How additional value proposition copy in a Facebook ad affects conversion despite added friction
Experiment ID: #7020
Hillsdale College
Experiment Summary
Timeframe: 07/16/2017 - 07/26/2017
Hillsdale College found that offering free online courses was an effective way to acquire new donors. Since these courses cover everything from The Great Books to our American Heritage, they are considered “evergreen content” meaning they will remain relevant to new viewers over time. Interested to see how more timely content would perform with the same audiences, they launched three new campaigns offering the most recent publications of Imprimis–their monthly digest on liberty. They know that having an extended value proposition in the Facebook ad copy increases email acquisition rate. They wondered if the additional friction of a ‘see more’ link–added by Facebook when a certain amount of characters is reached–would impact conversion. They launched an A/B test to find out.
Research Question
Will additional value proposition copy in a Facebook ad increase email acquisition rate despite added friction?
Design
C: Control
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T1: Treatment 1
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Results
| Treatment Name | Conv. Rate | Relative Difference | Confidence | |
|---|---|---|---|---|
| C: | Control | 0.22% | ||
| T1: | Treatment 1 | 0.44% | 104.4% | 100.0% |
This experiment has a required sample size of 5,763 in order to be valid. Since the experiment had a total sample size of 122,795, and the level of confidence is above 95% the experiment results are valid.
Flux Metrics Affected
The Flux Metrics analyze the three primary metrics that affect revenue (traffic, conversion rate, and average gift). This experiment produced the following results:
0% increase in traffic
× 104.4% increase in conversion rate
× 0% increase in average gift
Key Learnings
This test teaches us that we need to ensure there is enough copy to help readers understand the need to engage with a particular offer. The control copy made the transition between need/problem and the promise of the offer too soon, thus resulting in a significant difference in response.