It was Dr Ed Chi, a Xerox Palo Alto Researcher, as early as 2001, who indicated that humans track information in a similar fashion to the way animals follow a scent. According to an article on the study:
People… engage in what [Dr. Ed Chi] calls “hub-and-spoke” surfing: They begin at the center, and they follow a trail based on its information scent…. If the scent is sufficiently strong, the surfer will continue to go on that trail. But if the trail is weak, they go back to the hub. “People repeat this process until they’re satisfied,” Chi said.
After seeing this behavior in countless usability studies and seeing the impact of it in way too many tests to count, I can’t help but see marketers make mistakes with scent all the time.
This week’s Conversion Optimization 101 challenge:
Here I was on FaceBook with my iPad when I spotted this ad:
I decided to click through and landed on this page:
I love the simplicity of the landing page. However, there are things that could be done to improve this ad/landing page combination.
What would you do to improve it?
*Update: to read the follow up post read:



New @TheGrok Conversion Optimization 101: Ad Continuity/Scent http://t.co/3iFoWzux
Landing Page tip: Conversion Optimization 101: Ad Continuity/Scent http://t.co/BiTQXvqq by @TheGrok
RT@TheGrok Conversion Optimization 101: Ad Continuity/Scent http://t.co/YMYA3f3X
Conversion Optimization 101: Ad Continuity/Scent http://t.co/uYZrUq1B
The first thing that I see is that the color scheme could be improved. Colorwise, the red banner and the rich screenshot draw the attention of the user while the actual call to action appears on a flat, boring grey page. Additionally, they don’t take advantage of listing more than one call to action (perhaps having the paid subscription next to it). Lastly, they could have leveraged the space better to inform the visitor of concrete, emotional benefits – “You could have access to over %x% number of movies and tv shows including %highlighted movie of the week%”.
Conversion Optimization 101: Ad Continuity/Scent http://t.co/zcXQmXAW Can you help with this week’s challenge?
#leo Conversion Optimization 101: Ad Continuity/Scent http://t.co/WY7o75nQ
The advert and landing page have different languages
that’s what I was thinking too, complete discontinuity there
you could also say since Free Trial is not in the headline, the scent has been disconnected despite the badge on the right and the button at the bottom
Conversion Optimization 101: Ad Continuity/Scent http://t.co/n4r4588U #cro #cro101 – please make your recommendations
1) Language inconsistency between facebook ad and landing page.
2) Inconsistency in offer!
The ad focus on “one month free” value proposal and the landing page’s headline is about how cheap the service is. That could generate friction and bounce rate for lack of relevance between each marketing piece.
3) In occident we visually scan from left to right. Based on that, we can make the landing page more “readable” and makes the user scan the elements in the order we want.
a) http://i.imgur.com/7XOMP.png
VS
b) http://i.imgur.com/2nRiz.png
4) I’d like to add some elements to beat objections like:
a) How the free trial works?
b) Why I should take this offer?
c) Who already take advantage of this (testimonials)
d) What I will get with this offer?
RT @thegrok: Conversion Optimization 101: Ad Continuity/Scent Help with this week’s challenge? [hint: it's fun!] http://t.co/9NTlONiX
If you were using your iPad, you should see an iPad, not an iPhone. What do you think? http://t.co/jxcE6VDu via @TheGrok
RT @JeffreyGroks: Conversion Optimization 101: Ad Continuity/Scent http://t.co/c2WBifDt #cro #cro101
Conversion Optimization 101: Ad Continuity/Scent http://t.co/gQBlSA1Y via @TheGrok
Reposting – forgot to sign in on Twitter
There are multiple things that should be optimized:
1. Mismatch of languages – The ad is in a different language than the landing page. However, why are you (Bryan) even being targeted with a non-English ad? (Have you been clicking around on foreign language ads)
2. Mix of languages within the ad – the visual is in English, the rest is non-English – need consistency in language
3. Offer in ad – notes “free trial” – the landing page says “1 month free trial” – again need consistency in offers
4. The image on the landing page should show an iPad, not a phone, if you were on your iPad
5. I’m not clear on why I should be signing up with Netflix – the benefits are not very clear, aside from getting a month free – why not quantify the choice (and languages) in shows and movies that Netflix offers (e.g. 50,000 movies)
6. The headline is very weak and disconnected from the ad – talks about $7.99 a month, whereas the ad focused on free trial – again, it doesn’t sell me on Netflix
7. Why is the “one month free” button on the far right hand side? Test location of calling out the offer.
8. The landing page looks very dark and gloomy. I would probably suggest testing different color schemes and images as well as moving the “Sign Up” box further up
9. The CTA could probably also use some testing.
10. They should probably set expectations on what comes next (after clicking the CTA) – does the visitor need to provide his credit card info or no credit card needed for free trial?
There many more of opportunities (basics!) to improve the relevancy between the ad and the landing page as well as the effectiveness of the landing page! Does Netflix have a conversion optimization expert on staff? Their marketing team should sign up for your Market Motive class. Needless to say, the targeting criteria for the ad also need to be re-evaluated.
OK, just quickly looking at the ad and landing page I would say, that I see several issues that could be improved, especially in relation to the copy and location of elements.
Ad suggested improvements
1) Language: Clearly the mixed-up in languages is a problem. If this is an ad for the Spanish Market as I assume it is (there is a lot of buzz about Netflix launching in the Spanish market), the ad should be all in Spanish, including the image.
2) Composition, copy and design of ad image: The composition of the ad image is also arguable. I personally believe that the block separation between “Netflix Free trial” and “Click here” is a bit off. My hypothesis is that it would be more adequate to have only “Netflix” in red (more in sync with the landing page) in a single block cell and then underneath the black block cell with the call to action in Spanish. The copy “Click here” does not seem to me persuasive enough, I would go more for something like “Get your free trial now” (¡Consigue un mes gratis ya!). But again testing is in order here with different options of copy, colour schemes, image sizes, etc..
- Colour scheme: Not convinced by the choice of colours for the ad. However red is an intrinsic part of netflix corporate image but I would definitely suggest a quick test with several versions of the ad with a different color scheme, especially for the call to action. Testing, testing,testing
Copy: I miss in the text some sense of urgency for the offer. “antes de que la oferta termine” is very bland. I would give a date or a time range “Get a free month of trial if you register before XX/XX”. (“Consigue un mes de prueba gratuito si te registras antes del XX/XX”). Also no indication of what netflix is. I have no idea on the limitation of words for this ad but some information on what you get is necessary. “Un mes de prueba gratuito para ver tus series favoritas con Netflix si te registras antes del XX”
Landing page suggested improvements
In general I agree that the simple page is good.
1) Again the language issue. Same as for ad, it should be in Spanish.
2) Confusing message: Is it a free trial or a month free? Not quite the same and that can lead the user to have doubts and not register.
3) Not convinced of the position of the “one month free” yellow image. I believe a more centered position will be better ( Inside the picture below the text “watch…” or on top of palm of the hand. Again testing needed.
4) Some users may need some clarification in relation to the email and password registration. It could be confusing for the user that might believe that he already needs to have an email/password. Maybe just a short sentence like “Quickly register with your email and your chosen password”.
Great comments on how to improve the ad/landing page in my Conversion Optimization 101 post – http://t.co/Wz9oBWgs. What do you think?
http://t.co/bm7wrgey — Conversion Optimization 101: Ad Continuity/Scent
Great comments on @TheGrok how to improve the ad/landing page, conversion Optimization 101 post: http://t.co/iP5fqnE7
Conversion Optimization 101: Ad Continuity/Scent http://t.co/knlGY9YS by @TheGrok
The Most Educational Post I’ve Read All Week – Conversion Optimization 101 challenge http://t.co/Evtj6hE9 via @TheGrok