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    The Dev Backlog: Why It Makes Optimisation Such a Headache

    The dev backlog is one of those terms that’s been around forever, and it’s not going anywhere any time soon. Unless AI truly revolutionises development resourcing, the dev backlog will continue to hang over product and optimisation teams alike.

    But maybe it’s time we rethink what we mean by it. The term itself often carries a negative tone, suggesting that developers are slow or inefficient. In reality, the backlog usually exists because developers are overworked, the volume of tickets is simply too high, and there aren’t enough people to handle the business requirements.

    Whatever the cause, the result is the same. There’s always a “backlog”. There are always other tickets, projects and priorities competing for limited development time. For anybody trying to get a ticket prioritised it can feel like an uphill battle. 

    A product manager can help by maintaining a clear prioritisation framework, but no one is immune to the person who shouts the loudest eventually. With that we often see optimisation work often struggling to make the cut. We frequently hear from teams that CRO and experimentation tickets get stuck because the dev stream is already full of other critical work anything from accessibility updates, redesigns, new payment integrations, or compliance-driven projects.

    Depending on the platform, even small front-end tweaks can require significant development effort and cost. So how do we navigate this more effectively?

    Why Optimisation Deserves a Place in the Roadmap

    Agile frameworks have transformed the way product teams work. Experimentation and CRO are of course agile too.  They involve rapid iteration, small-scale changes and measurable learning.

    If an optimisation delivers a statistically valid improvement it deserves to be prioritised alongside other roadmap items. The problem is that these changes often seem too small to compete with major development projects. That mindset needs to shift.

    Optimisation isn’t just “nice to have.” It’s a proven mechanism for growth. These wins compound over time, and failing to implement them means leaving measurable value on the table.

    Optimisation Can Help Reduce the Backlog, Not Add to It

    While optimisation often gets viewed as more work for developers, it can actually help alleviate the backlog when product and experimentation teams work closely together.

    Good communication and collaboration between the two teams mean that experimentation can take on some of the weight from the product backlog. Tickets and requests that have been prioritised with little or no supporting data are perfect candidates for testing. Experimentation teams can validate these ideas, measure their impact, and feed results back to product and wider stakeholders.

    This approach not only helps inform what deserves a place in the backlog but also provides clarity on why certain tickets aren’t being prioritised. When testing provides data-led insights, teams can make more confident decisions about what’s worth developing. In turn, this reduces wasted effort and ensures that development time is used efficiently.

    Making Space for Optimisation in Development Streams

    So how do we make optimisation a permanent, prioritised part of the roadmap? There are a few core things that can be done:

    1. Empower optimisation teams to support prioritisation.
      The Optimisation team will understand the numbers of their experiences. They know which changes will deliver impact, and will be able to provide metrics that support development stream prioritisation. 
    2. Collaboration across the business
      Working alongside the wider business (the finance team especially) to turn your estimated forecasts and improvements into core business KPIs such as profit or customer satisfaction. Can help provide weight to hard coding and experience, this is especially relevant when you’re working with third party development agencies and costs are attributed easily to every piece of work. 
    3. Reserve a dedicated development budget for optimisation.
      This is one of my favourite ways of working in a previous role. By setting aside a specific portion of budget purely for hard coding winning experiences, you give your team flexibility. Some months, you may not use it. In others, it allows you to move quickly, uplifting developer resource, on proven opportunities without disrupting the core roadmap. I appreciate this wouldn’t work or even get over the line at all businesses, but we found this highly effective.

    If All Else Fails, and Tickets are still stuck…

    Let’s be real, there will be times that this will happen. Complex projects that require all developer resource and focus, or no additional capacity to scale up. The backlog will build up.

    If this is the case, maybe it’s time to change your experimentation strategy slightly. Let’s not pile on more experiences on this backlog unless your certain that you’ll get a successful result over the line.

    Maybe instead it’s time to lean on the capability of your testing tool. All testing tools offer capabilities for a level or personalisation that, in the majority of cases, many never make sense to card code. Consider exploring personalisation or segmented offerings that can be deployed with little to no development resource, but can allow you to continue to reap the rewards of your Optimisation programme.

    The Bottom Line

    The dev backlog isn’t going anywhere. But how we work with it can evolve. Rather than seeing it as an obstacle, teams should treat it as a shared challenge that requires better integration between product and optimisation.

    By planning for optimisation from the outset, allocating resources, and creating a clear communication flow between teams, businesses can make smarter decisions and move faster. Experimentation shouldn’t just compete with the dev backlog, it should help refine it, prioritise it, and ultimately make it work better for everyone.

    To Test or Not to Test (during Black Friday or peak)… That is the Question

    Why Peak Season Testing Sparks Debate

    Black Friday and other peak trading periods will always trigger one simple question. Should we be experimenting during peak when the “risks” are so high?

    The main argument, and an understandable one is that a failed test could cost thousands in lost revenue. Others say it’s the best time to experiment, with bigger traffic volumes and the only chance for some ever 12 months to better understand this traffic set. The truth of course lies somewhere in the middle.

    In this article, I’ve taken a look at the pros and cons of A/B testing during Black Friday, and share my thoughts on the approach for these key periods.

    We Shouldn’t Test, it’s too risky!

    Let’s start with the reasons I believe teams will ask this question, and why the decision can be to stop testing all together:

    Higher stakes, bigger impact

    A losing test in July might cost you a few thousand in missed sales. The same test in November could cost ten times as much. The financial impact of a “losing” experiment is much higher.

    Noise and data volatility

    Your peak period will differ from standard shopper behaviour as it brings in: gift buyers, more bargain hunters and the one-time seasonal shoppers. This will likely distort what we see as normal can make next step decisions more difficult, as can you guarantee these results outside of peak?

    Short windows

    For most Black Friday campaigns they only run for a few days, sometimes as things have shifted a couple of weeks. However, that may not be enough time for every test to reach statistical significance, especially for lower-traffic pages.

    Teams are too busy 

    Having worked in a toy retailer during peak, I can relate to this one. When there are 101 jobs to do every day to implement promotions, price changes, marketing campaigns and the rest. Experimentation will often fall to the bottom of the pile.

    But we could reap huge rewards if we win

    Now the flip side, I personally believe it’s a mistake to fully stop testing during your peak and here’s why:

    Bigger upside

    A winning test during peak has the potential to generate much larger incremental revenues. If you also can roll this change to 100% quickly, you can reap the rewards immediately with the large traffic pools. The positives could outweigh the negatives here.

    Everyday changes are untested anyway

    During peak, hundreds of untested decisions are made across our sites from promotions, homepage banners, email campaigns, product sorting rules. These all carry risk too, each one of these has the potential to decrease conversion or revenue the same way testing can.

    Faster learning cycles

    The surge in traffic means tests reach significance quicker. What might take weeks in March could take just days in November. 

    My View: The Risks haven’t changed Only the Impact has

    • The risks of A/B testing are present all year-round.
    • A poor variant can underperform any month of the year.
    • Traffic fluctuations can always distort results.
    • Tests always require time, discipline, and monitoring.

    What changes in Black Friday isn’t the type of risk, but the impact. A loss will cost more. But a win equally will deliver more too.

    Best Practices for A/B Testing During Peak Season

    If you decide to test during peak (and you should), approach it differently:

    Prioritise ruthlessly

    Focus only on tests with high potential impact or testing to understand the peak shopper better: recommendation algorithms, promotional content, delivery messaging, social proofing, etc

    Monitor performance more regularly and set guardrails

    Avoid “peaking” but keep your eyes open. If a test is underperforming and it’s slowly making its way to a level of loss you’re not comfortable with, pause it. You can always come back to it in the new year. 

    Shorten decision cycles

    Be ready to pause or roll out variants faster than you would at other times of year. Peak windows are short, don’t forget Experimentation in ecommerce is to support decision making, we’re not testing the effectiveness of medicines.

    Run “safer” tests

    Stick to experiences unlikely to break core functionality and lower risk from a development perspective. This isn’t the time for risky experiments and 100’s of lines of code that could break with a simple merchandising change.

    Plan ahead

    Have experiments built, UAT’d, and ready to launch ahead of your peak season.

    Conclusion: Should You Test During Black Friday?

    Short answer: yes, I believe you should, if you can prioritise well, monitor closely and be prepared to pause losses or launch winners quickly.

    However, this is only a question that truly each business can answer on its own, based on workload, team capacity and ability to turn changes round quickly. Hopefully, this article has given you some thoughts on how it could be approached.

    Black Friday is when every conversion counts most. And that’s exactly when your testing plan should be at its sharpest.

    Convinced? Us too – book some time with our expert team to discuss your strategy for Black Friday or peak trading times in general.

    5 Tips to Leverage Micro-Conversions: How Small Wins Drive Big Growth

    Whilst the main focus of CRO (Conversion Rate Optimisation) is on increasing purchases, paying attention to the small steps that lead to order completion can have a bigger impact than you might think.

    From revealing purchase intent, to highlighting friction points along the customer journey, tracking micro conversions allows you to see which customers are most likely to convert, and helps you to see where and why customers are dropping off.

    What Are Micro-Conversions in eCommerce?

    Macro conversions are the actions that directly drive revenue, the primary goal of your eCommerce site, such as purchase completion, or subscribing to a paid membership or subscription.

    In comparison, micro-conversions support the customer towards macro-conversions:

    • Adding a product to basket
    • Interacting with the product gallery
    • Using filters and/or search
    • Beginning checkout

    These conversions signal intent to buy, and can be analysed to optimise the journey to conversion.

    How Micro-Conversions Drive Growth in eCommerce

    Depending on the type of products you sell, customers can spend considerable amounts researching products, considering different options. Therefore micro-conversions tend to happen more often than macro-conversions.This can make macro-conversion rates slow to change, as customers don’t complete them as often. 

    Micro-conversions fuel eCommerce growth by highlighting customer intent and friction points. For example, if products get high views, but low add-to-bag rates, it might be an indication that something’s wrong, be it price, trust signals or product information presentation. Optimising these steps improves the efficiency of the funnel, which in turn increases the likelihood of users converting.

    Over time, small improvements in the early stages of the customer journey can accumulate into significant gains in overall sales performance.

    5 Tips for Optimising for Micro-Conversions

    1. A good starting point is to optimise navigation and filtering to help product discovery. Highlight recommendations, build intuitive filters, and a strong site search.
    2. Add to bag rate is a crucial KPI, and optimising the product page experience can be pivotal in improving this metric. Making product information relevant and helpful, including clear and varied product images, and building trust through customer reviews are strong areas to improve PDPs.
    3. Encourage users to take action by placing key CTAs above the fold, call attention to them, and make sure that users understand the action they will complete.
    4. Personalisations can be a great way to add value to the user’s experience, by creating a more custom experience, based on their behaviour. Personalised recommendations, device specific layouts and flows, and serving different content for users who display exit intent, or returning customers are great ways to build a more bespoke journey.
    5. Small actions can lead to great insights and opportunities, and whilst order completion might be your ecommerce site’s primary goal, it’s crucial to support your customers’ journey every step of the way.

    Take a look at your site’s micro-conversions, identify points of friction and start testing improvements.

    Better still, book some time with our expert team for a consultation around how we can support driving results for your experimentation programme as an extension of your team. 

    GA4 Turns Two: Why It Was the Shake-Up We Needed

    We’ve just passed the two-year mark since Universal Analytics stopped processing hits, a day that was supposed to mark a new era in analytics.

    But here we are, two years later, still clinging to the past. The blog posts keep rolling in about how bad GA4 is. Teams are still wrestling with the setup, the data, the interface and wondering how something meant to be an upgrade ended up feeling like a downgrade.

    I get it, and I don’t always disagree with the challenges people raise. When I first saw GA4, my reaction was probably the same as yours: WHAT HAVE YOU DONE, GOOGLE?!

    We went from a familiar, trusty companion, the Nokia 3310 of analytics, to something closer to an iPhone 16 Pro Max overnight. Except no one gave us the manual, and half the buttons are hidden behind swipe gestures that no one asked for.

    But two years on, I truly believe it is the shake-up the industry needed.

    Has data become more difficult to get to for businesses?

    Yes, in some ways it definitely has. Small (and even bigger) businesses, with limited technical or analytical resources will be finding it more difficult to get to the numbers they so easily used to do.

    Has Google made it more expensive to get to data?

    Yes, but in some ways I can’t blame them. The costs of storage for millions of websites’ daily data must have been astronomical. Let alone the cost of loads of us ecommerce professionals accessing the tool every day, watching real-time numbers on Black Friday.

    Along with that, the number of businesses that weren’t paying for 360 and working from sampled data in the interface was huge. Just because the data was easy to get to, and lots of people could do it, does not and did not mean the data was reliable. There comes a cost with accurate and trustworthy data, and I think in some ways we had it far too good for too long, so our expectations were impossibly high.

    Let’s be clear, I’m not saying there aren’t plenty of good analytics alternatives out there and if you just can’t get to grips with GA4, they are worth considering. However, before you do that, it’s really worth considering the power of the tool and where it shines above anything Universal Analytics could do.

    Simple and easy changes, including maximising your use of event parameters to get granular with your data, connecting your GA to BigQuery (even if today you don’t know how to use it), and just setting up the recommended events alone will stand you in good stead.

    I’ll be writing a few more articles on why all these things are important, and how you can maximise your use of Google Analytics even if you’re not the most technical or analytical person. Equally, if you have any questions then drop us a note at hello@conversio.com or take a look around and find out more about what we do.

    Leveraging Behavioural Analytics in Conversion Rate Optimisation

    An effective Conversion Rate Optimisation (CRO) strategy goes beyond tracking metrics, it’s about understanding the customer’s journey. While platforms like GA4 and Adobe Analytics remain critical for measuring performance, behavioural analytics platforms such as Contentsquare and Fullstory add a deeper layer of insight. These platforms bring customer context to the numbers, revealing why customers behave the way they do and enabling more targeted, impactful optimisation.

    Core Capabilities of Behavioural Analytics Platforms

    Behavioural analytics platforms offer a rich, visual lens into customer behaviour, helping you understand how people engage with your site, not just whether they convert. Through tools like heatmaps, session recordings, and customer journey mapping, you can quickly identify which areas of a page attract attention, where customers encounter friction, and how they move through the site.

    • Heatmaps show where customers click, scroll, or hover, revealing which parts of a page draw attention and which are being overlooked.
    • Journey mapping illustrates how customers navigate end-to-end, helping uncover drop-offs and opportunities to streamline the journey.
    • Session recordings provide real-time playback of customer sessions, highlighting where customers hesitate, backtrack, or abandon tasks. re:member used Contentsquare session recordings to discover that customers were scrolling up and down instead of completing a credit card application form. Adding more benefit details to this led to a 17% increase in form conversions.

    These insights create a baseline for identifying what’s working, and what’s getting in the way.

    From Insight to Experiment: Using Behavioural Data to Drive Smarter Testing

    Once you’ve mapped customer behaviour, the next step is turning those insights into focused, data-backed test hypotheses. Behavioural analytics platforms help uncover intent and friction that standard metrics often miss, giving you the depth to generate hypotheses grounded in real customer experiences rather than assumptions.

    For example:

    • Excessive clicking may signal frustration, such as on a broken or misleading CTA.
    • High scroll depth might suggest strong interest, a subtle cue to signal future conversion potential even if the session doesn’t result in purchase.
    • Repeated back-and-forth navigation could indicate customers are struggling to find what they need. User Conversion used FullStory to identify this friction in Travis Perkin’s navigation, leading to a redesign that drove a 26% conversion uplift among customers interacting with the new menu structure.

    These behavioural signals help explain not just what customers are doing, but why. Informed with this context, you can design hypotheses that directly address customer pain points and motivations. For instance, if customers drop off at checkout, behavioural data might reveal that it’s due to an overwhelming form, not a lack of purchase intent. With that clarity, you can confidently test solutions like simplifying the process or redesigning the layout.

    Behavioural insights make your experimentation strategy sharper, helping you run smarter, more meaningful tests that solve real problems.

    Analysing Tests with Deeper Context

    One of the key advantages of behavioural analytics platforms is their ability to bring deeper context to A/B test analysis. While traditional metrics tell you which variant performed better, behavioural data reveals why, showing how specific design or content changes impact customer behaviour. Did more customers engage with a streamlined CTA? Did fewer customers excessively click or drop off after a form update? These insights uncover the customer response behind the results.

    Equally important, this behavioural context helps shape future testing strategies. By understanding not just what worked, but how customers interacted with each experience, you can drive a cycle of continuous learning, optimisation, and meaningful improvement.

    Conclusion: Strengthening Optimisation with Behavioural Insight

    As a CRO program matures and the need to go beyond clicks and surface-level metrics grows, behavioural analytics platforms become increasingly valuable. They provide deeper insight into how customers engage with your site, revealing what captures attention, where friction arises, and what behaviours indicate future intent. This level of understanding empowers more meaningful, customer-focused improvements.

    From ideation and testing to post-test analysis, behavioural insights support smarter decisions at every stage of the optimisation process. When you combine quantitative data with behavioural context, you don’t just boost conversion rates, you build more intuitive, customer-first experiences.

    Feeling overwhelmed? Get in touch to book a consultation with one of our optimisation experts via hello@conversio.com.

    CRO Beyond the Landing Page: Optimising the Entire Customer Journey

    Great CRO (Conversion Rate Optimisation) doesn’t stop at the first impression; it’s about guiding the customer from landing to conversion with as little friction as possible.

    Although landing pages are a vital first step for your eCommerce site, and good first impressions are important, it’s important to think beyond them. Your fully-optimised landing page means very little if the rest of the customer journey creates friction.

    The reality is, CRO doesn’t end at the landing page. It only begins there.

    First Impressions Matter, But They’re Not Everything

    High-converting landing pages should make an immediate impact. Reassuring the customer they’re in the right place offers value and guides them towards the next step, as well as keeping bounce rates low.

    But the effort you’ve spent creating a strong first impression is wasted if your customers abandon your site because of a confusing, difficult, or untrustworthy checkout process.

    The Full Funnel Perspective

    True CRO looks at the full customer experience, from the moment they land on your site, to the point of conversion, and beyond. Every touchpoint matters.

    Brands often invest heavily in directing traffic to their site, and focusing optimisation efforts high up in the funnel, only to lose those hard-earned visitors due to poor experiences as they progress through the site.

    Optimisation strategies should be interlinked and look at the full user journey.

    1. Straightforward Navigation

    Once a customer lands, how easy is it for them to find what they’re looking for? Can they refine product lists effectively and with minimal effort? Does search serve relevant products, and react to previous user behaviour?

    Optimising the navigation structure ensures customers can move efficiently around your site with minimal frustration.

    2. Product Pages That Build Confidence

    Product pages are a key point in the decision-making process, where customers start to show higher intent to buy.

    Product information and the way it is presented can be make or break. Are you building trust, creating clarity, and making it easy for customers to answer every question they might have?

    Informative and persuasive copy, high-quality images, and clear delivery information are great starting points for optimisation efforts that can drastically affect conversion rates.

    3. Cart & Checkout Experience

    This is where many journeys end prematurely. High intent customers want to checkout as quickly and seamlessly as possible, so any points of friction can have a significant impact on conversion rate.

    • Forcing account creation: give customers the option to checkout as a guest, or make the login journey as smooth as possible. You can encourage customers to sign up post-purchase with benefits like order management.
    • Hidden fees at checkout: delivery fees can be a shock to users if the checkout is the first time they see them. Display delivery pricing throughout the site, from sitewide banners, to details on PDPs to help manage users expectations and avoid nasty surprises at the point of purchase.
    • Lack of payment options: if you don’t let customers pay via their method of choice, they might not pay at all. Offer customers a variety of payment options, from debit and credit cards, to payment services like Apple Pay, Google Pay, and PayPal.

    4. Post-Purchase & Retention

    The customer’s journey doesn’t end after a successful checkout. Post-purchases experiences are often overlooked, but can significantly impact lifetime value.

    Optimise order confirmation pages, account creation journeys, and customer support to encourage repeat purchases, reviews, and referrals.

    Why This Holistic Approach Matters

    When CRO efforts focus only on landing pages, you’ll see higher abandonment rates as users progress through the site. Click-through rates and engagement might look strong initially, but your conversions may not reflect that.

    Instead, by aligning your optimisation efforts across the entire journey, you create a seamless, enjoyable experience that builds trust. It removes barriers, and increases conversions where they matter most, at the bottom of the funnel.

    If you want to find out more, take a look at How we Work or drop us a quick message here for a chat. 

    From FOMO to Trust: Why Customer-Centric Social Proof Drives Long-Term Value

    Social proof is one of the most powerful tools in ecommerce and conversion rate optimisation (CRO). Done well, it builds trust, reduces friction, and helps customers make better decisions. But let’s be honest, social proof is often used in a way that’s more about manipulation than customer support.

    Speaking of influence, let me tell you a quick story. We’ve recently unleashed Minecraft into our home. We’ve got a 6-year-old boy and, as it’s our first time doing the whole parenting thing, it still feels like we’re figuring things out on the fly; test and learn, if you like. For months, we’d been hearing murmurings from him about how “everyone” at school is playing Minecraft. Obviously, we don’t want him left out, but at the same time… Minecraft? Is it a good thing? Is this how the slippery slope begins? Honestly, I can safely say I know more about ancient Mesopotamia than I do about Creepers or Iron Golems (yeah, me neither) but here we are, now spending a very strictly monitored one hour a day in the world of Minecraft. Much to my surprise, I’m actually encouraged. The creativity, the problem-solving – it is genuinely impressive.

    But it also got me thinking, this is social proof in action. We didn’t make this decision because we were 100% sure about Minecraft’s benefits. We made it because other parents seemed to be doing it, his friends were already on it, and we didn’t want him left out. Uncertainty, peer influence, learning as we go. Sound familiar? These same dynamics play out with your customers, every single day.

    We’ve all seen the classic urgency-based tactics:

    • “Only 2 left in stock!”
    • “37 people are viewing this now!”
    • “Hurry! Sale ends in 2 hours!”

    And let’s be clear, these tactics work. Scarcity creates a psychological trigger that motivates action, and for many brands, they deliver a measurable uplift in conversion rate. But the question is: What happens after that first purchase?

    Yes, urgency can drive short-term wins  but it’s not enough on its own to build long-term customer relationships. If customers feel rushed or pressured into buying, they might complete the sale, but are they coming back? Are they telling others about the brand? Are they truly satisfied with their experience?

    The smarter play is to layer customer-centric social proof on top of urgency-based cues. Urgency might get them to the confirmation page but customer-focused social proof increases the chances they’ll come back for the next purchase. When you help customers feel confident and supported in their decisions, you drive not just conversions, but higher lifetime value (LTV) and stronger customer loyalty.

    Let’s explore how to align social proof with customer intent and create an experience that builds both trust and revenue.

    Why Fear-Based Social Proof Alone Isn’t Enough

    Urgency-based social proof creates motivation through scarcity and FOMO (fear of missing out). It triggers an emotional response, which is why it’s effective at driving action in the moment.

    But it’s important to recognise the limitations of this approach:

    • Urgency-driven purchases are often reactive, not thoughtful.
    • Customers may feel rushed, leading to buyer’s remorse and higher return rates.
    • It doesn’t necessarily increase trust or customer satisfaction: two critical drivers of repeat business and long-term LTV.

    And let’s be honest, a customer sweating through your checkout flow because they think they’re going to miss out on a kettle isn’t exactly feeling great about their decision.

    This doesn’t mean you should stop using urgency altogether. You can make it more effective by combining it with confidence-building social proof. Urgency gets the customer’s attention; reassurance seals the deal.

    Instead of relying on urgency alone, think about how social proof can answer the customer’s underlying questions:

    • Is this product right for me?
    • Will it fit my needs?
    • Do other people like me trust this brand?

    That’s where customer-focused social proof comes in.

    Confidence-Based Social Proof: Meeting Real Customer Needs

    This is the bit that really gets me excited. Because when you put customer needs at the centre of your social proof strategy, everything starts to click.

    1. Fit and Sizing Confidence

    Uncertainty around fit is one of the biggest barriers to conversion in apparel and footwear. Instead of creating panic (“only 2 left!”), brands like Zappos solve this by showing fit-based social proof:

    •  “92% of customers say this fits true to size.”
    •  “Customers suggest sizing up if you have wide feet.”

    This is real, data-backed guidance from other customers, not a pressure tactic. It reduces uncertainty and helps customers feel confident they’re making the right choice. Fewer returns, higher satisfaction, better LTV.

    Takeaway: If scarcity is creating anxiety, balance it with practical, customer-focused information that increases decision-making confidence.

    2. Tailor Social Proof to Intent and Familiarity

    Not every shopper is starting from the same place, so why treat them like they are?

    The best ecommerce brands adjust social proof based on the customer’s familiarity with the brand and where they are in the buying journey:

    • New Visitors = Need broad trust signals and social validation.
      “Trusted by over 100,000 runners.”
      “5-star rating from over 2,000 reviews.”
    • Returning Customers = Need relevance and consistency.
      “82% of repeat buyers choose this again.”
      “Here’s what people with similar tastes bought.”
    • Loyal Customers = Need community and connection.
      “9 out of 10 subscribers recommend this to friends.”
      “You’re one of 5,000 customers who picked this product!”

    Takeaway: Match the type of social proof to the user’s familiarity and intent. New customers need reassurance; loyal ones need reinforcement.

    3. Use Popularity Without the Panic

    Highlighting popularity can be powerful, as long as it’s framed as reassurance and not pressure. 

    For example:

    • “Best-seller with 4,000+ positive reviews.”
    •  “9 out of 10 customers would recommend this.”

    Brands like Cooksongold show real-time data (“11 people are viewing this now”) but they present it as useful information rather than a scare tactic. It reassures customers that the product is well-liked, which builds confidence without triggering anxiety.

    Takeaway: Popularity signals work but avoid fake scarcity or exaggerated urgency. Focus on reassurance.

    4. Peer-to-Peer Reassurance

    One of the most powerful forms of social proof is feedback from people like me. If you sell hiking gear, showing a review from an experienced hiker will resonate more than a generic five-star rating.

    Brands like Glossier allow users to filter reviews by skin type and concern — so a shopper with oily skin sees feedback from others with the same issue. That’s personalised, relevant social proof that helps the customer feel understood. 

    Takeaway: Make social proof feel personal by aligning it with the customer’s unique context.

    Why This Strategy Wins in the Long Run

    Helping customers feel confident – not manipulated – drives higher LTV in several ways:

    • Higher Retention: Customers who feel supported are more likely to come back.
    • More Referrals: When customers feel good about a purchase, they tell others.
    • Fewer Returns: Better decisions mean fewer post-purchase regrets.
    • Trust and Credibility: Transparent, honest social proof strengthens your brand’s reputation.

    And let’s face it, wouldn’t you rather have a customer who buys again and tells three friends, than one who converts once and never returns?

    It’s not about replacing urgency, it’s about balancing urgency with confidence. Scarcity might close the sale today, but confidence drives the second and third purchase.

    Measuring Success Beyond Conversion Rate

    To build a sustainable, customer-first social proof strategy, you need to measure the right outcomes:

    • Repeat Purchase Rate = Are customers coming back?
    • Customer Satisfaction (CSAT) = Are customers happy with their decision?
    • Lifetime Value (LTV) = Is this driving sustainable, long-term growth?

    You can’t optimise for the long game if you’re only measuring the next click.

    Short-term conversion spikes from urgency-based social proof might look good in a CRO report but higher LTV from customer-centric social proof will show up on the balance sheet.

    Final Thought: From Manipulation to Motivation

    The brands winning in ecommerce aren’t just good at driving conversions, they’re good at building trust. Social proof is a tool, but it’s how you use it that matters.

    Urgency and scarcity tactics have their place but the real opportunity lies in combining them with customer-focused social proof. Give customers confidence, not just pressure, and they’ll not only buy… they’ll also come back!

    Long story short, help your customers feel confident along with being compelled, and we can almost guarantee they’ll keep coming back for more.

    The Missed Opportunity: Why the ‘Obvious’ Change Deserves a Test

    As an optimisation agency, we often champion the mantra:

    “Test everything!”

    But what does “everything” mean?

    Well? Pretty much everything.

    Why? There is the standard argument which I’ll get out of the way… if you’ve been in testing long enough, you’ll have countless stories where the “obvious” solution produced completely unexpected results. Even when confidence in a variant is high, the results often defy assumptions, reinforcing the notion that implementing without testing carries a business risk. And yes, risk mitigation is a major reason we advocate for testing.

    Testing safeguards your business in several ways:

    • Brand-driven changes: Ensuring updates don’t disrupt the customer journey.
    • Budget measures: Measuring the impact of removing or investing in functionality and/or development.
    • Non-funnel metrics: Exploring opportunities to influence metrics like engagement or loyalty while maintaining conversion.

    But here’s the thing: testing isn’t just about risk mitigation or incremental gains. When decisions are reduced to a binary view of risk vs. reward, we lose sight of testing’s true purpose: learning about your customer.

    This is where the risk of skipping testing really lies. When a change feels “too small to matter” or “too obvious to fail,” the temptation is to skip testing and go straight to development. While this approach might feel efficient, it overlooks the critical opportunity to learn from customer behaviour.

    The purpose of A/B testing isn’t just to validate decisions. It’s to uncover what your customer values, what motivates them, and what drives their behaviour.

    When a test idea is pushed straight to development, you miss the chance to:

    • Understand why the change succeeded or failed.
    • Identify hidden insights that could influence broader strategies.
    • Leverage learnings for innovative on-site optimisations.
    • Translate findings into other areas of the business, from marketing to product development.

    For example, a seemingly small copy change might not only boost conversions but also reveal deeper insights into how customers perceive your brand or value proposition. These learnings can shape strategies beyond the test itself, delivering long-term value far beyond the immediate impact.

    Testing is not just a decision-making tool – it’s a customer insight engine.

    When we view testing through this lens, we move beyond the black-and-white view of risk vs. reward. Testing becomes about truly understanding your customer, so every decision, whether on-site or beyond, is grounded in data-driven insights about what matters most to them.

    So, the next time a change feels “obvious” or “low-risk,” pause and ask:

    What could we learn about our customers from testing this?

    The answer might surprise you, and drive value in ways you hadn’t anticipated.

    If you want to find out more, take a look at How we Work or drop us a quick message here for a chat. 

    Life, CRO, and Sleepless Nights: Lessons from Paternity Leave

    Having recently returned from a wonderful four weeks of paternity leave, I’ve been reflecting on the parallels between my new role as a parent and my professional world of CRO (Conversion Rate Optimisation). Sleep deprivation tends to bring clarity in unexpected ways!

    Caring for a baby and CRO have surprising similarities – stay with me.

    If your baby isn’t sleeping, neither are you. You’ll try anything to help them sleep better. But where do you start? Naturally, our modern ‘go to’ is a broad Google search for ‘tips to help your baby sleep’ which did indeed yield some useful articles, like this helpful article from NCT.

    But the questions remain – is it the room temperature, their clothing, the lighting, or the bed they’re sleeping in? The list of potential variables is endless.

    Sound familiar?

    Much like CRO, when faced with endless variables, the key is to test.

    You make small adjustments from night to night and observe the results. Did that change improve their sleep? Great, stick with it. If not then try something else. But just like in CRO, you can’t change too many things at once or you’ll never know what actually worked.

    One night, as I sat rocking my newborn daughter at 3 a.m., it hit me: my life as a parent is one giant series of experiments, just like CRO. Most of life, really, is about small, controlled (well, semi-controlled) tests to optimise and improve how we live.

    Here are some everyday examples:

    • If your train makes you late for work—you test taking a different train.
    • If you’re hungry before lunch—you test eating a different breakfast.
    • If your grocery bill is rising—you test shopping at a different supermarket.
    • If your curry was too spicy—you test using less chili next time.
    • If you had bad service with a company—you test a competitor.

    Many of these seem like ‘no-brainers’. But until you make the change and see the results, you can’t be sure. And often, you’ll need to iterate, continually making adjustments until you find the right solution.

    It’s the same with your website.

    If your website isn’t working as you’d like or failing to hit its KPIs, why would it be any different? Testing, tweaking, and refining – bit by bit, step by step – is how you improve performance. It’s no different from rocking a baby at 3 a.m., hoping you’ve finally cracked the code to a better night’s sleep.

    And if you’re still struggling? Just like hiring a sleep consultant for your baby (trust me, it works), you might need an optimisation expert to help your website thrive.

    At Conversio, we’re your website’s sleep consultant. If you’re unsure where to start or aren’t getting the results you want, give us a call. Let’s make your site ‘sleep through the night’ or, more importantly, hit your targets.

    If you want to find out more, take a look at How we Work or drop us a quick message here for a chat. 

    Conversio Celebrates B Corporation Certification

    London, 17th September 2024 – Conversio is proud to announce that it has officially certified as a B Corporation, joining a global community of companies that meet the highest standards of social and environmental performance, accountability, and transparency.

    About Conversio

    Conversio is a leading conversion rate optimisation (CRO) agency dedicated to helping businesses enhance digital performance through data-driven insights and tailored strategies. By combining in-depth analytics with a focus on customer experience, Conversio maximises the effectiveness of web experiences to drive user engagement and measurable growth for clients. With a commitment to honest transparency, sustainability, and innovative solutions, Conversio continuously adapts to evolving market trends to deliver impactful, long-term results. Their team is passionate about using optimisation to not just boost sales, but also make a positive social and environmental impact.

    For more information, visit Conversio.

    What It Means:
    B Corporation certification reflects Conversio’s commitment to balancing profit with purpose. As a B Corp, we’re dedicated to using business as a force for good, ensuring that our work positively impacts people and the planet. We have many exciting initiatives to announce in the coming months. 

    Why We Did It:
    “Our motivation has always been about more than just growth,” said Paul Wilkins, Co-Founder and Director of Strategy. “We want to build a company that not only delivers outstanding results for our clients but also contributes to a better, more sustainable world. Becoming a B Corp solidifies that commitment.”

    “As leaders in our sector, this B Corp certification is especially exciting because it’s new territory for our industry,” said Andy Chittock, fellow Co-Founder and Director of Insight. “We’re integrating impact outcomes into our delivery model and service metrics, creating real value for our clients while driving positive change. It’s about reshaping the way we measure success—looking beyond traditional KPIs to include social and environmental outcomes as part of our core offering.”

    How It Happened:
    The certification process involved a rigorous assessment of our social and environmental impact, from how we treat our employees to how we minimise our carbon footprint. After months of dedication, we’re proud to say that Conversio has met B Lab’s strict criteria and earned the certification.

    Moving Forward:
    As a B Corp, we’re excited to continue pushing the boundaries of what it means to be a responsible business. Paul Wilkins adds, “This certification is a milestone, not a finish line. We’re committed to ongoing improvement and creating value for all our stakeholders.”

    For more information, visit www.conversio.com

    Media Contact:
    hello@conversio.com
    +44 (0)20 7971 1140