Persuasive Web: Where Psychology Meets Conversion

DAY 29: 30 Ways to Persuade (Part 2 of 2)

Posted in 30 Days of Persuasion by persuasiveweb on June 29, 2009

Let’s continue yesterday’s “30 Ways to Persuade” post with the remaining 15 ‘ways’. FYI: The 10 categories into which we’ve divided these persuasion opportunities are based on the work of Robert Cialdini and HFI (among others).

Remember that we’ve got an additional 25 persuasion opportunities in our free ebook (which we’re currently preparing and hoping to share out… um… soon). 🙂 Without further ado…

VI. Reciprocity: We feel obligated to return favours performed for us.

Reciprocity16. Give to Get: Give your customer something before you ask them to give you anything.
Example: Free software download, followed by an email request to rate your software 5 stars, if they like it.

17. Ask for Favours: Without giving anything, ask users to do a favour for you, with the favour element clearly highlighted.
Example: “Can you please help us? We’re trying to get the word out about our blog – so would you do us a favour and Digg it if you like it? Thanks so much.”

VII. Scarcity: The less available something is, the more we want it.

Scarcity18. Sales – Urgency: Highlight the end date or time for a sale.
Example: “Sale ends midnight (MST).”

19. Sales – Flash: Intentionally limit sales to a very short period of time – and explicitly state the time.
Example: Clear start time for sale, and countdown of hours left in your sale.

20. Just 1 Left! Provide a real-time countdown of the quantity of a high-value item available.
Example: Number of seats remaining for a concert or on a flight.

21. Exclusive Access: Provide access to an event on your site to a limited number of people only (and commit to that number) to encourage those with access to take advantage of this exclusive opportunity.
Example: Invite a select group of preferred customers to your site for a sale, and give them a personalized access code as well as start/end times.

VIII. Social Proof: We look to what others do to guide our own decisions and behavior.

Social Pressure22. Herd Behavior: Showcase ratings & reviews from users alongside offerings to help narrow decisions for shoppers.
Example: “Rated 4.38 out of 5 stars by Canadian entrepreneurs.”

23. Social Pressure: Quantify the number of others who are already doing what you want your new users to do.
Example: “Already 80,000 users worldwide in just 6 months.”

24. Intelligent Recommenders: Use data from other shoppers and/or the current shopper (e.g., past behaviours) to recommend new best-match products and effectively narrow choices into sets.
Example:
“People who bought the Apple iPhone also looked at the Palm Pre.”

IX. Trust: Show your character and competence to help people feel confident in choosing to work with you.

paypal_logo25. Low-Risk Purchase – Return It: Build trust and reduce barriers for shoppers by explicitly stating your return policy.
Example: “No hassle returns! We even pay the return shipping.”

26. Clear Payment Options: If you allow users to pay by PayPal, credit card, e-check and/or other methods, or if you have credit terms, highlight those options early in the process (pre-cart).
Example: “Don’t pay for 90 days – or pay easily today by PayPal, Visa or MasterCard.”

27. Interface Properties – Brand: Clearly brand your site to ensure users know they’re on a legitimate site for purchasing and feel confident providing their credit card info.
Example: Consistent brand elements throughout the experience.

X. Other: Extra persuasion tips/tactics that are so unique, they just can’t be categorized.

repetition_warhol228. Repetition: Say it once. And remind them of it again to reinforce facts and reduce barriers related to uncertainty. (You don’t want users to have to hit the Back button to find that info… and end up abandoning their carts.)
Example: “We accept PayPal” messaging near purchase calls-to-action and again at entrance to cart.

29. Because: The word “because” is a cue to people that they are in the presence of reason and logic and that, in turn, they don’t need to think – the thinking’s already done for them.
Example: “More people choose our product because it’s the only one that removes stains in 4 minutes flat.”

15. Security: Highlight security & safeguards on your site to help users trust that you’ll protect their info.
Example: HackerSafe logo placed prominently on main pages and nearby buttons in cart.

It’s been a phenomenal 30 days for me. I’m looking forward to helping to craft this blog into a great resource for all things persuasion, usability, emotion and trust – and I really hope you’ll help us shape this blog into what you need and want. It’s all about increasing conversion, baby! 🙂

Oh, yeah: Download the free ebook as soon as it’s ready. And please Digg it and share it with friends!

~joanna

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DAY 13: Designing Trustworthy Web Sites – Part 1

Posted in 30 Days of Persuasion by persuasiveweb on June 13, 2009

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What elements are essential to making a Web site persuasive? Human Factors International (HFI) pioneered a new way to look at the effectiveness of Web sites, called PET Design, where P=Persuasion, E=Emotion, and T=Trust. In our ’30 Days of Persuasion’ we’re obviously focused on the “P” in “PET”, but I’d like to dedicate a couple of posts to trust as well. Today I’ll introduce some trust-building concepts for e-commerce sites developed by a Swiss PhD student, Florian Egger, back in 2003. In a follow-up post, I’ll explore how online start-ups and small businesses are applying these concepts to establish trust and credibility with first-time visitors – particularly on their home pages.

So, on to the concepts…

Trust and credibility are vital in the pursuit to persuade. If you can’t establish trust and credibility, then your site will not likely persuade. Which means it won’t convert, either.

Florian Eggers conducted an interesting series of studies in 2003 – for his doctoral thesis – on establishing trust online. His thesis, titled “Designing the Trust Experience for Business-to-Consumer Electronic Commerce,” explores the most influential factors in building credibility on a Web site, and goes so far as to design a checklist for evaluating trust factors and a survey for understanding site visitors’ perceptions of a Web site’s trustworthiness. Although Florian’s publication is nearly 6 years old, most of it is still relevant to the process of building trust on e-commerce sites.

So what are the elements of trust on which Florian’s research recommends focusing? There are four main categories:

  • Pre-interactional filters
  • Interface properties
  • Informational content
  • Relationship management

bankPre-interactional Filters refer to the trust that is established prior to direct interaction with a company. The reputation of the industry to which the company belongs is a pre-interactional filter. For example, people likely have more trust in banks than in high interest rate loan companies. Within a specific industry, what is the reputation of the company? How much offline awareness exists for the organization? If the company has an offline presence, what is its reputation? Offline brand awareness and experience play a critical role in trust – and are eventually transferred online. And, in addition to our own experience with a company, we tend to rely on the experience or advice of sources we trust, whether friends or publications – a concept known as transference.

The second trust factor is known as Interface Properties, which can be thought of as the ‘look and feel’ of a Web site – and it can be split into two components.

The first component of the interface is branding, which Egger refers to as a site’s visual design – and is primarily responsible for making that positive first impression. For example, are the graphical elements appealing and appropriate for this kind of Web site? But it’s not only visual appeal that comprises branding; other elements of interfacebranding include the company name, logo, and its unique value proposition. What exactly does the company do? Is it immediately apparent? Does the design compel users to explore the site further? And finally, the perceived professionalism of a Web site also factors into branding. It should be customer-centric and pay attention to detail (i.e., convey a professional image through good use of grammar and spelling).

The second component of Interface Properties is usability, which Jakob Nielsen (1993) describes as a system’s learnability, efficiency, memorability, error prevention, and user satisfaction. A usable site should be easy for first-time visitors to grasp and engage with. Is the content organized and laid out logically? Legibility should be high if the appropriate fonts sizes and sufficient contrast are used. In terms of the site’s navigation, how easy is it to understand the labelling and categorization of content? Upon visiting the home page, users should be able to form a mental model of how the site is organized based on the content, layout, and navigation. Usability also addresses how information is requested from visitors (e.g., during registration and checkout) and how the site delivers feedback, guidance, and error messages during data entry. Even site performance is an important element of usability, relating to the availability of pages and the download speed of those pages (and it goes without saying that there should be no broken links or orphaned pages!). And finally, the degree to which visitors feel that the Web site is relevant to their needs is also a function of its overall usability.

Informational Content is the third factor in establishing and building trust with your site visitors. It’s a pretty big topic, spanning how a company presents information about its identity, its products and services, as well as its security and privacy measures.

mercedes_logoIdentity. So how do consumers assess the trustworthiness of your organization without a face-to-face interaction? On the Web, this can be addressed by providing complete information about the history of your company, its legal status, and the people behind it. You can also use well-crafted content about your company’s values, partnerships (especially with trusted organizations), achievements, and community participation (including charity support) to bridge the gap. How you message your company’s success will influence visitors’ trust, whether it is providing a portfolio of recent work or links to an annual report or the size and reach of your customer base. Does your site show that there are real people behind the company – including key names, photographs, bios, and email addresses?

cologne-perfumeProducts and Services. The quality and depth of information about your products and services also contribute to establishing trust. Whether visitors have a specific goal in mind or show up simply to browse, detailed descriptions of your offerings will help them make confident and informed decisions. Product descriptions should be objective and free of sales jargon and lofty claims. Images should effectively complement your product descriptions. Prices should be prominently displayed – and being transparent with respect to additional costs (e.g., shipping, taxes) early in the purchase flow will prevent negative surprises for your visitors later on. Are product availability and shipping times provided? These are all ways to reduce the perception of risk for your site visitors.

VaultSecurity. Speaking of risk, your site’s content should include summary level and detailed information about your security and privacy measures – as risk and trust are closely related. Consumers react well to explicit security policies, which typically detail how data is transferred, processed, and stored. But although consumers appreciate the sense of security such policies provide, it has been observed that they rarely read them in great detail – so a prominent link to your policy will likely suffice. Your ordering process should take place on secure pages and provide multiple payment methods to address visitors’ varying comfort levels with credit, debit, or electronic transfer of funds. Displaying seals from trusted third parties that assess your company’s commitment to security is also a common consumer expectation.

confidentialPrivacy. As with security policies, people like seeing that a Web site has a privacy policy, although most of them hardly ever read it. For those folks who do venture into the finer details, it should be written in an easy-to-understand way and clearly state what personal information is collected, how that information will be used within the company, and whether it will be sold to other companies. Your site should feature a seal from a trusted third party that audits your organization’s privacy practices. And when it comes to registration and purchase forms, you should only request personal information that is absolutely necessary – and that matches the expectations of customers. Sensitive data such as social security and drivers’ license numbers require special treatment and assurances.

The fourth and final trust factor is known as Relationship Management, which describes the quality and availability of resources for site visitors before and after a purchase is completed.

For pre-purchase interactions, the availability and ease of locating different methods of contact – both online and offline – can be an indication of how much a company cares about its customers. Is there a dedicated livechatcustomer service area that includes multiple forms of help such as FAQs, live chat, and user forums? Once communication is initiated by a visitor, response time becomes an additional indicator of the value a company places on its customers (and no response at all will likely result in no sale). Is the company’s response to your question relevant and complete? Does the response include a ‘personal touch’ such as a real person’s name and email address? And what is the tone used by the respondent?

Post-purchase interactions include how the order is processed, how it’s fulfilled, and how any issues are handled. Once a purchase is complete, are customers able to manage and track the progress of their order? Seeing an order progress through the various checkpoints helps consumers feel confident in the vendor. Fulfillment refers to the delivery of the product. Was it delivered on time? How about the package’s condition and presentation? The correctness and completeness of the order is critical, and the amount charged by the company should be identical to the original amount specified on the Web site. And finally, the company’s method of handling returns and customer service inquiries is crucial to the maintenance of trust and development of the customer relationship.

Part II: Applying trust-building theory to your Web property

If the list of trust cues and considerations seems daunting, it should. Trust is not something you achieve quickly or easily or with a single headline on your home page. No, trust is built over time and across multiple interactions, and it should be treated as a fragile commodity. From what people read about your organization on the social Web, through their first exposure to your site, and on to completing a purchase and experiencing the quality of your company’s customer support, there are dozens of opportunities to build or erode trust… so let’s explore some examples in the next post.

~Lance