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Writing well-crafted advertisements that draw visitors to your site is only part of the process of gaining new customers from your Pay-Per-Click campaign. It is what they do when they arrive at your landing page that determines if you win the sale or not. Fortunately, there is a lot that you can change on there to help the visitor trust you and convert to a customer. See to that you have the elements discussed below in order and you will see significant increases in your conversion results.

What is a landing page and conversion?

A landing page is the page your visitors land on when arriving at your site. The type of landing page I will be discussing in this post is a ppc-landing page, i.e. where your visitors land after clicking your online advertisement. It could of course also be a landing page for offline advertisements, such as print advertisements with a dedicated link, leading to your landing page.

Conversion is the process where your website visitors convert to customers, or take an action that you have defined as a conversion. That could be anything from ordering a product, downloading a brochure, calling you on the phone, or making a reservation to signing up for a newsletter.

The goal for most landing pages is to have the visitors take a conversion action; therefore, the first step to take is to define what the conversions for your page should be. It could be a good idea to have many levels of conversion, because visitors on your landing page will be in different stages of the buying cycle, and not all of them are ready to buy the first time. They may be interested in downloading a brochure, though, and come back later to order. Suffice to say, you should place most emphasis on your main conversion goal, and minimize all other distractions.

Separate landing page or not?

Is it worth constructing a separate landing page designed to convert visitors, or should you direct them to a page that is part of your existing web pages? Depends on the case, but most experts seem to agree on that separate landing pages convert better. Directing the link to your home page does is a pure waste of money. If you do not have the time or resources to create a dedicated landing page, at least direct the link to the specific product page in question.

Since every page on your site is a possible landing page from organic search results, it would be a good idea to adapt the same principles described below for your product pages; that way you can use them as landing pages if you do not want to create a campaign specific page.

Here are some additional tips on when to use a separate landing page.

The benefits of dedicated landing pages are that you can tailor the page content specifically for the ad in question, tracking and testing different versions is easier,  and you can segment the different sources, such as email, social media, ppc and organic to isolate weak inbound sources. See the excellent article [How To] Use Traffic Segmentation and Landing Pages to Lift Your Conversion Rate

Landing page elements that increase conversion

Elements that increase conversion on a landing page

  1. Headline and content that matches advertisement
    It is important that visitors get what they expect when they click the advertisement. Think of it as keeping a promise; if you claim to sell affordable iPods in the ad, then that is what the visitor expects to see when they come to your landing page. If not, you will lose most of your visitors there and then. If possible, have similar headlines in the ad and your landing page.
  2. Unique Selling Proposition
    The headline and possible sub headline should define what your unique selling proposition is, for example “ABC12 – a heater that consumes 40% less fuel”.
  3. Benefits
    list the benefits of your product or service in a short paragraph of text and / or bulleted list. You could also use a chart that compares your product to the competition. Keep the text short.
  4. Picture of product in use
    Show a picture of a real person using the product or service, or the outcome of using the product. This will help people see themselves using the product or service and imagine the benefit they will enjoy. The picture can also be a diagram showing how the product or service solves a problem.
  5. Call to action
    This is where you ask the visitor to convert. Of course, this should be a very visible element on the page. The CTA button or link should state what it will do, e.g. “Download the free trial”. Read an excellent article on the subject: 7 ways to improve your call to action
  6. Testimonials and customer stories.
    A great way to increase trust is asking your current customers for testimonials and putting them on landing page. Adding a picture of the client will increase the effect even more. Ask the customers to write the testimonials so that they highlight the benefits they have received because of using the product or service.
  7. Video.
    Countless cases and studies have shown that videos increase conversion rates, sometimes by up to 80%. Have you ever wondered why the TV shopping channels are able to sell the oddest products? The power of video to demonstrate the benefits and use of your product is immense, so use it to your advantage.
  8. Second call to action.
    Visitors are in different stages of the buying process when they come to your landing page. Of those that find your product useful and have a need for it, not everyone is ready to buy or convert quite yet. For those visitors you need to have a second call to action such as downloading a brochure, requesting more information, downloading a free report, subscribing to your RSS feed, etc.
  9. Social media sharing
    Allow people to share your content via social media and rss feeds, or bookmark it for later.

Additional points to consider

The most important thing with landing pages, and all other marketing as well, is to test. Test different headlines, body copy, images, call to action etc. to maximize conversion. I learned the importance of testing from marketing guru Jay Abraham who used it successfully long before the web made it so easy to measure.

We must not forget the importance of professional looking pages with good design. This is a major factor in conversion as well, because it is an important credibility factor. According to a Stanford University study, it is one of the most important credibility factors.

Some people advocate eliminating all distracting elements, even the navigation. Yes, this keeps visitors from navigating away from the page to explore other parts of your site, but it is of course possible only if you have a dedicated landing page.

What you can do right now

Start implementing the ideas described here and tweak your landing page, but do not try all the tips at once. Make one, or a few changes and measure how that affects your conversion. If possible, use Google Website Optimizer or a similar tool to test different versions of your page. If you have a low volume of traffic, let the tests run long enough so that the data is statistically significant.

Increasing the conversion can be a very cost effective way to increase sales, so use it to your advantage.

Do you have any tips on things that have increased conversion for your web pages? Please share them in the comments!