Friction is “the psychological resistance that your visitors experience when trying to complete an action.” It’s also a conversion killer.
You can optimize your value proposition or call to action buttons all you want, but if your sign-up flow contains too much friction, you’re leaving money on the table.
Why is it that some books become bestsellers and others can hardly sell a 100 copies? Why do you read some books with passion and interest but can’t get past the first 10 pages of others? What’s the difference?
Software businesses have a conversion problem that’s both getting worse and going mostly unsolved. And that problem is mobile.
When a prospect downloads your lead magnet, their journey to paying customer has only just begun—it may never finish.
Influencer marketing has been around long enough to generate great case studies—and skepticism. That’s especially true for B2B marketers. An Instagram model gushing over a new fashion product seems infinitely remote from strategies they might deploy.
Still, about 65% of brands planned to increase their investment in influencer marketing in 2018, which puts the strategy on track to top $10 billion by 2020. Yet, according to another study, only 11% of B2B companies have ongoing influencer marketing programs, compared to 48% of B2C brands.
B2B brands shouldn’t feel left out, even if they lag behind. Professional communities on social media are strong. We’ve all given and received one-off recommendations in Slack groups or via email. Those under-the-radar endorsements can influence purchasing decisions for cloud-based CRMs as much as cleansing teas.
Links to blog posts or long-form resources increase their search visibility and build awareness. They also help sites rank for bottom-of-funnel terms—a rising tide lifts all boats.
Some content marketers have it “easy,” working in highly visual industries (e.g. food, fashion) with wide appeal. That simplifies content creation and link building compared to, say, trying to promote niche B2B software.
Given the potential benefits and challenges in SaaS, who’s doing it well? To find out, I ran a study to benchmark content marketing performance for 500 SaaS companies.
An email drip campaign is a series of messages that are sent, or “dripped,” in a predefined order at a predefined interval.
If you run a SaaS business or sell only one product (with some options), you probably have a dedicated pricing page for the whole thing. Here are 10 principles to get it right:
If you’re Amazon or Apple—congratulations! You don’t have any credibility issues. Most of us aren’t so lucky. Almost all but the biggest of companies have an uphill credibility battle every time a new visitor lands on their site.
Best practices are starting points: If you have no data, start with these. They are not what you should end up with, but they’re often where optimization begins. That’s an important distinction.
This post applies Jakob Nielson’s 10 Usability Heuristics to B2B websites that focus on lead generation (as well as “high consideration” B2C sites that lack any transactional functionality).