Does Rich Media on Product Pages Help Boost Revenue?
Rich media – including videos, gifs, audio recordings, and infographics – is a popular tool used to convert users on landing pages and in digital advertisements.
Does it have the same impact on conversion rates and revenue on product pages? That’s the million-dollar question for many e-commerce website owners and marketers looking to increase the conversion rate of their own product pages.
So if you’re asking yourself, “should I make room for rich media on my product pages?”, you’ll find your answer to that question and more below.
Why Is Rich Media Important?
Rich media is any feature or website element that encourages users to interact with it. This type of content is often used on landing pages, in digital advertisements, and on product pages.
The most widely used example of rich media on product pages is video.
So, why is rich media important?
In e-commerce, rich media enables the viewer to interact with the product before they convert. This includes visualizing product installation, seeing the product in use, and even learning tips and tricks for best product usage.
This isn’t a new trend. YouTube videos for e-commerce have been around for years. However, the importance of rich media in product selling only seems to grow.
Beyond engagement, product videos and other forms of rich media can build trust with potential customers. After all, to see is to believe. Product videos may help to ease users’ concerns or even highlight features that get potential customers more excited over the product. This essentially means you can sell more with your videos.
Perhaps most importantly, especially as it relates to the topic at hand, is that Google is increasingly prioritizing webpages with video content. In fact, Google may even turn webpages with video content into rich snippets. With an average conversion rate of 58% as compared to 41% for non-rich results, it’s easy to see how your website may benefit from more video content.
Common Product Page Conversion Methods
The use of rich media on product pages isn’t the only conversion method that website owners may use.
A few other methods include:
- Trust badges, like an icon from the Better Business Bureau
- Compelling product copy
- Customer ratings and reviews
- Customer-generated content (e.g., product images, product videos)
- Frequently asked questions
- Estimated delivery dates
- Low inventory messaging (e.g., “Only 3 left!”)
There are plenty of ways to boost conversion rates on your product page. We recommend split testing to truly determine how effective each of the above methods is with your audience.
Rich Media: Does It Boost Revenue For Product Pages?
We know there are many benefits, as outlined above, to including rich media on product pages. We also know that rich media advertisements tend to see higher conversion rates and revenue than their non-rich media counterparts. In fact, rich media ads have been shown to outperform standard ads by up to 267%!
To truly understand whether rich media has an impact on product page performance, though, we need to perform analysis across multiple websites.
What Our Data Shows Us
For our analysis, we selected six top name-brand websites from the baby sleep sack industry. Of these six websites, we chose the top-performing pages from each as of August 19th, 2022. The goal of this analysis was to determine if videos helped boost estimated traffic revenue, among other related metrics.
In addition to rich media, we’ve also included other factors that may impact the web page’s performance.
Rich Media, Product Schema and Quality Information: Kyte Baby
On the Kyte Baby product page for the Sleep Sack in Sage 1.0, a video is available.
The website ranks for 310 organic keywords with 2.4 thousand organic traffic visits per month. As for organic traffic value, or the revenue attributed to organic traffic visits, this page nets $21 per month.
Let’s consider what else the product page might do well.
First and foremost, Kyte Baby does have product schema implemented. Product schema, or product structured data, enables Google to display product listings in a richer way. With product schema, Google can enhance both product snippets in rich results and merchant listing experiences.
This includes displaying price, availability, and even ratings and reviews:
In addition, the Kyte Baby product page also contains a high word count (1,284 words on the page, NOT including the 6,524 reviews for the product). This offers ample opportunity to optimize the listing for search engines while providing all necessary information to customers.
Product Reviews Add Over 1000 words to Love to Dream’s Product Pages
The second product page on our list, Love to Dream, also featured a video on the product description page during the time of our analysis. The video appears to have been removed more recently, though our analysis only focuses on the time when the video was present.
The URL ranks for 579 organic keywords, it draws in 3,000 in average monthly traffic, and it has an organic traffic revenue of $977.
Similar to Kyte Baby, Love to Dream does have product schema implemented. The Love to Dream product page has a fairly low word count (653 words), though product reviews are also found on the page which adds an additional 1,134 words to the listing.
Aden + Anais: How A Small Product Image Gallery and Low Word Count Hurt Performance
The first on our list not to include a video on the product description page, the Aden + Anais Boutique Cotton Muslin Light Sleep Sack features a minimal gallery with just two images.
The product page ranks for 98 organic keywords with an average monthly organic traffic of 122. The estimated net dollars in organic traffic revenue is $39, which means this product page is the second lowest performer on our list.
Aside from the minimal image gallery, the page contains a minimal word count (346 words) which doesn’t include the word count from the 63 reviews.
One thing to note here is that the reviews average 3.1 stars which may account for the poor performance we’re seeing. A low average review count is likely negatively impacting conversion. After all, 93% of consumers say online reviews impact their buying decision. On top of that, most won’t engage with a business or product rating below 3.3 stars.
Insights on Rich Media and Product Pages
If rich media was the be-all-end-all for product page conversion, you would expect to see sites like Kyte Baby and Love to Dream outperform the other ones on our list. That’s not the case, however.
Kyte Baby and Love to Dream were the third and second best-performing web pages, respectively. Dreamland Baby Co., a web page without a video and even without established product schema, performed the best among all six websites analyzed when looking at overall organic keyword universe.
Why might that be?
With a whopping 3,000 reviews, Dreamland Baby Co. obviously has high engagement and high customer satisfaction. These likely play a factor in its success within the organic search results.
So, can videos increase conversions?
While video can be a useful conversion tool to build revenue, they are best used on pages that are already well-constructed and functional. A video cannot make up for a failing Core Web Vitals score or poor SEO practices such as lack of product schema. Shift your focus to your web page’s structure first and foremost before adding extraneous content such as videos.
There is no doubt that rich media, especially videos, can elevate your product pages. That assumes, however, that all other important elements and factors of a product page have been implemented and considered.
For the best results, you should add videos to product pages that have already been optimized for user experience and SEO. This includes considering your score on Core Web Vitals and whether you have product schema set up for search engine optimization.
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