“Shifts in online business objectives are becoming apparent, from increasing traffic to optimizing on-site conversions & sales”

This is a quote taken from the recent trending report by Econsultancy (Measurement, Analytics and Optimization: Market overview) that I tweeted about which led to the following twitter conversation with @techvs:

@techvs – Hi Paul. Who is presenting this as ‘new and innovative’? It is as old as the sea for the enlightened few. Logical & obvious.
@paulrouke – I agree, although the enlightened few have yet to convert the masses who still focus on traffic over on-site conversions
@techvs – that is SO SO true. I am still surprised by number who do not recognise / understand / work the sales process
@paulrouke – this need for enlightenment is a main reason why I developed my conversion optimisation masterclass – http://is.gd/bs9v8
@techvs – trying to teach the old master? I remember (trying) to do it before mobiles, PC’s, etc – database was paperwork! Happy days
@paulrouke – fingers crossed I won’t be making the same comments in another 2 years! Surely the penny will drop at some stage for website owners
@techvs – It hasn’t dropped for the majority in the years since I started in 89….why now? People follow the crowd – down the wrong road
@paulrouke – good point. Also, wait till they hit the roundabout with a new exit called Social Media Marketing Avenue – more traffic anyone?

At PRWD we are continually banging the ‘conversion optimisation‘ drum, and the challenge of educating, enlightening and winning over the majority of business owners (apart from the ‘enlightened few; as @techvs described) is something that I genuinely love doing.

The New Challenge – Social Media Marketing is More Sexy Than ‘Usability’

As I eluded to in my final tweet, there is a very real possibility that alot of businesses will miss the ‘turnoff’ for improving the usability and conversion rate of their online presence and instead follow the bright lights down the social media marketing road. So rather than making sure their existing website has been correctly configured with analytics, allowing them to accurately track their on-site conversion rates and ROI from any SEO and SEM that they invest in, they may well proceed with investing in new, exciting and sexy social media strategies to drive yet more potential customers to their website.

Education, Education, Education

One of the ways in which I tackle the challenge of educating business and website owners about the importance of on-site performance measurement and conversion optimisation is by delivering my masterclass, succinctly titled ‘Generating More Leads and Sales from your Website’.

The masterclass description goes as follows:
Learn a range of tools, tips and techniques so you can understand how your website is performing for your business and how you can improve it so you can get more visitors to ‘do what you want them to do’ once they arrive on your website (enquire, place an order, call you, request quote, download brochure, sign up to your newsletter).

Sample slides from the masterclass

Calculating the ROI of improved on-site conversion rates

As well as the educational element, another vital tool in helping to demonstrate the sales and profit impact to businesses by improving the conversion rate of websites can be seen in our e-commerce conversion optimisation calculator and our lead generation conversion optimisation calculator.

So, More Traffic or a Better Conversion Rate?

Why not both I would say! Just don’t ignore the significant opportunities to improve your on-site conversion rates before investing in driving traffic to your website…

In summary I’m looking forward to PRWD continuing like many other conversion optimisation focused businesses such as FutureNow to beat the ‘optimising on-site conversion rates’ drum.

Anyone care to join us?

What is interesting is to look at the key differentiators between our SME clients and our other much larger, well known clients.

• Budgets - of course budgets vary significantly, from a few thousand pounds to ten thousand pounds and upwards
• Expectations - SME clients tend to feel like online can’t always play an integral role in their sales and marketing activities, but bigger brands expect much more from the online channel
• Traffic versus conversions – SME’s will rely mainly on traffic generation techniques to increase enquiries and sales, where bigger brands look at both traffic generation and visitor conversion (to varying degrees I must add!)
• Are all visitors potential customers? – SME’s will tend to treat all site visitors as ‘potential customers’, especially when viewing web analytics, whereas bigger brands focus on segmenting their traffic information to identify which visitors are more likely to convert into an enquiry or sale

What Usability Doesn’t Mean for SME’s

There are a wide variety of services within the ‘usability’ field which, realistically, aren’t going to be used often by SME’s due to budget constraints. These services include:

• user testing in labs
• field studies
• focus groups
• expert evaluations
• card sorting
• in-house usability consultancy
• full user-centered design processes
• information architecture planning and development

What Usability Does Mean for SME’s

This isn’t to say that SME’s can’t benefit from the principles of ‘good usability’ to help them improve the effectiveness of their website and online marketing activities.

Primary ways for SME’s to embrace and benefit from usability include:

• using the free web analytics tool Google Analytics to track and monitor visitor activity
• carrying out guerilla style usability testing (more on this explained in this presentation on improving online performance)
• consider how your website currently caters for your key target customer (messages, information, services, useful tools, easy contact methods)
• use another free tool Google Website Optimiser to test a different version of your primary action page on your site
• calculating the potential sales and profit improvement you can expect to get using a ROI calculator (either for lead generation websites or for e-commerce websites)
• treating your website not just as a complimentary promotion of your business but with the potential to become an intregal part of your sales and marketing activities

Masterclasses for SME’s and Micro Businesses

I am delighted to not only be taking part in the first official LEAD programme (a leadership and business development programme) delivered by TMI with 17 other managing directors of micro businesses, but I am also delivering a masterclass to these business owners on ways in which they can start to improve their websites to generate more business. The first masterclass I am delivering is on Monday 15th March 2010, and it is open to non LEAD business owners by prior arrangement.

What SME’s Can Learn About Usability To Increase Profits

For the masterclass which is delivered over two and half hours, the outline of what I will speaking about is below:

• Google Analytics – how you can use this free tool quickly and efficiently to understand whether your website is performing well
• Online enquiries – how you can encourage more visitors to make an enquiry
• E-commerce – best practice advice if you are selling online to encourage more people to buy from you
• Case studies – how to improve online enquiries
• Making the move from offline to online sales/marketing strategy – myths, considerations, opportunities

Masterclass Plans and Objectives

My plan is certainly to make the masterclass sessions very engaging with lots of participation from the SME business owners who will attend. I would say the three main objectives for this masterclass are:

1. Generate genuine awareness of what tools and techniques SME’s can use to improve their websites
2. Demonstrating that ‘usability’ isn’t just for big businesses, and that any size business can benefit from better measurement and usability led improvements
3. Planting the seed for business owners to consider making online a much more integral part of their sales and marketing strategy

Summary

As this article points out although there are many usability led activities which aren’t feasible for many SME’s, there is absolutely no doubt that micro businesses and SME’s can benefit from improved usability of their website and online marketing. If you are in this position or have friends and colleagues who run small businesses, feel free to give us a call to see how PRWD can help increase your sales and leads from the online channel.

It would involved me providing 200 words of advice to the business Justin Guitar looking for expert advice and guidance on a particular challenge or objective they have with their e-commerce business.

Naturally I was delighted to provide some recommendations (see below) and you can also view the full article as a pdf which includes the companies business challenges, my recommendations, plus feedback from the business owner having seen the advice I had put forward.

Download the full business clinic article from Royal Mail (pdf)

Paul Rouke's advice on Royal Mail's ask the expert clinic

By taking part in this Ask The Expert business clinic I was then asked if I would take part in a range of ’1 minute mentor sessions’ on video, which provide businesses who go on to the Royal Mail’s SMART portal with expert tips and advice in areas such as marketing, improving conversion rates, improving efficiency, multi-channel retailing and delivery options.

More information and links to the videos will follow soon, although you may well find the videos by taking a look at the SMART portal.

I would recommend having a read as the usability issues that I talk about are what we have all experienced during our working lives, and there is extensive research provided which proves that the majority of business systems and software solutions in the market don’t value usability anywhere near as highly as we would always advocate.

The article includes my:

• evaluation of the enterprise level software market
• industry analysis on the lack of importance placed on usability in software
• advice on how businesses can attempt to improve the usability of their existing systems
• advice on how User-Centered Design should be embraced for businesses looking at bringing in new internal software systems
• summary of why usable internal business systems shouldn’t be a pipedream

Further reading

• User-Centered Design for Lean Manufacturing Business System Improvements
• User-Centered Design and Agile Development
• User-Centered Design Process Overview
• PRWD Press Release – Bringing User-Centered Design Into A Manufacturing Business

So why are UK companies taking so long to catch on? Below are a few issues which I think are to blame.

Afraid of the unknown

For many, the online world is something they are still getting to grips with and at first it can be a daunting task to keep up to speed with the continually changing online landscape. But we all know not to knock it until you’ve tried it, and those who aren’t are getting seriously left behind.

Not buying into the idea of ‘web 2.0’

Frequently I hear ‘but we have a website, we don’t need anything else’. These little figures from Microsoft digital advertising solutions, speak for themselves:

• 73% of UK social networkers have visited the personal space of a brand
• 16% have had a dialogue or sent a message to a brand
• 68% will visit a website related to what they have seen or read on a friend’s site

It’s not enough to simply have a website – consumer’s use a range of different networks and sites to find out about your business and brand.

According to research by Hitwise (Hopkins, 2006) , social networking site MySpace is responsible for more Traffic flow into the HMV.co.uk music portal than both the Yahoo and MSN UK search engines.

Confusion on how to measure the results

There’s no jiggery pokery involved, and compared to some forms of activity this is one of the more tractable and measurable activities. On the simplest level of measurement; conducting searches to determine the number of times a brand was mentioned on forums and blogs is a good self analysis tool. However there are some pretty smart ways and means of tracking conversations about your brand which range from monitoring online share of voice within a particular sector, analyses of content and tracking micro blogs to name a few.

Not sure where to start?

A good starting point is a company blog, something that we here at PRWD could help you set up. It gives your customers and possible consumers the opportunity to see a more personal side to the company and allows them to participate and comment – and as marketeers and usability professionals know the key to building brand loyalty is getting the consumer highly involved with the brand.

What is multifaceted navigation?

In short this is an advanced navigation method where shoppers can filter out large sets of products or content by a variety of product attributes (sizes, colours, features, price range, specifications).

User benefits of multifaceted navigation

1. they can choose to be specific about the products which they are being shown
2. your users are empowered by the way you allow them to dynamically manage your product database
3. users can compare products by specific features, for instance when looking for a TV you can specify to see only TV’s that are 1080p and that are 46 inches
4. your users can shop how they are used to in a good high street store. ie. they tell the salesperson that they have so much to spend and are looking for particular product features or sizes, and they are then shown the products which suit their requirements
5. your user can find the products specific to their needs in a more efficient way, speeding up their browsing journey in what may well be a small space of time they have to shop online
6. your users don’t need to to visit multiple product pages and read each product description to know whether it matches their requirements
7. long, scrolling product listings pages (pre-product page) are eliminated as they can filter out the products which don’t match their needs
8. combined with the more widely used sorting techniques (price hi-low, price low-hi, latest, bestsellers, closest to your location ie. for a hotel) faceted browsing providers users with all the tools they need to hone in on the products/items which they are in a position to purchase
9. potentially confusing and bewildering amounts of products or items can be managed in a way which allows the visitor to focus their shopping experience on just the items which are suitable to them
10. users will reflect positively on the browsing experience with your website, in turn reflecting less favourably on your competitors who don’t provide this type of advanced navigation

Best practice advice

• Indicate how many products will be displayed when choosing a specific filter – users not only will get an understanding of your catalogue size but they will see whether by filtering by a particular attribute they will be narrowing their potential options too much to give them enough choice to make a buying decision
• Provide the ability to choose multiple filters across different attributes – this ensures that users have a truly dynamic and personalised browsing experience rather than only filtering a single attribute ie. colour or size
• Allow the user to switch filters on an off on the same user interface, rather than having to click back to be shown the different filters available for a particular attribute
• Encourage users to use this form of navigation with a clear, user friendly interface, rather than this form of advanced navigation being lost in a cluttered navigation menu
• Where applicable provide slider filters to allow users to specify exactly the upper and lower limits of a particular attribute they want to control, such as the lower and upper limits of their new house budget, rather than limiting them to specific tears of prices ie. £200,000 – £300,000
• Allow a user to select multiple filters for 1 attribute, allowing them to be even more specific in the features they are looking for within a range of products (whether this be clothes, insurance, holidays or houses)
• Don’t overlook the overall usability of your web application just to include multifaceted navigation – if implemented poorly these advanced navigation options can confuse and frustrate visitors

Typical web applications that benefit from multifaceted navigation

• E-commerce stores – selling a large number of products in each category range, allowing users to filter the products to focus in on what suits their budget and requirements
• Holiday, flight and hotel websites – users can input a variety of requirements (for instance, distance from beach, hotel star ratings, user reviews, near by attractions, distance to town centre) and see hotels which match these specific requirements
• Estate agent, housing websites – users can specify a variety of criteria (price bracket, number of bedrooms, distance from a local amenity, front or back garden, conservatory) and be presented with only the houses which satisfy the different criteria
• Price comparison sites – dependant on whether the user is looking for car insurance or their next mortgage, they can specify their unique requirements
• eCRM systems – where you are looking to filter out customers which match a series of requirements, such as contact method preferred, industry, annual budget and distance from a particular city

Examples of multifaceted navigation

Multifaceted navigation on Argos.co.uk

Multifaceted navigation on Hotels.com

Multifaceted navigation on Hotels.com

Multifaceted navigation on Uswitch.com

Multifaceted navigation on Skyscanner.net

Examples of where multifaceted navigation would significantly enhance the user experience

Kodak.com, a site which would benefit from multifaceted navigation

Currys.co.uk, a site which would benefit from multifaceted navigation

Homes4U.co.uk, a site which would benefit from multifaceted navigation

Mytravel.co.uk, a site which would benefit from multifaceted navigation

Advanced techniques to further enhance the users experience

• Maintain users key filter selections when they return to the site or begin their browsing process again, such as the price range that suits them or their preferred holiday destinations, for instance
• Where applicable provide sliders to allow for unique values to be chosen for the likes of price ranges, rather than having specific brackets of prices ie. £50 – £60
• Use interactive colour pickers as a more engaging way for your users to filter your product range.
• Consider user generated tagging, allowing your users to tag products/items as they see fit which in turn provides completely new attributes on which to filter content within your site

Further reading on navigation techniques and best practice

• tagging content and providing tag clouds to represent large sets of data
• suggestive/predictive search
• dynamic categorisation and shopping by user profiles and customer groups
• Navigation comparison between Kodak and Fujifilm

What are your experiences of multifaceted navigation?

I would really like to hear about your experiences, both as users, faceted navigation providers and from people on the client side involved in implementing navigation methods.

• How beneficial do you find this style of navigation?
• What sites do you feel are pushing the boundaries in navigation?
• What further user benefits would you add to the list above?

I recently removed my birthday from Facebook (so that identity thieves couldn’t steal it) only to discover none of my friends were notified about my birthday. It meant that many of the people I would have expected to congratulate me, didn’t.

The fact of the matter is most of my friends and even some of my family members rely completely on web applications/networks to communicate with me and sometimes this can have pitfalls but all in all these are extremely powerful tools. Online retailers should be capitalising on the host of possibilities for strategically designed and placed selling applications which could transform the way we shop, communicate… and celebrate birthday’s!

I think many online retailers greatly underestimate the power and influence online operations can have to their business. Those who are profiting online, are those who not only have e-commerce stores that are user friendly, but intuitive and intelligent in equal measure.

The extent to which this generation has grown alongside the internet means that not only are the consumers of today extremely internet savy but have very high expectations.

Many sites do not live up to consumers expectations

OK we’ve moved on a long way from the first generation of flat websites, but still some fundamental elements are being ignored by some of the major e-tailers:

• Getting the brand story from in-store experience to an online experience
• Technical issues such as slow loading page speeds or faulty links causing major dis-satisfaction and reduced conversation rates
• Poor navigation and lengthy purchasing process; consumers today will simply not tolerate this and leave your site and shop elsewhere
• Poor product images – there’s really no excuse
• Lack of innovation with available programs, applications and online communities such as 360 views, virtual tours, YouTube, Video Jug and social networking sites.

Finally and worst of all, I can still find some retailers who for reasons unknown to me have a complete lack of online presence. This can severely damage a brand and customer satisfaction.

With the fight for the consumers pound harder then ever and online spending on the increase (sales in the first quarter of 2008 are up 50% on last year, NMA 15.05.08) what better time than to address the usability and design of your website? Check out our website and range of usability services for more info

The DMAIC framework is an essential guide in conducting process improvement projects, and DMAIC is used by Six Sigma Black Belts. It is an acronym for Define, Measure, Analyse, Improve and Control.

What soon become clear when we conducted the pre-analysis of our clients business is that the combination of the UCD process and the DMAIC framework will provide us with an exceptional process improvement model which will deliver ROI on a complete range of Key Performance Indicators that will be affected during this project, from both our clients internal processes to their customers relationship with our client and their account management.

Below I have visualised how the UCD process and DMAIC framework will be used simultaneously by PRWD for this and many more clients.

I’d be interested to hear of any other software development and usability companies who are using UCD and DMAIC together during projects to deliver lean manufacturing processes for your clients.

Online Search

Search is used by a large proportion of web surfers, whether its from the Google homepage, an integrated search toolbar at the top of their web browser, or within a particular site, to name just a few examples.

Best Practice Tips for Search Implementation

As a quick summary of best practice when implementing search within a site, here are my top 6 tips:

• the search facility should be consistently placed on each page within the site
• the search facility should be highly visible and not part of a cluttered user interface
• the search facility should be located as near to the top of the site as possible, close to the brand logo
• the search facility should look like a search facility, therefore its styling should be minimal at most
• the search facility should be an intelligent, accurate and integrated piece of functionality, part of a wide range of findability methods provided
• the search facility should provide intelligent content or product suggestions as a user is typing out their search term

PRWD Search Providing Intelligent Product Suggestions

For modern, standard compliant web browsers, the PRWD E-commerce platform features our dynamic HybridSearch feature which, based upon user input into the search box, delivers dynamic product selections based on an algorithm developed by the Sam Clark.

The product predictions this provides are based on both wildcard and fulltext searching, and in line with the previous article on the intelligent tagging engine, HybridSearch also looks at all the tags associated with each product.

Benefits of Suggestive, or Predictive, Search

• Suggestive search provides links in realtime to actual product or information pages which exist within your website, minimising the amount of ‘no results found’ search result pages
• Suggestive search provides suggestions for products and content that actually exist within your website which the user may not have realised existed, therefore expanding the appeal that your sites content has for that person
• Suggestive search provides customer engagement and intelligent feedback, increasing the perception of the visitor that your site is helping its visitors to find what they are looking for as quickly as possible, speeding up their shopping journey
• Suggestive search can not only provide basic information for each result, it can also be implemented to display user centered information such as % savings, date of content, relevancy to your search term and other valuable information, providing increased amounts of sub-conscious triggers in which certain types of visitor behaviour will respond to
• Suggestive search adds a valuable navigational method to a sites findability methods, increasing the chances of a visitor quickly locating the product or content that best suits their wants and needs

With all this intelligence you can almost guarantee that if Contact Packaging sell the types of products you are searching for, the predictive search results will provide you with all the suitable products in the store.

In addition to each product suggestion containing a small image, the product title and the price range, an additional piece of product information shown is any saving that is available on any SKU for each particular product. This was a key addition to the product suggestion display as this provides the price conscious/sale hungry visitor with essential information to encourage a positive buying decision, which in turns is one of the ways in which persuasion architecture is used.

Persuasion Architecture Explored

For more of my views on persuasion architecture my user experience of House of Fraser talks about this area of user experience in some detail.

Continually Evolving PRWD HybridSearch Feature

As with the bespoke tag engine, the search feature will be continually enhanced to add greater power, relevancy, speed and sorting of content/product suggestions, and the search feature is something which will be implemented on a wide range of sites, both content driven, transactional and other business systems, such as account management facilities.

Following this post going live I will shortly follow up by talking in depth about the Dynamic Categories and Shop by Situation available at Contact Packaging.

Your comments please…!

I’m very interested to hear about your thoughts on the effectiveness of predictive search features, especially when users quickly type in their search string and hit return, without their being sufficient split second pause for the dynamic suggestions to be delivered.

Apart from the Google search toolbar, which sites do you feel are executing intelligent suggestive search most appropriately?