“We increase the CRO by 5-10% and that’s a couple of million dollars in revenue.”
This young German entrepreneur has found a way to increase D2C brand revenue by millions through the knowledge of psychology.
Many e-commerce brands making millions a year often make a critical mistake: they underestimate the huge role their website plays. Yet, it’s their website where customers consistently engage, paving the way for increased purchase opportunities. So, how can you transform your website into a conversion powerhouse?
Well, it looks like the world-renowned marketer Carl Weische has the secret sauce for making your website convert like crazy.
Carl Weische is a prominent CRO specialist and a co-founder of Accelerated agency. His journey began with his interest in psychology when he was a teenager and since then he has been incorporating it into his work.
“I have the passion of e-commerce and also a huge background in psychology so for me it’s bringing these together in one thing which is Conversion Rate Optimization”
In an episode of the Markademics podcast, Carl Weische shares his conversion secrets that skyrocket D2C sales and create a huge impact on the website.
Conversion Rate Optimization (CRO) has the primary goal of converting as many website visitors as possible into customers by applying principles from marketing, psychology, and business.
Carl Weishe starts off by pointing out a tremendous amount of misconceptions about CRO and drawing focus to its actual applications.
“People think conversion optimization is throwing a couple of payment providers and store benefits on the landing page”
But in reality, Carl shares that CRO is a mixture of understanding the data and applying psychology.
As an e-commerce specialist he emphasizes a lot on the importance of psychology in CRO, but how is this reflected in practice?
He shares the 4 main psychological factors that play into converting a prospect into a customer:
“When we look at user recordings the 4 main things we want to do (for the customers) is:
1. Motivate them
- Show them the value
- Remove the friction
- Remove the anxiety”
Additionally, he makes the differentiation between a $1-5 million brand and a $5-10 million dollar one. He underscores the huge differences they should have in their approach to business. For the former ones, he shares:
“Focus on the foundations, the foundations being the product-market fit, the offer, and the trust – showcasing on the page social proof and reviews, which builds authority ”
For bigger brands, he stresses the need to set up a reliable process for gathering and understanding data, brainstorming ideas on how to use it, and then testing those ideas systematically to see the results.
With the approach of the Black Friday madness, everybody wants to reach the highest revenue with the highest AOVs. But how?
His solution – bundles, cross-sells and upsells. As easy as that!
“You want to have bundles because then you can frame them on buying multiple products or buying a variety of products at once right.”
By providing the customers with a great bundle deal for multiple units of your product you have a higher chance of getting a higher AOV. He warns about this detail:
“Make sure you’re using the right frame in the ads or on the page in the copywriting or that rationalizes why they should buy more at once.”
Carl shared one more CRO secret with the host Viktor Stoilov and our e-commerce audience that is a game-changer for upselling.
“As soon as your prospect turns into a customer they have a huge dopamine rush and are on a high. At that stage they are the most likely to take this upsell or downsell offer, because of the rush of dopamine in their system.”
As the time runs out and the podcast episode comes to an end, Carl Weische’s brilliant e-commerce approach and the secrets he has shared linger in our minds. We are eager to implement these strategies and tactics and witness the outcomes. Another inspiring story from a successful young entrepreneur, whose work is truly reshaping the ecommerce landscape around the world.
This is just a sample of the great stories you are going to hear on the Markademics podcast, straight from the source. We meet inspiring young people who are making waves in the ecommerce world. If you want to hear more about those people, listen to the podcast on Spotify or watch the episodes on Youtube and dive into the immense potential of the e-commerce world.
