UX Lessons from Amazon: 4 Hacks Guaranteed to Boost Conversions

I’ll admit, Amazon’s visual design is awful and kind of outdated. I’m sure many designers and UX experts will agree with me on that, so naturally, an article stating UX lessons from Amazon might raise some eyebrows at first. Bare with me though.

While Amazon still has much work to do in terms of visual design (it’s 2017 after all, users care about aesthetics!), we can still learn a lot from Amazon in regards to UX. In fact, Amazon has an amazingly-effective UX system, where research shows that they were responsible for 53% of all online retail sales growth in the U.S. in 2016.

Yes, read that again. One single company was responsible for 53% of retail sales growth in a country as big and diverse as the U.S. How did Amazon do it? Let’s take a look.

1. Having a Well-Oiled Recommendation Engine

If there’s anything that Amazon has mastered, it’s the subtle art of reading their users’ mind (or putting things into their users’ mind?). If you shop on Amazon, as soon as you order something, before you even realize that you need something to complement it, complementary options are staring you right in the face. Here’s an example:

Below is an item I’m taking a look at on Amazon—a refurbished Apple iPhone 5S:

Apple iPhone 5S on Amazon

Slightly scrolling down below reveals the following:

Amazon's recommendation engine

As you can see, Amazon has recommended a number of things I might need alongside my new iPhone: an iPhone case, a screen protector, and a T-Mobile starter kit. Not only are the recommendations timely, but they’re also essential, useful and relevant.

Now, as simple as this looks (bearing in mind that simplicity is usually the foundation of terrific UX), it’s worth paying special attention to, and here’s why. This system of recommendations, in which Amazon recommends highly-relevant products to people who are about to purchase something on its website, is so effective that it’s responsible for over 35% of their overall sales. In case that doesn’t sound impressive enough, it’s worth noting that Amazon’s Q2 revenue for 2017 was $37.96 billion dollars.

So, the first UX lesson from Amazon is to have a clear understanding of your users—their habits and reasons for using your site—and tailor your offering to them accordingly. This can boost revenue by up to a whopping 205%, according to some sources.

2. Employing a Unique Approach to Email Marketing

Amazon’s approach to email is very unique. No spam, no daily emails (like a lot of other e-commerce sites), but they drive most of their revenue via email. In fact, research shows that email plays a core role in the recommendation engine mentioned above, where it converts a lot more than Amazon’s on-site recommendations (which already converts at an impressive 60%!).

So what are Amazon getting right when it comes to email UX?

  • Personalization: Dale Carnegie famously said that the sound of our own names is the sweetest sound to us, and it seems Amazon knows this. As a result, one of the notable things in their emails to users is that users are addressed by their name.
  • Relevant and targeted emails: the difference between useful email and spam is often whether the user wanted it or not. Sometimes Amazon rarely emails. Sometimes, they email very frequently—almost every day. When Amazon sends a lot of emails, you can count on two things: one, it’s heavily targeted and tailored towards the interests of the user; and two, it’s intelligently timed around the time when the user engaged in browsing on the site. In other words, Amazon doesn’t email users “just because”. Instead, they send super-targeted emails when they know you’re looking for something (all the while also knowing exactly what you’re looking for). Really smart.
  • It’s an extension of their site: there’s no confusion about where the emails are coming from. It’s clear that it’s Amazon, because of the email experience—the look and feel, the organization of items, literally everything in the email almost feels as if you’re browsing the site. It’s a seamless experience that users are familiar with.
  • Following the KISS principle: Amazon is especially good at KISS (Keep It Simple, Stupid), one of the most proven UX principles where reducing friction and barriers to users’ taking action can result in a better conversion rate. In emails, Amazon makes it very easy to get to the next step, whether this is to learn more about a product, add it to the cart or wish list, or review something you just ordered.

Here’s an example of an email they recently sent me asking me to rate a product I ordered. Clicking on a star in the email automatically takes me to the rating page with my star rating preloaded. Amazingly simple, and considerate of my time!

Amazon's rating system

3. Removing Roadblocks to the Desired Action

Removing roadblocks is something that Amazon does well on their website too. A careful look at Amazon’s website reveals something: an intentional design in which roadblocks to the desired action have been intentionally eliminated, saving the user time, reducing their frustration and boosting conversions.

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Source: Sitepoint