The Challenge
Eva's Hemp Linen Sheets were introduced as a new addition to the product line. However, a key challenge emerged—hemp is an uncommon material in the world of bed sheets, making it relatively unfamiliar to potential buyers. Competing against well-established materials like cotton and bamboo, the product page and marketing collateral were designed with an educational focus, aiming to highlight the key differences and benefits of hemp. Despite these efforts, users still needed an extra nudge to feel confident in their purchase decision.
The Obvervation
Although the product was new to the market, the sales that did come through were backed by outstanding customer reviews. The feedback was authentic and overwhelmingly positive, suggesting that customers who did take the plunge were highly satisfied with their purchase. However, these strong reviews were not immediately visible or emphasized enough to influence new potential buyers.
The Hypothesis
We hypothesised that by adding a ‘Read Reviews’ button at the top of the product page, users would be explicitly guided to the excellent customer feedback. This visibility would reinforce trust, reduce hesitation, and ultimately drive an increase in checkout conversion rates.
Strategy & Solution
To test this hypothesis, an A/B test was conducted:
Control Group: The original product page without a ‘Read Reviews’ button.
Variation 1: A modified product page featuring a prominently placed ‘Read Reviews’ CTA button next to the review count, making it easier for users to engage with social proof.
Using an A/B testing tool, user interactions were tracked over a period of time, with a focus on checkout visits as the primary success metric.
The Impact
The results confirmed the hypothesis:
The variation with the ‘Read Reviews’ button led to a 33.87% increase in checkout visits compared to the control group.
The conversion rate for checkout visits improved from 6.24% (control) to 8.35% (variation).
33.87% improvement in checkout visits