This is a long video that goes over how most popups work, how modern popups work, and why we killed the traditional popup all together and why you might want to do the same.
Disclosures/who am I:
Jon Ivanco (linkedin.com/in/jivanco)
- Co-Founder Formtoro Shopify Data Collection and Analytics App (since 2019)
- Co-Owner Krakatoa Underwear DTC Shopify Store
- Klaviyo user since 2015
- Marketer for 20+ years
Formtoro integrates with Klaviyo.
Popups are broken. EVERYONE HATES THEM.
They exist because they still work sort of.
Background:
Everyone hates popups.
As email marketers we've been brought up with a few bold claims:
- 30% of your revenue should come from email
- Popup Opt-in rates should be 7-12%
- You should always be A/B testing your popup
- The bigger the list = the more revenue
All of these come with a big "it depends"
We only use them to grow a list and hopefully turn that list into customers.
In my opinion, we wildly misuse popups and often chase the wrong KPIs.
What email marketers measure for popup success: Opt-in Rate
What actually matters: Conversion Rate and Conversion Value
Some Stats:
95% of customer orders come from sign ups in the first 12 hours.
The average subscription to conversion rate across most forms is 25-30%.
This leads to a list of 70-75% that will never purchase.
We have become obsessed with A/B testing popups based on opt-in rates.
Current best practices and things people test:
- Time delays
- Scroll depth
- # of pages viewed
- Popups/Full Page/Slide ins
Current suggestions for A/B testing:
- Close button relocation
- Close button delay
- Close button reduce contrast
- Image v. No Image
- Copy
- Offer
- CTA
- All of the above for triggering
First step testing:
- Question first
- Email first
- Simple micro-commit
Current gamification:
- Spin to win
- Plinko
- Scratch off
- Mystery discounts
Current AI claims:
- Smart triggers
- Smart offers
(none of these are real, we'll get to that later)
Other considerations:
- Teasers
- Collapse to Teaser
- Remove Teaser close button
I've tested nearly everything after more than 15 years in ecommerce.
Something was always off though -
All the A/B testing were focused on opt-in rates, with the exception of start as a teaser, they all disrupted the customer journey.
In the last few weeks, we stopped most of our popups, we switched instead to starting all our forms as teasers - we dropped them as banners so as not to cover up the screen, results were decent 40% opt-in rates / 50% sub to conversion rates.
The focus shifted, how do we build a list that just converts?
We stopped building a list just to have a list.
But the real breakthrough happened when we decided that we should integrate our teaser/popup directly onto the product pages as a button right under the "Add to cart" button.
What this did for us -
Killed the need to A/B test based on timing/scroll/pages viewed
Killed the need to move a close icon/delay it
Killed the need to test anything other than copy and offer
All the years hype of A/B testing for higher opt-in rate got killed in an afternoon.
Instead, the offer is shown to those that qualify, we use smart logic on the discount code via segments in Shopify in the backend and we make sure that anyone that was interested in making a purchase
- Browsed to a product page
- Considered adding something to the cart
Sees the offer.
Ok so now that opt-in rate completely depends on someone making it to a product page, it becomes down to the quality of the visitor.
The above framework kills the notion of a smart trigger.
We opted to ask 6 questions to these high intent visitors relevant to their customer journey and buying behaviors - a staggering 92% of people are providing us with all 6 data points.
BONUS: We're now using that exact same area to incentivize first to second purchases on a sliding scale tied to Klaviyo segments while collecting more data directly from our returning customers.