Brian Massey

Brian Massey is the Conversion Scientist at Conversion Sciences and author of Your Customer Creation Equation: Unexpected Website Forumulas of The Conversion Scientist. Conversion Sciences specializes in A/B Testing of websites. Follow Brian on Twitter @bmassey

Data

Is It The Site, Or Is It The Analytics? Debugging Google Analytics

As I’ve said in previous columns, marketers can no longer rely on their communication skills alone to get the job done. They must become scientists of a sort, skilled at measuring and reporting on their digital properties. The tools now exist to help us learn so much about our visitors. But, to paraphrase a famous […]

Data

Using A Google Tag Manager Listener To Get Your Real Bounce Rate

Frustrated by your bounce rate? Does it stay stubbornly high at 60% or more? I was frustrated, too — until I realized that Google Analytics doesn’t track bounce rate fairly. A bounce is any visit for which the visitor only looks at one page and does not interact with it. If you’re publishing a blog, […]

Data

How Much Should You Spend On Optimization? Calculate Your BUU

Analytics platforms. Split testing software. User testing tools. This is starting to sound expensive. And it is. What if it were more expensive not to have these things in your online business? It might very well be. Your business may be one of the many that is hobbled by a “launch and hope” approach to […]

Customer & Digital Experience

4 Elemental Problems With Low Converting Web Pages

As “power” marketers, our work can look more like scientific experiments than creative campaigns. More and more, power marketers make decisions with data. The collection and interpretation of this data requires a new set of skills. Nonetheless, the goal remains the same for our online initiatives. We want to get a reaction from our visitors. We […]

Data

How To Generate Money-Making Test Hypotheses

We were contacted this week by a company that offers hundreds of online games all on one site. The site’s home page displayed dozens of colorful tiles, each linking to a game. To find out how we might improve on this, I went straight to our online gaming expert: my 13-year-old son. I sent him […]

Data

Take Control Of Your Visitors’ Eyes

Learn how to use images and copy to control your visitors’ attention. Websites are an important part of most businesses these days. They are essential to communication, providing cognitive clues to the authority of the business and providing sustaining methods of completing transactions that correspond directly to the bottom line of the companies that use […]

Data

An Expensive E-Commerce Game: Product Page Roulette

Like so many online shoppers, we sometimes have trouble making buying decisions here at Conversion Sciences. However, most online shoppers don’t have access to the special tools we have here in the lab. This is a story about how we used our optimization tools to tell us which website we should buy from. There are […]

Data

Marketing Power Processes: Tracking Email To The Dollars

This is another article in a series I’m calling “Power Processes.” Power Processes not only make marketers better, they demonstrate their contribution to the bottom line visibly and measurably . Ignore Open Rates & Click-Through Rates If there is one theme in our Power Process series it is this: Measure results to the dollars. Open […]

Data

Marketing Power Processes: The Lord Of The Rings

As marketers, we are dealing with a power crisis. We have more channels than ever to get our message out, and yet have fewer resources with which to utilize these channels. We must be proficient in a variety of skills to even manage our teams. This is a huge challenge when change occurs faster than […]

Data

Is Your Site Foreign To Visitors? How To Present A Tourist-Friendly Experience

You’re being tested. Right now. You’re being probed and compared and measured and documented. Would you like to know your results? Having spent the past week in two foreign (to me, at least) cities — Frankfurt and Stockholm — I’ve tackled the challenges they presented with a mix of science and creative abandon. I’ve been […]

Data

The Secret Source Of Power For Future Marketers

I was recently asked, “What do you think the landscape for targeted conversion optimization will look like in five years?” A number of things came to mind, including: Automated personalization technologies that essentially eliminate the need for conversion optimization The end of the website due to the rise of apps The end of the website […]