Wednesday, March 09, 2011 3/09/2011 02:28:00 PM
UTI revved up their conversion rate with Google Website Optimizer. By conducting rigorous testing, making design improvements to their landing pages, and increasing AdWords investment to capitalize on their higher conversion rates, UTI cut their cost-per-application request in half and increased their request volume by more than 700% in in marketing campaigns that used the new landing pages. Read more to learn how they did it!
Since 1965, Universal Technical Institute has helped automotive enthusiasts turn their passions into careers. Offering programs in Automotive, Diesel, Collision, and Motorcycle Repair, as well as courses to become a Marine or NASCAR technician, UTI has trained more than 140,000 professionals in the automotive industry. Today, UTI operates 11 campuses, and currently has more than 15,000 students that are working with their hands to learn career skills that will last a lifetime.
The Goal: Improve Conversion Rates Through Website Optimization
UTI has been an AdWords advertiser since 2004. After years of fine-tuning their search campaigns, and successful investments in Display, Mobile, and YouTube, UTI was looking for their next big avenue of growth. After doing some research - they realized the opportunity was right in front of them, on their own site! With the help of Website Optimizer, UTI tested different calls-to-action, images, videos, buttons, and button placements. After many different landing page combinations, they ultimately settled on a winner.
The Results: A Great-looking Landing Page and a 300% Increase in Conversion Rate
UTI's new landing page was a dramatic departure from their previous landing page. Most notable is their use of “gradual engagement” - asking for user’s information in several steps rather than showing an intimidating 15-field sign-up form.
Original landing page (click to see full size)
“Prospective Students responded extremely well to our new landing pages,” said Loring Kohrt, Online Marketing Manager for UTI, “not only did we triple our conversion rate, we reduced our exit rate and saw a boost in site engagement metrics across the board.”
More Good News: The Effect on Advertising
The jump in conversion volume was substantial and immediate, but UTI didn’t stop there. Realizing that their increased conversion rates had dramatically lowered their cost-per-lead, UTI decided that they had room to bid much more aggressively on Google’s Search and Display Networks. By doing so, they increased their average position, and brought in eight times the conversions at about half the CPA!
Improving conversion rate amplified all other marketing activities
Reflecting on his experience, Mr. Kohrt said “We are tremendously happy with the results of our redesign. We were able to dramatically improve the profitability of our advertising, increase our enrollments, and deliver a better experience to potential students.”
