In my last post, I walked you through seven basic guidelines that every landing page should follow. And while those were all great starting points, the problem is that they’re exactly just that: starting points. Once you’ve created a standard, functioning landing page for the first time, there are still several tweaks you can make to fully optimize your page for conversions and lead nurturing. For marketers looking to graduate to the next level of landing page optimization, make sure you try using these 5 advanced optimization techniques:
As people become more adept at using the Internet, they’ve also become more cautious. With so many different scams and hackers out there, Internet users need to be more careful with the personal information they share online. That being said, if prospects don’t trust you with having their name and contact information, you’ll have a very difficult time generating any leads.
“What a great product!” – Steve R.
“A+ service!” – Bill W.
“Amazing!” – Mary P.
No, no, no. These testimonials should have substance. No one cares about what Bill W. and Mary P. have to say! They want to see something like this:
“Switching to Acme Corp. took a lot of stress off our business. Not only did they take time to truly tailor a plan that fit our team, but our expenses also dropped by over 28%!” – David Smith, CEO of Smith Services
Rather than using a corny statement about how great your business is, use testimonials that tell a story of how you addressed an actual problem for an actual customer. This makes it more believable, and more believers means more conversions.
Once you have an abundance of leads coming into your inbound marketing funnel, now it’s time to start weeding out the sales qualified leads (SQL) from the marketing qualified leads (MQL), and especially the unqualified leads! By using lead scoring, you’re able to determine the sales-readiness of your leads by assigning point values to specific responses to the questions on your form. For example, for companies targeting high-level executives and decision makers, leads that enter a “.edu” email address can be assigned a negative value. This way, your sales team won’t waste their time selling to college students.
That being said, lead scoring can be a challenging process. Because it forces you to judge a book by its cover, businesses have to be very careful with the different ways they score each field. Before you assign any points to anything, it’s crucial that you sit down with your sales team to discuss your ideal customers and personas.
Since every business and their audience is unique, there won’t be any one-size-fits-all ways to assign points. However, all of these questions (and more) must be answered before you can start properly scoring your leads.
Adding images to your landing page is a great way to help break up text and create a more visually balanced page. However, as any good content marketer knows, not all images are created equal. In order to maximize your images’ effectiveness, be sure you’re using these visual cues:
Rather than only using explicit directional cues like arrows, however, marketers can also use implicit directional cues. Looking at an alternate version of the baby advertisement from before, notice what happens when the baby’s line of sight changes!
While we’re on the subject of visual preferences, let’s talk a little bit about colors, shapes, and sizes. In order to help draw attention to certain areas on your landing page, marketers can use different colors and shapes that stand out to prospects. As a matter of fact, take a look at how each color is typically used online:
And while different colors might elicit different feelings from your visitors, adding color is most effective when it’s used in contrast with another. For example, take a look at the LegalZoom landing page below. Notice how the orange CTA grabs your attention when combined with the contrasting blue text? Another great place to create contrast is with your form background itself. Just look how much this yellow background stands out against a white webpage!
Apart from using different colors, marketers should also be wary of the shapes they use. In most cases, buttons with rounded corners earn more conversions than those with sharp corners. This is largely due to the fact that rounded corners are easier for the eyes and brain to process, but also because humans have also been conditioned to avoid “threatening” sharp edges! However, when it comes to the size of your buttons, bigger is often better.
As you continue to optimize your landing pages for your audience, there are several advanced techniques that you can use to help maximize your conversions. Though these techniques will work differently for each business, it’s your duty as a marketer to discover which will work best for you. By using this post as a guideline, and following the proper A/B testing principles, you can take your old landing pages to the next level.