Use quizzes to provide personalized product recommendations

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After the first 30 days, customers get to try the product—literally sleeping on the mattress—for nearly a third of a year.

The reason for this first month is that mattresses need a few weeks to "break in." So they also help set expectations. Customers know that the mattress may not feel perfect at first, but it should be perfect in the near future.

Otherwise, they get their money back. Again, if people keep the product, they become customers, but even if they don't, the brand still gets a ton of leads from this strategy.

This is one eCommerce lead generation strategy that works for all types of brands. For example, if you sell SaaS subscriptions, you can offer a free trial. Or, if you offer services rather than products, you can offer free consultations.

The idea is to attract potential customers crypto email list by offering something for free and convert them into clients by satisfying them with your products or services.

Nearly two decades ago, researchers used the jam study to see what would happen to sales when customers were given more purchasing options.

Initially, providing customers with more choice (in terms of products, assortment, etc.) attracted more people to the stand than when there were fewer options on display.

However, with shopping, everything was completely different.

Although the greater selection and the greater variety attracted more people to the stand, it did not translate into increased sales.

In fact, giving customers less choice up front has been shown to increase e-commerce conversions .

This is a problem that e-commerce companies face. More SKUs may increase long -term revenue, but in the short term , it can overwhelm users and slow sales.

That's why many e-commerce companies are starting to use quizzes as an interactive way to create customized, personalized recommendations.

According to Opinion Stage, tests can increase lead generation and conversion rates by as much as 500% . Clearly, they work. Let’s look at a few examples to understand how tests help with eCommerce lead generation.

Birchbox, a beauty and skincare subscription service, uses a survey to understand each user's needs and preferences. It then recommends the best products for them based on the answers they provide in the survey.

By starting the process with a quiz that asks users to provide email information at the end, a brand can collect valuable leads. Even if people who take the quiz don’t end up making a purchase, they’re still relevant leads that can be nurtured.

Birchbox Quiz

Image via Birchbox

The questions are designed to qualify or disqualify various product attributes, making it easy to provide specific recommendations at the end.

Like all the other personalized examples here, they also convert higher than the generic recommendations.

Warby Parker also uses the test in conjunction with a five-shot free trial to help consumers ensure they'll like at least one of the options.

Warby Parker Quiz

Image via Warby Parker

The questions start with very general questions about gender , style , and facial width, before asking more specific, finely tuned questions at the end.

The team narrows down the frame style choices based on the face width question, then details colors, materials, and even asks about your last eye exam.