Hypothesis

How Do You Address Lack of Urgency on Product Pages

During the CRO audit we identified an opportunity to introduce urgency higher on the PDP without relying on discounts or promotions. This addresses a common behavioural gap in ecommerce: value is clear, but there is no compelling reason to act now rather than later. The PDP contained strong product information, but it lacked a clear signal encouraging timely action, particularly for seasonal or limited-run coffees. Without time-based cues, users often default to postponement, especially on considered purchases like specialty coffee.

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Stone Creek Coffee Introducing Urgency Without Discounting Before
Stone Creek Coffee Introducing Urgency Without Discounting Original

A/B Test

What We Did

We tested dynamic limited-time offer copy that communicated scarcity directly on the PDP. The messaging was designed to signal scarcity without triggering price sensitivity, preserving brand positioning and subscription integrity. We hypothesised that adding dynamic urgency messaging would encourage faster decision-making and reduce hesitation, leading to higher Add to Cart and Conversion Rates. By introducing urgency at the product evaluation stage, we aimed to interrupt delay bias and accelerate commitment.

Stone Creek Coffee Introducing Urgency Without Discounting Variant 1
Stone Creek Coffee Introducing Urgency Without Discounting Variant 1

The Results

Variant 1 delivered strong performance improvements across all primary metrics with a +16% increase in Conversion Rate, a +15% in Revenue per Visitor, and a +18% in Add to Cart Rate.

Dynamic limited-time messaging proved to be an effective way to drive urgency and action without discounting or negatively impacting subscriptions.

  • 16%

    Increase in Conversion Rate

  • 15%

    Increase in Revenue per Visitor

  • 18%

    Increase in Add to Cart Rate
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