Conversion Rate Optimization Blog

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This blog is brought to you by the team at Invesp, a conversion optimization company.

Meet the authors of the invesp blog: Ayat, Khalid, Stephen, and Masroor.


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Posted in (Miscellaneous)

If you are attending the show, please stop by and see us at booth 564.

I will be down in Chicago with the few of our team members over the next few days meeting with clients and partners. So, if you are in the area and would like to talk about conversion optimization make sure to stop by our booth at the IRCE.

If you can’t make it to the show, we will most likely be holding a small dinner this coming Wednesday, so if you would like to join us, please email me: khalid at

By Chris Garrett on July 2, 2008 5:15 am
Posted in (Miscellaneous)


Marketing folk often say your past customers are your best leads for the future. Then there is countless advice on warming up prospects, qualifying leads, and farming your market. You can very quickly get to the point where you have lists overflowing with names .

This is all very well, but what happens when you collect all this data and don’t know what to do with it?

After you collect your data, you need to start mining it.

A very simple technique that all CRM tools, and even an access database or spreadsheet, can perform is an RFM analysis. RFM stands for Recency, Frequency and Monetary Value.

  • Recency – How long ago did they last buy/interact?
  • Frequency – How often do they buy/interact?
  • Money – How much do they spend? What is their budget?

Take your list and sort by each, giving a score from 1-5. When you have sorted and got three scores, add them together. This will give you a ranking from best (15), to worst (3).

For example,

Mr Big Co buys every week to the value of $1,000.
He is a much better prospect than Mr Flint who bought one $10 product last year.

If you take your top 20% from the list they are your gold customers or prospects. Now you know who to target with your most lavish attention!

By Mae Allam on May 29, 2008 9:30 am
Posted in (Miscellaneous)

Banks and financial institutions in general are late starters when it comes to utilizing the internet as a means to generate new revenue and sales. The major role that most bank websites play is a supportive means to their existing clients.

Let’s look at Chase’s website for example:


Continue reading Late in the Online Arena: Financial Institutions

By Chris Garrett on May 28, 2008 11:28 am
Posted in (Miscellaneous)

gun fight I always think it is dangerous when people promote one tactic to the exclusion of others. Trying to use the same old approach each and every time is setting yourself up to fail.

It brings to mind that scene in Indiana Jones where the guy does all these fancy moves and Indy just shoots him. Yes, you might have style and flair, but effective wins out every time.

A sure sign of a sophisticated marketer is that they use the appropriate tactics for each project. You might see similarities between two projects, but they are not saying “blogs are the answer”, or “only a list will do!” each and every time.

How many times do you see the advice of even gurus being the latest-greatest-cutting-edge technique? Even the best of these tactics will pale into comparison against a prepared competitor using a well thought out battle plan.

To add one more metaphor, this is like playing chess with just one piece. A grandmaster can do it, but the rest of us are unlikely to win.

Answer these questions:

  1. What is your attraction approach? Which tactics will you use to create awareness and attention?
  2. How will you retain attention? How are you going to create community and stickiness?
  3. Where and how will you convert? What are you going to do to pre-sell and sell?
  4. Have you got a follow up planned? Up-sell? How will you maximize lifetime value?

SEO does not create stickiness and it does not convert, but it is great for targeted traffic. Blogs need promotion, they do not create visitors magically out of thin air.

Combining tactics into a campaign is the best approach, perhaps SEO along with an opt-in email list, advertising (on and offline), and yes a blog. Not just one tool, the right tools combined is the way forward.

Posted in (Miscellaneous)

landing-page-optimization-4 Just a few weeks ago we published our Landing Page Optimization Book, over 120 pages filled with tips and techniques to optimize your landing pages. The book retails for $95. Since its release, the book has sold close to 500 copies.

This Monday, we released the report Breaking the Digg Code, a step-by-step instructional program to get on the first page of Digg in 4 weeks or less.

The feedback on both the book and the report has been great. But we want to get more feedback from you, the subscribers and readers so we are offering a special deal: Write a review of Breaking the Digg Code and your name will be included in a chance to win one of 5 free $95 copies of Landing Page Optimization: The Complete Guide.

If you write a review of the Breaking the Digg Code report on your blog you will get

  • A link back from our blog to your review
  • A possible quote on our testimonial page along with another link
  • A chance to win one out of 5 free copies of Landing Page Optimization: The Complete Guide

To be part of this, please contact us [or email khalid at invesp dot come] to let us know that you have completed the review.

Ideas for what you might want to write about

  • What did you expect from the report before reading it?
  • Did you hesitate to subscribe or download the book?
  • Did you find the instructional report useful?
  • Did you mention the report to anyone else?
  • Do you think it would be easy to follow the program?

Looking forward to reading your reviews.

Posted in (Miscellaneous)

If you just subscribed to our RSS feed, we would like to thank you by taking a quick moment to introduce you to our most popular blogs:

Online conversion 101: The bottom line to every online activity is converting the casual visitor to a customer, a lead, or even a subscriber. Learn how you can increase your online conversion rates in this 8series tutorial

Personas 101: The problem with the traditional approach of knowing your customers is how generic it is. This series will take through the process of creating personas for your specific site, product or service. Persona development will help you see significant increases in conversion rates as well.

Viral Marketing 101: The web revolutionized marketing as we know it. It is no longer enough to create a marketing message and hope that people will respond. Consumers are talking about your products, services and company. It’s up to you to engage the power of consumers based marketing if you want to gain an advantage over the competition. It is the age of consumer to consumer and the evolution of word-of-mouth.

10 Most expensive mistakes of consulting companies: This is a must read if you run a consulting company, deal with clients and team members.

9 Clueless manager stories from hell: This is our most visited page. If you work long enough in consulting, I am sure you have your own list to share.

9 sure ways to increase your website traffic: One of the most commented upon blogs has created a buzz amongst our readers who offer plenty of additional ways to increase traffic.

Hooking the Headline: Six ways to Catch a Reader: One of the first elements a reader will see is the headline whether it’s on your blog, homepage, product pages, or landing page. If crafted and written correctly, your headline can be the hook to gauge your site visitor.

You can always follow me on Twitter or connect to me on Linkedin.

By khalid on September 9, 2007 11:40 pm
Posted in (Miscellaneous)

These words might sound a little funny coming from me. Yes I am someone who checks his email tens of times everyday (according to the 4 hour week; I’m wasting  a lot of valuable time doing so!).  And I do carry a smart phone to make sure I do not miss a single email. But don’t get me wrong; I do not hate email because it is taking over my life. I hate email because as easy it is to use, it is not always the best way to communicate. I can not tell you how many times I told Ayat I would love to stop everyone in invesp from using email (or chat for that matter!).

It is not immediate: Email can be one of the worst ways to communicate when thing need to get the job done right away, You send the email and can only hope that the recipient checked his email and that he already started working on the task. How many times did you hear the excuse, “Woops! I didn’t check my email”. Or even worse, how about when your email lands in the spam folder? Chris sends me his guest blogs regularly and although he is in contact list, outlook insists on putting Chris’s email in the spam folder. Sorry Chris, my outlook has a mind of its own!

It does not build a relationship: I communicate with other bloggers via email regularly. However when I want to take the relationship to the next level, a phone call is the way to go. I smiled when I read Dawud Miracle wrote that we should forget email and pick up the phone.

There is more to communication than words: I remember reading that the value of communication is effected 70% by body language, 20% by the tone of the voice and only 10% by the actual words used to communicate. With email, you completely lose the body language and tone of voice factors. That means that your communication is only at 10% effectiveness! How many times did you send an email that was completely misunderstood, did not communicate exactly what you wanted, or was taken out of context?

Things can go bad real quickly with email: My first project fresh out of college was with a government client. The work was a lot of fun and challenging. However, there was a huge cultural difference between the consulting company I worked for and the government agency. One way or another, the technical teams flamed each other via email on regular basis. These angry emails did not help the relationship with the client at all. Whether angry emails come back to hunt or not, I follow the 24 hour rule before sending an angry email (the cooling off period).

80% of the emails I receive are useless: And I am not talking about all the spam we receive. How many of the regular emails you receive are a must read? I also discovered that most of the time sends me an email with a title urgent, it is most likely urgent for them and not for me.

So, here it is. These are the reasons I hate email.  So, tell me why do you hate email? Yes, I am implying that everyone does ;)

By khalid on August 11, 2007 11:33 pm
Posted in (Miscellaneous)

Big List - Search Marketing Blogs

I just noticed that the invesp blog made it to the BIGLIST of Search Marketing Blogs: top blogs on the Internet which is published by Top Rank Online marketing Blog.

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