Особливості формування та оцінювання “лійки конверсії” веб-сайта та блогу

Abstract

Детально розглянуто окремі питання, пов’язані з формуванням “лійки продаж” в Інтернеті, виділено поняття “лійка конверсії”, яке доцільно вживати за умови, коли коефіцієнт конверсії визнається на кожному етапі, виділеному у “лійці продаж” та його особливості. Виокремлено основні етапи “лійки продажу”, наведено основні рекомендації, які можна використовувати організаціям на практиці з метою збільшення конверсії на кожній сходинці “лійки продаж”, представлено основні функціональні можливості ресурсу SimilarWeb у сфері надання відкритих статистичних даних з функціонування окремих веб-сайтів (ранг трафіку, середній час перебування на сайті, показник відмов, розподіл трафіку по країнах, джерела трафіку, основні ключові слова та конкуренти), на основі яких робляться попередні висновки про ефективність конкретного ресурсу та його основних конкурентів. The article shows that the particular importance of increased competition gets use of all marketing tools, including electronic. The attention is paid to features of estimating the effectiveness of email marketing which are depending on the industry and the specifics of this stage is modified only depending on the ultimate goal and the type of resource as opposed to implementation and maintenance. Certain issues related to the formation of “swearing sale” online are considered in details. Based on a thorough analysis of the literature the concept of “conversion funnel” is identified. That term that is appropriate to use when the conversion rate at every stage, dedicated to the “funnel sale” and its features is recognized. The main stages of the “sales funnel” which is typical for email marketing are determined. The “sales funnel” are improved to the “hourglass sale” due to the addition of the stages in the customer loyalty formation. The basic recommendations that organizations can use in practice in order to increase conversions on each rung of the “sales funnel” are listed. Using the proposed measures, as practice shows, are essential for companies, for whom the Internet is the only one way to promote their products, and for which it is an additional platform for sales and promotion as well. The basic functionality of the SimilarWeb are introduced. It is the public statistics resource in the operation of specific websites (rank traffic, average time on site, bounce rate, traffic distribution by country, traffic sources, main keywords and competitors) on which are made preliminary conclusions about the effectiveness of a particular resource and its major competitors. The applied aspects of evaluation of the “conversion funnel” are considered as an examples on the current website http://www.shoester.com.ua/ and blog http://kosholka.blogspot.com/: characteristic stages are selected; conversion are calculated (rate of the operations closure) for each phase; specific recommendations for discovered webservices are proposed which are aim to increase conversion stages. In this case stages are “bottlenecks” and its expansion will contribute to the increasing sales of the online store in the first case, and in the second – increasing the number of followers and blog views. General conclusions about the need for evaluation of the “conversion funnel” are made which could be appropriate for any Internet resource in order to improve its efficiency and achieve goals.