You spend most days analyzing and interpreting numbers, right? You’re constantly sifting through Google Analytics dashboards, Formisimo reports, Mixpanel data – the list is endless.
When you spend so much time focusing on the numbers, it’s easy to forget about the people generating those numbers. [Tweet It!]
That’s where qualitative conversion research comes into play. At least, that’s where it should come into play.
Are you familiar with the expression, “The most valuable customer is the one you never lose”?
In the CRO industry, it’s easy to focus on simply converting more leads all day, every day. More visitors to the landing pages, more emails submitted, more phone numbers captured, etc.
Do you remember when Slack launched last year? At the time, I was a diehard HipChat fan. Needless to say, I wasn’t interested in trying Slack. I considered it nothing more than a passing trend. Now? I use it for an average of 10 hours a day for personal and professional reasons. (Sorry, HipChat.)
What’s going on here? How’d I go from loathing something to using it daily in the span of just 3-4 weeks? It’s called the mere-exposure effect, which means we tend to develop a preference for things just because we’re familiar with them.
Free trials are to SaaS applications as keys are to locks. The right one gets you in right away, but sometimes you have to try a few before you find the one that works.
For many SaaS and cloud service providers, 100% of customers sign up for a free trial as part of the sales process — yet one study suggested that even the best-in-class of SaaS marketers were losing a staggering 75% of those who signed up for a free trial before they entered their credit card details.