How to Get More Revenue from Existing Traffic

How to Get More Revenue from Existing Traffic

From left, Timothy Kerber, Tim Ash, Jennifer Meyers Ward and Mike Allen presenting at Affiliate Summit West 2012 in Las Vegas, Nevada.

What are some ways you can leverage your website’s traffic to increase revenue? That was the question at hand during the Affiliate Summit West 2012 session ‘How to Quadruple Revenue Using Existing Traffic.’

A panel made up of experienced marketers conducted the session. The panel included:

The session offered strategies to increase conversion rates, ways to optimize landing pages and remove website clutter, and ways to make more money with your website through checkout and upsells. Here’s an overview of some of the key points:

Split-Test to Increase Conversions

The panel all agreed split-testing was essential for increasing conversions. Google Website Optimizer and Visual Website Optimizer were recommended tools marketers could use test different website pages and offers against another to determine the best performing version.

Tim Ash suggested to start split-testing after you’ve had at least 10 conversions and let the tools tell you when there is enough data to be confident of a best performer.

Optimize Landing Pages and Remove Website Clutter

Landing page layout, navigation, content and readability are all important factors for optimizing website landing pages.

A few landing page tips discussed were…

  • Make your call-to-action clear
    Make it obvious what it is you want customers to do. The best way to do this is to de-clutter your website.
  • Cut down on your large blocks of text
    People scan the web instead of reading word-for-word. Write in newspaper style with bullet points and sub-headings.
  • Make your trust visible and establish trust instantly
    For example show number of downloads or show who you are through business relationships/partnerships.

Make More Money through Checkout

The panel was unanimous in that one of the most effective ways to make more money from your website is through the checkout process.

Here are some of the tips for improving the checkout:

  • Quicker the better
    Jennifer Ward recommends ‘the quicker the better’ in regards to the checkout process, which she suggests be 3-5 pages maximum from start to finish.
  • Don’t force commitment
    Let your buyers ‘buy’ as a guest and do not force any signup or login in order to purchase. Only ask information that is absolutely necessary to complete the current transaction.
  • Show them the way
    Make navigating the checkout process easy to understand so buyers can easy complete the process.
  • Don’t’ keep secrets
    Make you return policy and your shipping charge easy to find.

Make More Money through Upsells

Creating upsell offers during checkout is a great way to make more money from the sale of the initial product.

Here’s what the panel recommends for creating upsell offers:

  • Select relevant products
    The post-purchase upsell needs to be intelligent and relevant. Ask yourself ‘what else do they need?’ and don’t throw products at people that aren’t relevant. Have a strong offer and give them something they can’t get anywhere else.
  • Offer comparisons and help them decide
    Offer side-by-side comparisons of products through reviews, ratings, images and etc. Then convince customer what is the better or best upsell opportunity because you have that trust.
  • Let them leave
    Allow customers the ability to get out of an upsell process so they are not locked in.

The panel’s take-away message was that the conversion of your website is the ‘be-all and end-all.’ To get more revenue from your existing website traffic means you need improve your website’s conversion.

You must be willing to make changes to your website and not get married to it. View your website through your customer’s eyes and think only from the perspective of your visitors.

Thanks Timothy, Mike, Tim and Jennifer for the great tips!

About the Author: Miles Baker

Miles Baker is a 15 year ClickBank marketing veteran and has been recognized as one of ClickBank's Top 100 Affiliates and Vendors. He is the creator and owner of ClickScoop. Learn more about Miles and connect with him at AboutMilesBaker.com.
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