Author: LisaPesak

Why Your Visitors Aren’t Spending More – Tips And Tools For Generating More Money More Often

If your company had only one user, would he or she be happy? With some types of business the answer is a definite no. No one would want to join a dating site that had only one member. The same is true for many types of business, including:

  • Sites that put members in touch with other members, like auction sites, trading platforms, job sites and classifieds sites.
  • Sites that depend on user-generated content, like YouTube, Flickr, IMDb and StackOverflow.

In a recent edition of our ICMA webinar series, Conversion Rate Experts‘ Co-founder Karl Blanks presented his company’s winning strategies for classifieds players and addresses the ever important issues around conversion.  Companies such as Apple, Sony and Google turn to CRE when they need help increasing their website conversions

If you want to turn your classified site’s visitors into customers, you need to identify why most of them are abandoning. This can be difficult, as visitors who leave your site come and go without a trace. How can you find out what they wanted?  How do you discover what would have persuaded them to take action?

 Bricks and mortar companies have it easier. They are able to ask direct questions of their customers. They would hear what they muttered as they headed for  the door. On  the web, it’s harder to capture the voice of the customer, but it can be done.  The approach to optimisation is a scientific one, and during the webcast Karl  discussed the      following:  Google’s “URL strategy,” and why it’s particularly important for classified sites, five tools that are invaluable for finding out why your visitors  aren’t spending  more, and case studies showing how you can generate more money from your existing visitors.

Download the presentation materials:






Driving Customer Confidence in

Safe and Simple Communications Drive       Privatis_logo_with_tagline
Consumer Confidence in

Online scammers and aggressive telemarketers continue to refine their methods for culling personal information from online classified sites. Exposed personal contact information is gathered and used for lead generation, where thousands of automated calls be made for just a few cents. These sophisticated attacks are now moving into phishing schemes, reaching consumer through SMS and working to undermine the communications that are the backbone of interactions on classifieds. The robocall problem is now grabbing headlines as the source of the top consumer complaint in the U.S. Many online classified sites are still exposing personal contact information as consumer fatigue grows and governments feel the pressure to react.

Privatis_Privacy_Shield_AutoTrader_screensIn response to customer demand that email addresses and personal phone numbers be removed from private seller ads, added personal privacy protections that support simple communications between sellers and buyers to increase user satisfaction and enhance confidence in the site.

In nine months in 2013, Privacy Shield ™ realized the following results:

  •  198,000 emails handled
  • 1.06 million calls processed
  • 616,000 illegitimate calls blocked

For more on Privacy Shield™ and its personal protection features that have been shown to repel the nuisance calls that can make up 50 per cent of all calls to online classified ad users:

Download the Presentation Deck
Watch the webinar recording on YouTube
Download the case study, “Shielding Personal Information and Blocking Online Threats to Increase Consumer Trust”
Contact Jay Innes (, Director, Business Development
or speak with CEO Steven McAuley at our upcoming Prague conference!

This blog post was written in cooperation with Privatis Technology Corporation

My ICMA Conference Story


Lenka Černá, CEO of ANNONCE and ICMA Board Member

Last August I was appointed CEO of ANNONCE , the only nation-wide Czech classified dedicated to providing and facilitating trade and services (both on and offline) to its customers. ANNONCE was established in March 1990 as a print medium, going digital in 1997, with 300,000 registered users and 350,000 unique users per month.

As I settled into my job, I was, as you can imagine, very excited. One of the first things on my list was to restore our organisation’s membership with ICMA.

Soon after re-joining, I attended the ICMA SoLoMo Istanbul Conference  in November 2012, where I was very pleasantly surprised by the friendly atmosphere amongst both the delegates and vendor exhibitors. I was especially impressed with the ‘Sharing Best Practice’ sessions, where attendees worked together to share successes, failures, and (as the title states) best practice within their respective companies. We also tackled the numbers behind it all, and were able to ask our colleagues in the field HOW and WHY they were able to achieve them. Considering many of the participants were direct competitors, this transparency was especially unique!

At the ‘Business Leaders Forum’, I was seated amongst top managers who openly and objectively discussed the problems occurring in our trade. We also debated the future of the industry, the direction of advertising media, and the risks that come with running our particular types of organisations. The knowledge and insights I gained there, as well as the contacts I made within the industry, were immeasurable.

And it just kept getting better! The following conference took place in Cologne in April of this year, (‘Marketplace Innovations‘), with speakers representing Schibsted, Sanoma, Immobilien Scout GmbH, and Amazon, to name a few. The ICMA Spring conference also brought the best in classifieds innovations to the forefront, with the annual ‘ICMA Classified Media Innovation Awards’,  presented in partnership with Vabimu.

I’m thrilled that the upcoming ‘Expanding Beyond Classifieds’ conference (13-16 November) will be taking place in my hometown of Prague. It’s going to be another fruitful week of information sharing, inspiration, and great speakers. And I’d be remiss if I didn’t mention the social side of it all. I’m really looking forward to the after-hours activities as well, when I can show off this beautiful city to my fellow-delegates. But most of all, I look forward to our 3 ½ days together, because these are tough times for our industry, and friendships between managers and competitors are incredibly valuable and, unfortunately, increasingly scarce.

But don’t take my word for it;  register now and find out why I’m so proud to be a part of this great organisation!

Lenka Černá

Driving Classified Revenue Through Personal Engagement

Optimising engagement and visitor satisfaction on a classified media site is one of the most important elements of a company’s long-term sales and marketing strategy. The investment used to acquire visitors is high, and the efforts to keep them there should be equally so. Gravity_1Most classified sites, however, tend to provide the same content and services across the board, leaving individual desires and interests out of the equation. These sites miss out on the opportunity to maximise the value and length of the visitor lifecycle. Classified sites employing a more personalised approach and strategy will enjoy significant boosts in visitor satisfaction, brand loyalty, revenue potential and ROI. (a Schibsted Classified Media site) realised this, and wanted to gain more insight into the personal wishes, interests, and needs of their visitors. Getting to know their current and potential customers, and tailoring content to them in real-time, meant that they were able to differentiate themselves in the marketplace as well.

Through personalising the user experience on their classified sites, Jofogas immediately saw the following results:

  • 11% more ad detail page views per visit
  • 10% increase in the level of interactions between buyers and sellers
  • 300% increase in CTRs (click-through rates)

For a deeper dive into the Jofogas case study, and to learn more about Gravity R&D, you can:

This blog post was written in cooperation with Gravity R&D