There’s a lot to learn from the way site visitors browse and interact with your website. Then there’s customer acquisition marketing, since before users navigate your site, they must be acquired, which is a digital marketing feat on its own. Much of what we cover is UX (user experience) — the environment and associated feelings users undergo on your website and other digital offerings.
But drawing users in is a major step, a push further down the sales funnel, bring them closer to conversion and certainly a crucial to brand awareness. Sometimes it involves perfecting the UX as well, except as an alternative to onsite behaviors, it deals with those on acquisition channels, some of which you can customize, i.e., social media.
As the final installment of our 3-part series covering the UX International Map, this iteration will edify you on what customer acquisition marketing channels look like through a global lens. After all, if you’re going to set up websites for different countries, acquiring the users of these countries and their distinct acquisition manners is key to be mindful of.
Acquisition Channel Methodology
In the past 2 UX map lessons, you’ve read that we parsed through over 35 million visitor sessions in January and February 2019 on 11 luxury websites — that’s 150 million page views and 3 billion clicks.
The 7 countries we focused our analyses on were: the US, UK, France, Germany, Italy, China and Japan.
For each of the 7 countries we surveyed, we analyzed the performance of 12 acquisition channels — both paid and unpaid. For each country we scrutinized, we asked the following questions to get a deep read of how websites were gaining visitors:
- Do consumers prefer free or paid channels?
- How do they arrive at your site?
- Did users do independent research or follow a recommendation?
Free Vs Paid Acquisition Channels
The chief divide of digital acquisition channels is whether they are free or paid. Free acquisition channels, as their name suggests, are outlets that you can leverage for free. They encompass the following:
- Organic search results (SEO)
- Direct traffic
- Referral traffic
- Social media posts (unsponsored)
Paid acquisition channels are cost-based and these costs are not unilateral. In other words, while PPC ads will cost you for each click on the keyword you bid on, affiliate marketing will cost you the amount agreed upon with your affiliate marketer. These channels include:
- Paid Search (SEM/PPC)
- Paid Social (sponsored content)
- Display Ads
- Affiliate Marketing
- Brandzone (Baidu)
- Influencer marketing
The Global Majority of Online Consumers Prefer Free Acquisition Channels
While it’s patently obvious that brands and marketers prefer to acquire consumers through free means, our analysis has found that even from a consumer standpoint, the preferred method of arriving at a new website is from a free traffic source. With a 61% global average share of traffic from free channels, this is something of a global consensus.
The customer audiences in Japan and Italy are at the higher ends of the free acquisition spectrum, as they reach websites through free channels at the respective rates of 69% and 65% of their total acquisition. The US comes in at third, with 62% of its site visitors springing from free acquisition channels.
France has the lowest share of traffic from free channels, at 55%. Germany and China come in second at the low end of the free channel spectrum with traffic rates of 58% from both countries.
Acquisition through Consumer Research or Recommendation
Another way to gauge customer preferences and segment behaviors is by analyzing whether visitors land on your site from independent research or by following a product recommendation. It’s crucial to study this, since some consumers arrive at your website through their own due diligence from research, while some need to be marketed to concertedly, i.e., in a direct way, often involving recommendations. (Think targeted ads and sponsored social content).
Here are a few independent research channels:
- Organic search (SEO)
- Paid search
Here are a few recommendation research channels:
- Paid social
- Affiliate Marketing
- Influencer Marketing
So which acquisition method, independent research or product recommendation takes the victory among our swath of global consumers? In this type of acquisition square-off, the emerging winner is independent research, which holds the majority across every country we surveyed.
In Italy, 92% of consumers reach a site through their own research, overshadowing the country’s 8% of consumers who reach a site by following a link. China is at the lowest end of the independent research gamut, with 54% of its users reaching websites through their own research, but even this lower rate shows a favorability among consumers to visit a website based on their own findings instead of recommendations made to them.
Japan and the US follow Italy, with a respective 81% and 80% of users landing on a website through independent research.
Organic Search Traffic Dominates in the US, Italy and Japan
Organic search traffic (SEO) overshadows paid search, affiliate marketing and other acquisition sources in the US, Italy and Japan. This is due to the dominance of free acquisition in these 3 countries, raking in over 40% of user acquisition in these 3 countries, with a massive 70% in Japan.
Traffic from SEO has the highest influence in Japan, with 48% of traffic coming from organic search. Italy ranks in second on SEO acquisition, with 40% of consumers reaching websites this way and the US comes in at third, with 32%.
Reel in Traffic with Display Ads in China
Gaining site in traffic is heavily dependent on display ads, along with the Baidu Brand Zone technology. Procuring 28.2% of all traffic acquisition in China, this channel is a force to be reckoned with in order to increase site visitors. While globally, there is far less dependence on this channel (only 4.1%), in China it is a key player in obtaining traffic. Display ads go in tandem with this channel and also fall within the trend of using visuals to keep users interested.
Email Marketing and Social Reign Supreme in the UK
In the UK, customer acquisition is contingent on social marketing efforts. At 12.4%, social customer engagement spurs twice as much traffic in the UK as it does in any of the other countries surveyed. Aside from social, email campaigns are also drivers of successful traffic, raking in 6.7% on desktop and a heaping 18.4% on mobile. Organic search traffic lags behind in the UK, as far as traffic is concerned, accounting for only 23.1% of traffic, as opposed to the global 31.5% global ranking.
France is All About Paid Tactics
Whether it’s coming from SEM, PPC or paid social, paid tactics are driving up traffic in France. Paid channels account for almost half of all French traffic at 45%. This traffic mainly comes from paid search, which rakes in 29% of the traffic. SEM in France brings in roughly a third more in traffic than in all the other countries we analyzed. A significant part of the traffic in France is wrought by paid social — 8.4%, as opposed to the global average of 4.7%.
German Traffic: Paid Search and Direct
German traffic acquisition is dominated by two sources: paid search and direct traffic. Paid search yields 27.3% of all traffic in the country, while direct traffic is even more powerful in drawing in users, as it’s higher in Germany than any of the other 6 countries at 26.1%. The direct traffic average globally is at 21.9%. High direct traffic visitations suggest that visitors in this country have a vested interest and loyalty in big-name brands.
Optimizing The Landing Page — Whatever The Traffic Channel
Understanding how your site acquires visitors, who might later become customers, is as crucial as studying the UX of your website. After all, no matter how ideal your UX is, it won’t matter if little to no one arrives at your website. As such, acquisition channels provide a kind of hook, line and sinker approach where acquisition is concerned.
Acquisition channels are markedly useful and necessary for drawing in customers, but you must remember their limited scope in your overall digital marketing strategy. As their name suggests, they are good for acquisition but have little to do with retention. These channels may even hurt your UX and thereby conversions if these channels redirect visitors to irrelevant pages.
This is why the landing page is a critical aspect of acquisition — and retention. A landing page that’s relevant and optimized for users will maintain a good UX and digital happiness. So make sure to study the elements of your landings pages and see which ones are detrimental to the customer journey. There’s no point in optimizing acquisition only to lose your customers later on.