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Conversion vs Churn | Rowan Price
Skip to content In Rand Fishkin’s brilliant book, Lost and Founder , he tells the story of accelerating Moz ‘s growth through conversion rate optimization. He did so by hiring the CRO consultants who would go on to found Conversion.com. It’s kind of a story about playing with fire.
On the one hand, these CRO consultants helped this B2B software company leverage the instant BizDev gratification of email marketing. If cold email marketing addresses people who’ve never heard of you, and warm email marketing current customers, this would be lukewarm email marketing – appealing to users who know you but perhaps never considered doing business with you.
Their pre-campaign research process categorized various types of leads into personas or whatever you want to call them. Then there were extensive and systematic interviews, like the process David Ogilvy makes the case for so well in Ogilvy on Advertising((From Ogilvy on Advertising, page 164: “Respondents do not always tell the truth to interviewers. I used to start my questionnaires by asking, “What would you rather hear on the radio tonight, Jack Benny or a Shakespeare play?”. If the respondent said Shakespeare, I knew he was a liar and broke off the interview”)). This exercise was in itself a valuable form of gathering audience intelligence and improving understanding.
But the immediate purpose was to convert site visitors to customers. As Rand describes it, Moz offered its monthly product for just $1, no strings attached, to the thousands of people who used the Moz.com forums and free tools.
And like Derek Sivers’ epic one-to-one email marathons , Rand and company personally responded to each email reply resulting from this campaign.
What did people want to know in their email replies? Whether the offer was no-strings-attached – whether they’d have to buy the additional month.
Were these people asking bargain-hunters, cheap, or too broke to afford a $40/month software subscription? No, not necessarily.
They just weren’t ready. They didn’t understand or were not ready yet to turn the $480/yr in subscription fees into $4,800 a year in *additional* profits. There is an art to leveraging subscription B2B software into a consulting practice; like most arts, it takes practice.
Churn That’s the cautionary part of the tale. The emphasis on conversion optimization was profitable short-term but problematic to long-term growth because it created ongoing, messy churn.
I see this in many clients I talk to: an over-eagerness to optimize for conversion. For larger-ticket products and services, the upshot of CRO isn’t so much churn as it is prospects never becoming a client in the first place.
Your prospective customers need a way to learn about you and your solutions without being sold to – and your web copy probably isn’t enough.
On the other hand, you also need a low-friction path to signing on the dotted line. It’s the pandemic economy – the time to leverage self-service ecommerce was yesterday, no matter how consultative and sales-driven your customer acquisition is.
Just don’t push people in that direction before they’re ready.
My best, Rowan
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