Optimizar la conversión de tu página
Para todos los sitios comerciales, el objetivo final es generar más ventas. El CRO para ecommerce es la clave para obtener los mejores resultados.
Para conseguirlo, debemos transformar un máximo de visitantes en clientes mediante la implementación de una buena estrategia de marketing digital.
La tasa de conversión es un indicador con el que todos los que jugamos con el comercio electrónico debemos estar familiarizados. Para mejorar el rendimiento de tu sitio web, la optimización de la conversión es esencial.
Entonces, en este artículo, explicaremos cuál es realmente la tasa de conversión mientras te daremos soluciones para optimizarla.
La tasa de conversión
La tasa de conversión es una jerga conocida de expertos en SEO y webmasters. Pero puede ser que no todos sepáis exactamente qué es. Entonces es necesario traer una definición simple del término.
Hay una conversión en un sitio web cuando un visitante realiza la acción esperada. En el caso de un sitio de comercio electrónico, por ejemplo, esta acción es la compra. Pero también puede ser el llenado de un formulario de contacto, una solicitud de cotización, una suscripción al boletín, etc.
La tasa de conversión también conocida como la tasa de transformación, representa la relación entre las acciones realizadas y el número de visitantes al sitio. El valor de la tasa de conversión puede variar de un sector de actividad a otro, de una fuente de tráfico a otro, y hasta según el momento del día.
¿A qué sirve la tasa de conversión?
La tasa de conversión determina la efectividad de tu estrategia de marketing digital y la calidad de tu sitio de comercio electrónico.
La gran mayoría de las campañas de CRO para ecommerce se centran en mejorar ese indicador.
¿CRO..eso qué es?
CRO es el acrónimo inglés de “Conversion Rate Optimization” u optimización de la tasa de conversión en castellano. El CRO es el conjunto de técnicas utilizadas para mejorar de manera rentable y sostenible la tasa de conversión de un sitio web. De hecho, tienes que saber que la optimización de la tasa de conversión en tu sitio no se puede improvisar. Requiere habilidades específicas en varios campos del marketing para lograr tus objetivos.
CRO para ecommerce, 7 etapas básicas
El objetivo una campaña CRO para ecommerce es descubrir porqué las visitas no se convierten en ventas, establecer varias hipótesis y priorizar las pruebas A/B (o multivariate) para mejorar los principales indicadores de rendimiento (CPA, ROAS, ROI).
Se trata de un proceso complejo donde recopilaremos tanto datos cuantitativos como cualitativos para poder proceder a un análisis completo y proponer hipótesis a confirmar de manera científica.
- Investigación CRO
Consiste en un análisis de los datos de analyticas (Google Analytics) de la web, de varios pruebas con usuarios, de análisis cualitativo gracias a encuestas, registros de chat y entrevistas.
- Análisis técnico
No sirve de nada poner en marcha una campaña de optimización de la conversión sin tener la parte técnica totalmente limpia de errores.
Se realizan pruebas entre versiones de navegadores y dispositivos, asegurándonos de que todas las variaciones ofrezcan una experiencia libre de errores críticos.
- Análisis heurístico
El análisis heurístico está definido por conversionXL como “…una evaluación basada en la experiencia donde no se garantiza que el resultado sea óptimo, pero podría ser lo suficientemente bueno. Su principal ventaja – la velocidad. Se puede hacer con bastante rapidez.”
- Análisis Comportamiento del usuario
Gracias a la tecnología, podemos analizar el comportamiento de nuestros visitantes. Estudiaremos a nuestro tráfico con mouse tracking, mapas de clics, mapas de desplazamiento y grabaciones de sesiones.
- Definición de Hipótesis y prioridades
La conclusión de la auditoría de optimización de la conversión consiste en establecer hipótesis y propuestas de cambios a poner en pruebas. Sin embargo, una lista de pruebas sin prioridades sería nefasta para la estrategia de optimización. Por eso, organizamos nuestras hipótesis según una serie de prioridades establecidas.
- Pruebas A/B
Una vez hemos creado las hipótesis y prioridades podremos poner en marcha los famosos test A/B.
- Aprendizaje y vuelta a empezar
Finalmente, si se confirma nuestra hipótesis podremos aplicar el cambio y seguir mejorando nuestro ecommerce gracias al CRO.
CRO para ecommerce, requisitos mínimos
Al tratarse de un método científico dónde las estadísticas tienen un rol central durante las pruebas, tenemos que tener suficiente tráfico Y conversiones (ventas, leads) para llevar las pruebas a buen puerto.
Solemos considerar el CRO para ecommerce que tengan por lo menos unos 20.000 visitas al mes.
Para sitios con menos tráfico, podemos recomendar una auditoría CRO.
Herramientas para CRO
Algunas de las herramientas que usamos y recomendamos para campañas de optimización de la conversión:
- Hotjar: Ideal para encuestas, mouse tracking, heat maps, click maps, etc
- Google Analytics: Si no lo conoces, es urgente que lo hagas. Probablemente la solución de analíticas más usada del mundo.
- Unbounce: Ideal para crear y gestionar landing page.
- Instapage: Ideal para crear y gestionar landing page
- Google Optimize: La herramienta de Google para hacer pruebas A/B.
- Typeform: Genial para hacer encuestas.
- Convert.com: Herramienta de test A/B
- Optimezly.com: Herramienta de test A/B
- Google Tag Manager: Ideal para gestionar los tags y scripts sin molestar a tus técnicos.
- CXL Institute: Dónde podrás aprender todo lo necesario para crear campañas de CRO para ecommerce.
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