword phrases on search engines
  • Visitors from email campaigns
  • Visitors that stop at a certain point in your conversion funnel
  • First time visitors
  • Repeat visitors
  • Visitors that enter your site via a specific page
  • Visitors from a specific geographic location

Targeting your site optimization efforts to segments for visitors is usually more effective than just launching a test that is served to all visitors of your site as if they were equal. The reason, is that with different segments, you have an idea of their intentions. For example, if you are targeting a test that changes laptop product imagery for visitors that are entering your site after searching for “laptops” on Google, you know that your test is being served to the segment of visitors that is actively considering purchasing a laptop at this time or in the near future.

When considering site optimization, always ask yourself for which group or segment of visitors is this test targeted? You should see your site optimization efforts paying off more quickly if you are targeting your tests.

One thought on “Site Optimization and Targeting

  1. Great Post Jason. I can’t tell you the number of times Monitoring Campaigns prove handy. In fact just today I was working with a client who wanted to test skipping an interstitial upsell page before landing the visitors into the cart. Well, we set up monitoring campaign to see just how many visitors were taking advantage of the upsell and the results were so striking that we decided it wasn’t worth removing this page. :)

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