My funnel does not convert — how do I find out why?
"It does not convert" is a symptom with very different causes. Rewriting the page copy when the real problem is the audience wastes weeks. The diagnosis is about finding which stage the loss happens at.
Before you start
- Tracking has to be working. Without per-stage data, all that is left is guesswork.
- Have a minimum of volume. A hundred visits tell you nothing about conversion.
1. Rule out the silly cause first
Before you analyse anything, walk the funnel as a customer would, in a private window and on a phone. A fair share of "it does not convert" cases are simply something broken: a button that leads nowhere, a checkout that will not open, a page that does not load on mobile.
2. Locate the stage where you lose people
Use the per-stage analytics in Funnels:
3. Check that the ad and the page agree
One of the most frequent and least investigated causes: the ad promises one thing and the page talks about another. The visitor does not feel they are in the right place and leaves within seconds.
4. Test one variable at a time
Changing the headline, the image and the price together teaches you nothing about what worked. Use A/B testing in practice and change one thing at a time.
5. Check whether the problem is the audience
If the page converts well for one source and badly for another, the problem is not the page — it is the traffic. Compare by source using UTMs.
6. Consider price last
Cutting the price is the first idea and usually the worst one. If the stage where you lose people comes before the checkout, price is not the problem.
Related
If it didn't work
- There is no per-stage data: tracking is not active — see validate pixel and events.
- The numbers swing wildly: the volume is too low to conclude anything.
- Everything looks right and it still does not sell: check whether the offer solves a problem the audience recognises having.