Question-first discount popup: +20.87% orders vs no popup
Test run byOptiMonkTesting and CRO tool
Commentary byLiftArchiveOur analysis, not theirsA popup that opened with a question about the visitor's health goal, then offered 15% off for an email and 20% off for a phone number, lifted orders by 20.87% compared with visitors who did not see it.
OptiMonk ran this for the supplements brand NuBest and published it as a case study.
The popup also reached a 7.58% email sign-up rate.
- Orders: +20.87% compared with visitors who did not see the popup.
- Email sign-up rate: 7.58% of visitors who saw the popup.
- SMS sign-up rate and revenue impact were not shared.
The change
Variant adds a three-step popup that asks a question before offering discounts.
Simplified mockup drawn by LiftArchive from the shared screenshots.
Control
Visitors in the comparison group did not see the popup.
Variant
The popup first asked about the visitor's main health goal. After they answered, it offered 15% off for an email address, then offered an upgrade to 20% off for a phone number to join SMS.
Why it likely won
Our reading of the result, not the practitioner's claim.
- Answering one easy question is a small first step that makes the email ask feel like a natural next move.
- The extra 5% for a phone number gave a clear reason to share more, so one popup fed both email and SMS lists.
- Knowing each visitor's health goal let NuBest send more relevant follow-up messages.
- Part of the order lift may simply be the discount itself, which a no-popup group never received.
Caveats: This was a holdout comparison, and the source does not explain how the no-popup group was chosen or give sample size, duration or confidence. Results are vendor-reported.
Who ran it
OptiMonk ran this test for NuBest and published the results (OptiMonk case study). The numbers are theirs; the summary and commentary on this page are ours.
Read the original case study on OptiMonk →
How to run this test on your store
- Hypothesis
- If we open our discount popup with a short question about the visitor's goal before asking for contact details, then more visitors will opt in and buy because the first step is easy and the offer feels personal.
- Primary metric
- Orders per visitor
- Guardrails
- Discount cost per order
- Email sign-up rate
- Unsubscribe rate in the first 30 days
- Who should test it
- Stores selling products tied to clear goals, such as supplements or skincare, that want both email and SMS subscribers. Stores with one simple product and no real choice to make may not gain from the question step.
Questions
What is a conversational popup?
It is a popup that asks a simple question before asking for an email.
The answer also tells you what the visitor is shopping for.
Should I offer a bigger discount for a phone number?
NuBest offered 20% for a phone number against 15% for an email.
A bigger reward gives people a reason to share the more personal detail.
How do I measure whether a popup drives orders?
Hold back a share of visitors who never see it and compare orders between the two groups.
Pick the holdout group at random so the comparison is fair.
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