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19 Recommended Books on Conversion Rate Optimisation

When we first wrote this blog 6 years ago, there were only 5 recommended books, but as our team has grown over the years, we now have 19 recommended books.

Are you the kind of person who likes to leave all your cares behind when you go on holiday? Or do you see vacations as the ideal downtime to catch up on professional reading?

After we wrote our first CRO book, we also asked some of our team what non-fiction books they would pack in their suitcase (or load up on their Kindle) to optimise every minute on the sun loungers. Their choices cover a wide range of topics that come under the umbrella of Conversion Rate Optimisation (CRO) and experimentation, so you’ll return home with not only a topped up tan, but also the tools to top up your sales figures.

Here are our optimisers’ top 19 recommended books on Conversion Rate Optimisation:

The Power of Experiments: Decision Making in a Data-Driven World by Michael Luca & Max H. Bazerman

The power of experimentsLuca and Bazerman’s ‘The Power of Experiments – Decision-making in a Data-driven World’ is a worthy rival to Thomke’s book (listed below). What Dan likes about the book is that it features case studies of experiments from the offline world. (Predictably many similar books are packed full of online-only examples). Offline examples include the work of Behavioural Insights Teams working with the British Government to include the response to ‘you owe us back tax’ letters as well experiments to reduce school absenteeism and increase the number of people saving for their retirement. I believe seeing experiments in this wider societal context add richness to the whole area of experimentation.

See book here.

Experimentation Works: The Surprising Power of Business Experiments by Stefan Thomke

You know all those questions you have about experimentation that nobody could ever explain to you in simple non-techie language? This is where you’ll get those answers. A surprisingly easy read considering what’s packed into it. Don’t expect a practitioner’s how-to guide; this is the definitive text on experimentation for managers. Harvard Business School professor Stefan Thomke is well-placed to write this book. He has thoroughly researched business experimentation and studied the impact on organisations, their culture and performance. He shares practical insights and best practices, gathered over decades of unparalleled access to experiment-driven organisations and leaders.

See book here.

Trustworthy Online Controlled Experiments: A Practical Guide to A/B Testing by Ron Kohavi, Diane Tang and Ya Xu

Ron Kohavi is one of the most experienced leaders in experimentation. Ex-Amazon, ex-Microsoft, now Airbnb – he writes from the trenches. He’s seen it all, and has devoted an entire chapter to common pitfalls and another to statistical issues which get in the way of success. How to define key metrics, especially the OEC (Overall Evaluation Criterion), is also discussed in detail. It’s not just Kohavi’s industry experience that lends this book serious street cred. He has a PhD from Stanford, and both co-authors have impressive CVs rounded off with ivy league advanced degrees.

See book here.

Decoded: The Science Behind Why We Buy by Phil Barden

Decoded by phil bardenJonny read this book years ago when it was first published in 2013 and has re-read it many times since. It’s about neuroscience, and placement, proximity and sizing of pricing on a page, it’s proximity to imagery and what that’s going to do to a brain. The book talks about the web, but also about supermarkets. Jonny says: ‘It gives me testing ideas that aren’t UX or value proposition based. It’s one of the things in CRO that not that many people know well at all and will always be a kind of dark art’.

See book here.

 

 

Don’t Make Me Think, Revisited: A Common Sense Approach to Web Usability by Steve Krug

don-t-make-me-think-revisited-Steve-KrugJohn likes this book by Steve Krug, as it’s a classic and something he can always go back to and re-read. Him and a few other optimisers highly recommended this book to anyone working on websites.

See book here.

 

Obviously Awesome: How to Nail Product Positioning so Customers Get It, Buy It, Love It by April Dunford

One of the things we always look at is how to best communicate value proposition: why you are different and special to your ideal customer. By understanding and communicating how you’re different we see big wins in our testing. Brendan has read Ries and Trout’s book on positioning but this is a necessary update. It gives actionable insights and processes into how to evaluate how you are different and compared to your competitors and then how to communicate this.

See book here.

 

 

Alchemy: The Surprising Power of Ideas That Don’t Make Sense by Rory Sutherland

Rory’s book looks at context, and in particular how ideas can be improved by changing how they are framed rather than the ideas themselves. This is very powerful for brands: Jonny tries to focus where possible on copy / context / perception / framing in testing as much as the typical on-page stuff we might also test.

For example: he talks about London a lot and how the tube map has influenced how the city is used. Areas that look ‘close’ to the city have lifted in price, whereas in reality the map is actually a schematic, and most of it exists in north London. Areas that are not on there, but are closer in travel terms get far less love.

In his day-to-day work, Jonny tries to let this steer testing: people see ‘big’ in terms of complexity, but Jonny sees it more in terms of a shift in frame of reference / context.

See book here.

 

Persuasive Copywriting: Cut Through the Noise and Communicate With Impact by Andy Maslen

persuasive-copywriting-andy-maslenMichael recommends Andy Maslen’s ‘Persuasive Copywriting’ book as it has insights into human decision making and consumer engagement, both of which are vital online.

Our COO, Johann, also recommends this book as it’s very practical and actionable mixed with the theory behind it.

See book here.

 

 

Delivering Profitable Value: A Revolutionary Framework to Accelerate Growth, Generate Wealth, and Rediscover the Heart of Business by Michael Lanning

Delivering-profitable-value-michael-lanningJohann van Tonder, our COO, likes this seminal book on value proposition theory written by the guy who coined the term.

See book here.

 

 

 

 

Selling to Win by Richard Denny

Selling to win richard dennyPhil Cave, our newest optimiser has read and recommends ‘Selling to Win’, and says that although it is meant for field sales people, you can apply a lot of it to online selling too.

See book here.

 

 

Atomic Habits: An Easy and Proven Way to Build Good Habits and Break Bad Ones by James Clear

Atomic Habits James ClearBrendan has recently read the book ‘Atomic Habits’ and recommends it because it talks about how people create habits and how to change behaviours or perceptions – a lot of which can be applied online.

See book here.

 

 

 

The Great Sales Book by Jack Collis

great sales book jack collisThis is ‘probably the best sales book’ Johann has read. Johann likes it as it’s old-school and was published in the 80’s, but has some very relevant chapters.

See book here.

 

 

Sales Therapy: Effective Selling for the Small Business Owner by Grant Leboff

Sales therapy by Grant LeboffPhil also recommends ‘Sales Therapy’ as it discusses how you can build meaningful relationships but in a digital world. It tells you how to include personalised sales in to your landing page and web page and how you can apply those critical closing techniques.

See book here.

 

 

 

The Adweek Copywriting Handbook: The Ultimate Guide to Writing Powerful Advertising and Marketing Copy from One of America’s Top Copywriters – Joseph Sugarman

Adweek copywriting handbook joseph sugarmanBrendan read this book and found it very interesting as it gave him a few copywriting ideas to use online.

See book here.

 

 

 

Conversion Optimization: The Art and Science of Converting Prospects to Customers by Khalid Saleh

conversion optimization book by Khalid SalehJohann likes this book, although it is a basic CRO book, it is a great book for someone who is new to CRO.

See book here.

 

 

 

Webs of Influence: The Psychology of Online Persuasion by Nathalie Nahai

webs of influence nathalie nahaiJonny read the first edition of this book when it first came out years ago, and found it extremely interesting. He hasn’t yet read the second edition, but it might be something you want to add to your reading list if the first edition is anything to go by.

See book here.

 

 

The Choice Factory by Richard Shotton

the choice factory richard shottonThis was a popular one amongst many of our optimisers, but The Choice Factory is one of Phil’s favourites as it goes a lot in to lizard brain and subconscious thinking – a very interesting read!

See book here.

 

 

 

Successful Analytics: Gain Business Insights by Managing Google Analytics by Brian Clifton

successful analytics brian cliftonThis book might not have been published recently but our Head of Analytics, John Barnes, regularly goes back to this book. Although published in 2015 and a lot has changed in the world of Analytics since then, John says this book is still relevant because it talks about how you should run an analytics project rather than the actual features of GA.

See book here.

 

 

 

Why We Buy: The Science of Shopping by Paco Underhill

why we buy paco underhillJohann also likes this book as it looks at the psychology of buying. It’s an international bestseller so should definitely be on your reading list.

See book here.

If you’re interested in learning more about data science, we’ve asked a few experts to share their top data science reads in our blog ‘Top Data Science Books for 2021‘.

19 Recommended Books on Conversion Rate Optimisation

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19 Recommended Books on Conversion Rate Optimisation

If your CRO programme is not delivering the highest ROI of all of your marketing spend, then we should talk.

19 Recommended Books on Conversion Rate Optimisation
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