Your Customer Creation Equation: Unexpected Formulas of The Conversion Scientist™

In a business setting, the cost of a bad decision has implications for the buyer’s career. Thus, business buyers tend to make decisions more conservatively than do consumers.

first question may be, “How are other businesses solving this problem?” Her next questions may be, “How are others in my industry solving this?” and “How are others in our state solving this?” The consultative site tells her.

There are two key questions to ask to implement the scientific method: “What do I think will change when I implement this?” This is your hypothesis. “How will I measure that change?”

“We need a better website,” is the statement that often gets things started. This is the wrong way to start, as it typically leads to a complete redesign with little regard for what is working and what is not.

Because the conversion rate is a fraction, there are two ways you can increase it: 1. Get more visitors to take action, or 2. Reduce the number of visitors to the site.

You must collect explicit permission to send text messages, and be sure to remind the visitor that they may be charged by their mobile service provider before they agree.

Actually, this formula is primarily designed to support the champions at prospective client companies until a decision to buy has been reached. Therefore, it isn’t your sales team that should dictate what goes on the site, but your prospects.

If you have content that goes viral, you will see a great deal of traffic. However, viral traffic often will not turn into subscribers, leads, or sales. It is often low quality.

consultative formula assumes that the prospect has two primary problems: Understanding the set of solutions that can be brought to bear on a complex business problem Selling their recommended solution internally to influencers, gatekeepers, and check-writers.