Matthew and I have been sitting next to each other today looking at the outputs of his lovely new custom built conversion tracking system, designed to ensure that the optimal number of users who just come to one of our services as a one off get signed up to something else longer lasting.
I’ve been banging on for ages about how government should seize on cross selling people who’ve just finished using one online service into using another of a more democratic nature, so it seems worth spelling out some of the lessons.
First, there’s some interesting data from the last few weeks, since our newest conversion tracking infrastructure has been running in its nice new format.
One of the adverts randomly served to users of WriteToThem (after they’ve finished sending their letter) encourages them to sign up to TheyWorkForYou email alerts – the service people use to get emailed whenever their MP speaks in Parliament. The advert features a slogan of encouragement, and a pre-populated email form containing the user’s email, and a ‘Subscribe me’ button. This advert was shown to 2328 users last month, of whom 676 became TheyWorkForYou email subscribers, which is a pretty cool 29.04% conversion rate. However, we also showed another advert for the same service, to the same WriteToThem users, which also had the same button and text, but which hid the form (and their address). That was shown to 2216 users of whom 390 signed up, a more modest 17.6%. So the impact of simply showing an email box with the users email address in it, versus hiding it, was worth 10% more users. Why? Go figure!
So now we’ve canned the advert that hides the address form, and instead we’re comparing two different adverts both of which feature the pre-populated signup form, but which use different words. It’s probably too early to judge, but the new ad appears to have a very similar conversion rate suggesting it might be hard to squeeze many more subscribers out of this page. We’ll keep trying though!
Another thing we learned of interest was that monthly subscribers to email alerts on TheyWorkForYou were down year on year in the month before we added this new advertising & conversion tracking system, even though the total number of visitors were clearly up on the same month last year. This appears to suggest that two things are happening. First RSS is catching on, so some users who would previously have got email alerts are subscribing to RSS feeds instead. Second, it suggests that the TheyWorkForYou user audience might have been getting more saturated with regulars – proportionally fewer new users coming (although more visitors in absolute terms) so fewer people signing up to get alerts. The cross marketing and conversion tracking seems to have reversed that trend, which is awesome.
We also advertise several different services to people who just finish signing up to get email alerts on TheyWorkForYou itself. We’ve just noticed that a full 25% of people shown the advert to sign up for HearFromYourMP proceed to sign up. We’ve therefore just decided to dump other adverts shown on TheyWorkForYou (such as advertisements for other sorts of TheyWorkFor you email alert) and concentrate on just cross selling HearFromYourMP. A back of the envelope calculation suggests that by just advertising this one site from the completion page we should get an extra 10,000 subscribers to HearFromYourMP this year on top of the organic growth. Not bad for a few minutes analysis, and a number likely to make a fair few more MPs post messages to their patiently waiting constituents.
One last interesting thing (at least to me) is how some more demanding services are a much harder sell than others to users. So asking people to make new groups on GroupsNearYou.com or report a problem in a street on FixMyStreet tend to result in more traditional online marketing scale conversion rates of 0.1% to 2%. Still worth doing, and so we compare different versions of those ads too, to try and eke up those rates for these sites that arguably have more tangible, direct impacts on people and communities.
It will be a challenge for mySociety’s future to work out how to trade off impact against scale of service use – are 10 HearFromYourMP subscribers worth one pothole that doesn’t get fixed? Answers on a postcard…