When was the last time you called customer support because you were having problems checking out online? Probably never! Cart abandonment rate is at around 60%, and most of it happens before the user even begins the checkout process. Sometimes, convincing your customers to trust you is your biggest challenge.
There is no “Consumer Trust for Dummies,” but as eCommerce designers, we need to focus on some fundamentals. The following topics may seem as obvious as walking into a seven-foot Wookie, but rest assured you will find plenty of websites with a mouth full of fur.
1. Paint Your Pictures At Home

If your core demographic is women between the ages 35 and 65 who have an annual income of $60,000+, you would treat them different than the 18- to 25-year-old male demographic. First and foremost in e-tail: forcing your visitor to think is a bad idea. When creativity stops being subjective and can be measured by a dollar amount, making sure you’re designing for the customer is a no-brainer.
Years ago, I had an SVP of DotCom tell my team, “You can go home if you want to paint pictures.” And for the rest of the day, I couldn’t wait to get there so that I could make sure the next morning his inbox was full of expletive material illegal in most counties. After calming down, I realized he was right. All along, what he was telling us was simply to design for the customer and not ourselves. This was a challenge for designers working in an eCommerce corporate atmosphere but a very important lesson to learn.
2. Good UX Is Like A Perfect Movie Score

Build brand loyalty to gain patient, forgiving customers for a lifetime. For instance, Apple’s customer loyalty exceeds all other brands with an unusual cult following. Apple lovers forgive the company when it makes mistakes and zealously defend the company’s products and reputation.
How do you make your customers trust you this much? The answer is to give the user an “Experience.” It is not enough simply to make a website usable. The experience you create for the customer has to make them not realize that they are “using” it. It’s a tough concept to grasp, and the recipe changes from website to website, but the right combination of usability, creative design, writing, psychology and metrics and a strong brand will create an experience through which your customers learn to trust you.
Like the perfect score to a film, a good user experience is unobtrusive and transparent to the consumer because “it just works.” The Apple model will not work for everyone, but I often find myself challenged with a W.W.J.D. moment. Ask, “What would Jobs do?” and then look at other websites for inspiration.
3. eCommerce UX Pitfalls To Avoid

Just because a website is usable, does not mean customers will use it. Usability and user experience are in the same family, but more often than not user experience is the forgotten child. There are key areas in which the two must co-exist. Below are suggestions for some areas where websites should spend as much, if not more time, on the user experience.
Product Detail page
The product detail (PD) page is where some retail websites drop the ball. Too much focus is put on the design and usability of the home page, and that effort does not continue through to the rest of the website. More of the user’s time is spent on the product detail page than any other. Here, you need to offer customers all of the information they are looking for but present it in an intelligent way as well.

A few recent trends on eCommerce websites are “no-click” alternate images and swatches. A user simply has to roll over an image, without clicking, to get immediate feedback. The same approach can be used to zoom in to the image. Other UX options for the PD page are smart fields that let users know they still have to perform a required action before proceeding, without getting a typical error message.

The Checkout Process
Much like the PD page, the checkout process is a critical piece that engages the customer on a somewhat intimate level. However, unlike the PD page, where customers want to spend time to make sure they want what they are looking at, the checkout process should have as few steps as possible. Too many steps and the customer feels trapped.
But too quick and they feel like they have lost control. For instance, asking for credit card information too soon will seem out of order and no doubt scare even the most seasoned online shopper into abandoning their cart. Hidden taxes and shipping costs will make them feel like you are trying to take advantage of them.
Security
Always making sure your customer knows that your website is secure and that their privacy will never be compromised goes back to the issue of trust. It does not take much effort to display a message telling your customers that they are safe in your hands; a footer link to your privacy policy is not always enough.
Page Weight
A page’s weight is determined by its file size, by adding up every image, every line of code and anything that gets loaded when the user first hits the page. Libraries such as Scriptaculous, jQuery, MooTools and even Flash Shared Objects are often forgotten, but they all add to a page’s “weight.”
Some fascinating things are on the horizon for developers related to user experience and page weight. One notable development as of late was the release of Safari 4 Beta, which has support for HTML 5 media tags, CSS animation and CSS effects. As more and more of these features become standard in browsers across the board, we can look forward to offering users a better experience by using features directly in the browser. Read more