# Segmented popups with 10% off for hot visitors: +$148,297 in 30 days

- Outcome: Won
- Page type: Site-wide (Ecommerce)
- Elements: Popups & email capture, Pricing, discounts & savings display
- Date shared: 2021-08
- Test run by: [OptiMonk](https://liftarchive.com/practitioners/optimonk/)
- Commentary by: LiftArchive (our analysis, not theirs)
- Original source: https://www.optimonk.com/case-study-how-smart-marketer-boosted-booms-ecommerce-revenue-by-18-percent-using-onsite-retargeting
- Page: https://liftarchive.com/test/boom-cindy-joseph-hot-visitor-coupon-popup/

Replacing one opt-in with segmented popups, including an instant 10% coupon for high-intent visitors, lifted opt-in rates from under 1% to between 3.5% and almost 20% by segment. Coupon orders brought in $148,297 in 30 days, 18.2% of new-visitor revenue for BOOM! by Cindy Joseph. OptiMonk published this before/after case study, and the page title credits Smart Marketer.

## Result

**+$148,297 in 30 days**

- Opt-in rate: from under 1% to 3.5% for low-interest visitors and almost 20% for those who read the Bio or Philosophy pages.
- Hot-visitor coupon: almost 40% of high-intent visitors accepted it in the first month.
- Revenue: 1,876 coupon users drove $148,297 in 30 days, 18.2% of the $812,258 from new visitors.
- Subscribers: 8,997 new sign-ups in a month.
- Some coupon orders would likely have happened anyway, so the extra revenue figure is an upper bound.

## Control

The pre-sell content page used one opt-in message that converted under 1% of visitors. Most traffic was cold, first-time visitors.

## Variant

Popups were split by behavior. Cart abandoners and people browsing product pages got an instant 10% off coupon, low-engagement visitors got an ebook offer, and leaving visitors got a club sign-up.

## Why it likely won (our reading)

- High-intent visitors were close to buying, so a small instant coupon gave them a reason to finish now.
- Matching the offer to each group meant cold visitors got content, not a discount they were not ready for.
- An ebook on makeup tips fit the audience's main worry better than a plain newsletter sign-up.
- Starting from an opt-in rate under 1% left a lot of room to improve.

## Caveats

This was a before/after comparison over 30 days of 1,023,649 new visitors, with popups shown 212,874 times. The revenue counts every order that used a coupon, some of which might have happened anyway, and the data is from 2021.

## How to run this test

- Hypothesis: If we show an instant coupon only to high-intent visitors and a content offer to everyone else, then opt-ins and revenue will rise because each group gets an offer that fits how close they are to buying.
- Primary metric: Revenue per visitor
- Guardrail: Share of orders using a coupon
- Guardrail: Average order value
- Guardrail: Conversion rate of visitors who never see a popup
- Who should test it: Stores with lots of cold traffic and a low opt-in rate, and enough visitors to split into segments. Hold back a random group without popups, or you can't tell how many coupon orders were truly extra.

---

Credit: OptiMonk ran this test and owns the result. Summary and commentary by LiftArchive (https://liftarchive.com/test/boom-cindy-joseph-hot-visitor-coupon-popup/).
Usage: Free to use, quote and build on, with credit and a link: name the practitioner or organization that ran the test and link to its LiftArchive page. The results belong to the practitioners who ran and shared them; the summaries and commentary are LiftArchive's.