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Picking up where we left off in the Marketing Experiments Conversion Sequence C = 4m + 3v + 2(i-f) -2a, the last couple posts covered "m" for Motivation discussing optimizing your ecommerce sites for "hunters" on home pages and search and navigation. Today I want to look at motivation from a different angle. I want you to choose a landing page that is top priority for you to optimize. For example, your most profitable product with the highest abandonment rate. I want to get you thinking about which customer motivations are most likely to match your business, your products, your typical customer and your landing page presentation.

Many retailers allow site customers to sort site search, category and sub-category results by price, average customer review, top sellers, new arrivals to name a few. While this is great for usability, it's also an opportunity to glean information about your customer which you can apply to merchandising and personalization on home pages, product pages, promotional banners and even email campaigns.

Different traffic sources imply different reasons for why visitors might immediately leave your site. Design to keep deep-link followers engaged through additional pageviews.