A/B tesztelés webáruházban: 10 dolog, amit érdemes tesztelned

Erről fogunk beszélni:

  • Mi az az A/B teszt?
  • Mire alkalmazhatsz A/B tesztet?
  • A teszt menete
  • Mit érdemes tesztelned?
    • Vizuális elemek
    • CTA
    • Navigáció
    • Popup ablakok
    • Sürgető megoldások
    • Fizetési megoldások
    • Űrlapok, kitöltendő mezők
    • Regisztráció
    • Szöveg
    • Ajánlatok
  • És minden más

 

Kezdjük az elején a történetet: mi az az A/B teszt?

Ahogyan neve is mutatja, az A/B teszt egy próba, mely során egy adott elem két különféle változatát próbálod ki. Például az egyik oldalon kék, a másikon piros CTA gombot használsz. Az egyiken felül, a másikon jobb oldalt helyezed el a keresőmezőt.

 

Egy jó A/B teszt kritériumai a következők:

  • Egyszerre csak egy elemet tesztelj – különben nem fogod tudni, minek köszönhetőek a változások.
  • A két oldalt párhuzamosan futtasd, egy időben – könnyen hatással lehet az eredményeidre, ha néhány nap csúszással tesztelsz. A teszt fusson legalább egy hétig.
  • Dolgozz szignifikáns mintával: a közvélemény-kutatások esetében 1000 főnél húzzák meg a határt, neked is ez az optimális.
  • A két oldalra érkező látogatókat véletlenszerűen oszd el: ha szegmensek, csatornák vagy bármilyen más módszer szerint válogatsz, torzulni fognak az eredményeid.

 

A tesztelésből egyértelműen kiderül, hogy a látogatóid, vásárlóid a kettő közül melyik megoldást kedvelik jobban: melyik ösztönzi őket az oldalon maradásra, átkattintásra, feliratkozásra vagy éppen vásárlásra.

De nem csak az eredményeid lesznek jobbak. A cégedben dolgozók munkamoráljára is pozitívan hat, hogy nem megérzésekre kell alapozni, és az eredményeket nem úgy kérik számon rajtuk, hogy csak találgathatnak: ehelyett pontos adatokkal, precíz analitikával dolgozhattok. A marketingesekre, fejlesztőkre, dizájnerekre az ilyesmi lelkesítőleg hathat, hisz nem engeded el a kezüket eredményeket követelve.

 

Mire alkalmazhatsz A/B tesztet?

Gyakorlatilag bármire.

A weboldaladon nincsen olyan elem, legyen az szöveg, grafika, dizájn vagy funkció, amelynek hatékonyságáról tesztelés nélkül biztos lehetsz.

tips Hogy hogyan végezheted el a tesztet hatékonyan:

 

Rendszerint úgy, hogy szakemberre bízod. léteznek akár ingyen is kipróbálható eszközök, amelyek segítenek neked (ilyen például az Optimizely). Ha azonban egy komplex webáruházzal dolgozol, akkor szükséged lesz egy fejlesztőre, különösen azért, mert csak így lehetsz biztos abban, hogy a fenti kritériumok maradéktalanul megvalósulnak.

Az alábbiakban egy listányi ötletet olvashatsz arról, milyen elemeket vethetsz alá A/B tesztnek. Ezek közül egyszerre akár többet is futtathatsz, de el kell fogadnod, hogy egyszerre mindent nem leszel képes kielemezni. Ne terheld túl magad adatokkal, igyekezz minél jobb eredményeket elérni úgy, hogy emberileg feldolgozható mennyiségű információt gyűjtesz be és hasznosítasz.

A tesztelést limitálhatja a látogatószám is: ha egy oldalon egyszerre 3-4 tesztet végzel, akkor a látogatók már 6-8 felé oszlanak meg, ami a teszt időtartamát rendkívül hosszúra nyújthatja. Már ha szignifikáns mintával akarsz dolgozni.

(Igen, azzal akarsz.)

 

A teszt menete

Először szándékaidat kell tisztáznod: mit szeretnél elérni?

Nem mindegy, hogy egy oldalon több ideig akarod marasztalni a látogatókat, vagy egyáltalán nem számít, hogy meddig maradnak, ha végrehajtanak egy adott cselekvést.

Ha megvan, mit szeretnél, vedd sorra az érintett oldalak főbb elemeit, és priorizáld őket fontosság szerint. Egy feliratkozási oldalon a szöveg, a CTA (Call to action) és az űrlap mindennél fontosabb. Egy cikk vagy blogbejegyzés esetében a multimédiás megoldások, a szöveg egyes tulajdonságai (hossza, stílusa stb.) tesztelendők. Egy webáruház főoldalán figyelhetsz arra, hogyan jelennek meg a termékek, hol a keresőmező, hogyan működnek pop-up ablakaid.

Már a prioritások meghatározásakor is figyelheted az analitikát: ha például azt látod, hogy a látogatók nagy része eljut az oldalon a CTA gombig, de nem kattint rá, azon kell elgondolkodnod, mi okozhatja ezt.

A teszt elindításához végy egy már létező oldalt, például egy termékoldalt. Válassz ki egy elemet, amelyet illetően bizonytalan vagy: egy CTA-t, egy szöveget, egy kitölthető űrlapot. Készíts belőle egy új változatot, próbáld hatékonyabbá tenni, és meg is van az A és B oldalad.

 

teszt menete

 

Mit érdemes tesztelned?

 

1. Vizuális elemek

Egy termékoldalnak a vizuális források a lételemei. A személyes vásárlásban az a jó, hogy az árut megfoghatjuk, megnézhetjük minden szögből, minden érzékszervünkkel megvizsgálhatjuk. Az online vásárlásnál pedig az eladónak arra kell törekednie, hogy ezt az élményt a lehető legjobban átadja. Ha bőrövet árulsz, használj olyan képeket vagy készíts olyan videót, hogy a monitor előtt is érezze a valódi cserzett bőr illatát a látogatód.

Kérdés persze, hogy milyen megoldások működnek a legjobban. Ajánlott, hogy használj minél több és minél jobb minőségű képet. Ez adott, de a lehetőségeidnek koránt sem érsz a végére, viszont mindent nem zsúfolhatsz egy oldalra.

Használhatsz

  • elforgatható modelleket,
  • hosszabb bemutató videókat,
  • infografikát,
  • 10-15 másodperces demókat,
  • de akár hangfájlt is.

Ezeket a megoldásokat pedig mind tesztelheted, akár tartalom szerint is: nem mindegy mondjuk, hogy egy bemutatóvideót ágyazol az oldalba, vagy egy how-to videót tippekkel.

 

vizuális elemek

 

2. CTA ‒ vajon mire kattintanak leginkább a látogatók?

Általában azt szeretnéd, hogy a felhasználó rákattintson valamire. Ezt nem olyan egyszerű elérni, mint elsőre gondolnád. Milyen tulajdonságai is vannak egy CTA-nak? Pozíció, méret, forma, szín, szöveg… És ezek mind nagy hatással lehetnek a konverzióra.

Ha rossz helyre teszed a CTA-t kevesebben fognak rákattintani. (Az általánosan elfogadott szabály szerint minél komplexebb az ajánlat, annál lejjebb kerül az oldalra.) De az is lehet, hogy két-három CTA is elfér az oldalon, mert a célközönség egyes tagjai az oldal más pontjain jutnak elhatározásra.

Ha túl kicsi a CTA, nem lesz eléggé észrevehető, ha túl nagy, riasztó.

A szín kérdése is fontos: a színelmélet alapján egyes színek sürgetőileg hatnak, mások a biztonságérzetünket erősítik és így tovább. De az is lehet, hogy egyszerűen a CTA nem üt eléggé el a környezetétől ahhoz, hogy észrevehető legyen…

A szöveget pedig a végtelenségig finomíthatod: minden egyes szónak jelentősége van, más hatást vált ki a közönségedből.

 

cta

 

3. Navigáció

Egy oldalon belül is számos különféle navigációs elemet alkalmazhatsz, hogy megvizsgáld, melyikre hogyan reagál a közönséged.

Kérdés lehet:

  • Hogy a jobb vagy bal oldalra helyezd-e a kategóriákat.
  • Hogy lenyíló menüt használj-e, vagy esetleg valamilyen lebegő megoldást.
  • Akár azt is tesztelheted, hogy egy menün belül mely kategóriákat helyezd előre, melyek legyenek inkább szem előtt, mert egyesek több kattintást hozhatnak.
  • Ha breadcrumb (morzsamenü) navigációt használsz, ebből is többféle létezik (megtett út, hierarchia vagy attribútumok szerinti).

 

navigáció

 

Ebben az esetben azt kell figyelned, hogy a felhasználók mennyi időt töltenek az oldalon, hány aloldalt néznek meg, hogy hogyan viselkednek, vagyis az oldalon belül mire kattintanak. Ha az egyik megoldásnál több az átkattintás más oldalaidra, és kevesebben hagyják el az oldalt, akkor megtaláltad a jobb navigációt.

 

4. Popup ablakok

A popup ablakokat sok mindenre használhatod:

  • hogy feliratkozást kérj,
  • közösségi megosztásra biztass,
  • hasonló tartalmakat vagy termékeket ajánlj,
  • hogy megakadályozd, hogy egy azonnali kedvezménnyel megakadályozd, hogy elhagyják az oldalad.

 

pop up

 

Nem mindegy azonban, hogy milyet használsz – az egész oldalt eltakaró ablakot, vagy diszkréten az alsó sarokban megjelenőt?

Mikor jeleníted meg a felugró ablakot? Egy adott idő után, vagy akkor, ha a felhasználó valamilyen cselekvést végez, esetleg akkor, ha tétlenséget érzékelsz?

 

5. Sürgető megoldások

Próbáld ki, hogyan hat a vásárlóidra egy kis sürgetés!

Kimerítő részletességű cikkben írtunk arról, hogyan teheted meg ezt finoman: jelezve, hogy egy adott ajánlat csak egy bizonyos ideig érvényes (akár számlálóval), kijelezve a darabszámot vagy másként. Lásd: 5 stratégia a vásárlói halogatás leküzdésére

Létező termékoldalaidból készíts olyan változatokat, ahol elhelyezel egy-egy ilyen elemet – de arra figyelj, hogy egyes oldalaid ne állítsanak eltérő dolgokat. A felhasználónak zavaró lehet, ha kétszer néz meg egy oldalt, és egyszer limitált időt lát egy ajánlatnál, másodszor pedig már sehol sincs a számláló.

Ha tehát fogsz egy korábban számlálót nem tartalmazó termékoldalt, készíts két olyan változatot, amelyek különféle módon mutatják a limitált ajánlatot (az egyik mondjuk aktív számlálóval, a másik egyszerűen a határidővel), és figyeld, emelkedik-e a konverzió a korábbi adatokhoz képest, illetve melyiknél mennyivel.

 

sürgetés

 

6. Fizetési megoldások

Egyes webáruházakban négy-öt oldalon kell keresztülverekedje magát a vásárló, amíg fizethet és megrendelheti a terméket, máshol ehhez egy-két oldal is elegendő.

A túlságosan sok oldal növelheti a kosárelhagyók számát, ezért érdemes kipróbálnod, tudsz-e valahol rövidíteni a folyamaton, és tesztelni a több és kevesebb oldalas megoldásokat.

Ez különösen fontos tényező lehet, ha sok látogatód érkezik mobilról: ők általában türelmetlenebbek, jelentősen csökkenti felhasználói élményüket, ha több oldalon keresztül kell egy folyamatot elvégezniük. Az ő esetükben kipróbálhatsz például egy olyan megoldást, ahol az egész folyamatot egyetlen oldalon bonyolíthatják.

 

fizetési megoldások

 

7. Űrlapok, kitöltendő mezők

Egyes tanulmányok szerint minden egyes plusz kitöltendő mezővel körülbelül 10 százalékkal csökken a konverziós arányod.

A felhasználók nem szeretik, ha túl sok adatot kérsz el – ugyanakkor ezeknek az adatoknak a későbbi szegmentálásnál nagy hasznát láthatod az e-mail marketingben.

Kísérletezz tehát azzal, hány adatot kérhetsz el „büntetlenül” – a név és az e-mail cím mellé kérhetsz-e például pozíciót, cégnevet, várost vagy irányítószámot?

Az érzékenyebb adatokra még inkább igaz, hogy kevésbé szeretik megadni őket – teszteld azt is, hogy jobban jársz-e kötelezően kitöltendő mezőkkel (talán valamivel kevesebb megkeresést, de pontosabban szegmentálható listát kapsz), vagy opcionális kitöltéssel (minél több e-mail címmel, de hiányos adatokkal).

 

űrlap

 

8. Regisztráció

Azzal, hogy regisztrációt kérsz a vásárláshoz, általában jelentősen növeled a kosárelhagyók és visszafordulók arányát. Adott esetben azonban lehet, hogy ez olyan veszteség, amelyen végül többet nyersz.

Lehet, hogy így kevesebb vevőd lesz, őket azonban később hatékonyabban célozhatod meg újra: több adattal rendelkezel majd, több csatornán is keresheted őket, komolyabban alapozhatsz korábbi viselkedésükre.

Márpedig olyanokat, akik korábban nálad vásároltak, mindig költséghatékonyabban érhetsz el és konvertálhatsz újra, mint új vásárlókat. Teszteld tehát a kötelező és opcionális regisztrációt, és számold ki, hosszú távon vajon jobban megéri-e feláldozni néhány újonnan érkezőt a később könnyebben reaktiválható vásárlókért cserébe.

 

regisztráció

 

9. Szöveg

Teszteld, hogy milyen szövegek működnek jól termékoldalaidon! A hosszú, történetmesélés vagy a rövidebb és lényegre törő szöveg hoz nagyobb konverziót?

Milyen stílusban írsz?

Ha üzleti szolgáltatásokat kínálsz nagyvállalatoknak, a hivatalos hangnem talán több vásárlót hoz neked, ha viszont gördeszkákat árulsz, a lazább stílussal valószínűleg jobban jársz.

Kipróbálhatod a negatív és pozitív hangvételt is. A „Vedd meg most!” és a „Kosárba, különben lemaradsz!” között óriási a különbség. Egyes vásárlói szegmensek negatívan reagálhatnak az ilyen sürgetésre, más körökben az ilyen „nyomulós üzenet” jócskán növelheti a konverziót.

Milyen oldalcímeket használsz? Nem mindegy, hogy kreatív vagy informatív megoldásokkal kelted fel a figyelmet.

 

szöveg

 

10. Ajánlatok

Nem mindegy, hogy milyen ajánlatokat teszel a felhasználóknak. Írtunk már róla, hogy a kosárelhagyások jelentős részéért az információk visszatartása felel, sokszor a szállítási költségé.

Lehet, hogy sokan rakják majd a kosárba a terméket, ha nem látják, hogy még rá kell fizetniük a szállításra, de sokat ott is hagyják majd a kosárban, fizetetlenül, mert úgy érzik, becsaptad őket, ha csak a fizetéskor szembesíted őket a valódi árral.

Megteheted tehát, hogy kiírod a szállítási költséget a termékoldalra, sőt, ezt javasoljuk – ugyanakkor kipróbálhatod azt a megoldást is, hogy adott feltételek mellett ingyenes szállítást kínálsz fel, például akkor, ha egy adott összeghatár felett vásárolnak, vagy adott darabszámot rendelnek egyszerre.

Ezzel növelheted rendeléseid átlagos értékét, ami mellett már megéri az ingyen szállítás, és egyben el sem titkolod a költségeket – de kérdéses, hogy nem veszítesz-e így több vásárlót, és inkább megérné az, hogy egy nagyobb rendelés felé tereld őket.

 

ajánlatok

 

+1. És minden más

Gyakorlatilag nincs olyan elem, amelynek működését ne tesztelhetnéd, de ahogyan már a cikk elején is írtuk, mégsem tesztelhetsz mindent egyszerre.

Nézd meg, az adatok alapján melyek a kritikus pontok:

  • mely oldalakon fordul vissza a legtöbb vásárló,
  • melyik terméknél konvertálnak a legkevesebben,
  • egy adott változtatást követően hol zuhan vagy nő meg látványosan az aktivitás.

 

Ajánlott, hogy te is próbáld ki saját oldalad: figyeld, hová nézel, hová kattintasz, melyek azok a pontok, ahol te magad félbehagynád a vásárlást.

 

Az A/B tesztelés igazi csodafegyver lehet, egyetlen kis változtatással bőven két számjegynyi százalékkal javíthatsz egy-egy oldal konverzióján, ezt az esettanulmányok egyértelműen mutatják.

Ehhez azonban lényeges, hogy szakszerűen végezned a tesztelést – talán a legegyszerűbb, ha az e cikkben olvasható tippekkel fogsz hozzá.

 

Amennyiben egy A/B tesztelési megoldást keresel Magento webáruházadhoz, az A/B Testing bővítmény az Amasty fejlesztő cégtől jó választás lehet. Különböző split teszteket többváltozós teszteket, beállíthatod a tesztelés időkeretét, és az eredményekről részletes statisztikai jelentéseket is kapsz.

Robusztusságnak és hasznos funkcióinak köszönhetően valószínűleg a legnépszerűbb Magento bővítmény A/B tesztelésre a piacon

 

Magento A/B tesztelés, Amasty bővítmény

 

 

Jellemzők:

  • Több A/B teszt egyidejű futtatása
  • Egy termékcsoport különböző jellemzőinek tesztelése
  • Termékoldal dizájn tesztelése
  • Informatív statisztikai jelentések
  • Tesztelési időszak beállítása
  • A konverziós ráta függvényében különböző teszt variációk mutatása a vásárlóknak

 

Összegzés
Reméljük a cikkünkben említett gyakorlati példák alapján annak is meghoztuk a kedvét az A/B teszteléshez aki eddig egyáltalán nem érezte a fontosságát.

A tesztek eredményéből levont következtetések és alkalmazott módosítások jutalma az érezhető konverziónövekedés lesz.

Amennyiben bármilyen kérdésed merülne fel a cikkel témájával kapcsolatban, nyugodtan jelezd itt kommentben, vagy vedd fel velünk a kapcsolatot, szívesen segítünk!

 

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