Inbound Marketing + Sales Blog

July 22, 2011

4 Tips to Increase Landing Page Conversions

Written by: Christopher Mathieu  |  Share:

What are Landing Pages?

Also sometimes called a "Lead Capture Pages", they are singular webpage pages that a prospective customer will arrive at once they:

  1. Click on a banner ad
  2. Visit a search engine result link
  3. Click a social media marketing link
  4. Any other marketing campaign or offer

What is the goal of Landing Pages?

  • Drive Conversions (and secondly, to build product and/or brand awareness)
More often than not (especially in the b2b sector) a customer wishes to drive conversions with a landing page campaign. This is especially important when doing paid campaigns such as Paid Search or a Banner Ad to measure ROI. What is a Conversion? Really, it depends on the goal of the campaign. The following is a list of common "conversions" a potential customer might make (the more significant ones appear at the top of the list):
  • Adding a product to a shopping cart
  • Dialing a phone number unique to the landing page
  • Filling out a contact form (becoming a sales lead)
  • "Liking" a page (aka adding it to their social networking profiles)
  • Downloading an informational PDF, such as a white paper
  • Visiting your main site to learn more about products or services

How do I build better landing pages to increase conversions? By paying attention to these four basic principles, you can create much more effective landing pages.

1. Present "Scanable" Content One of the most common mistakes is making pages that are too dense or have no apparent order or layout. Many social media web studies have shown that most people do very little actual reading until they've already fully qualified the source. Instead most people "scan" web pages for useful pieces of information that they can use to get an overall sense of the content being presented. The other danger of having a page that is too text heavy is that your "Call to Action" can be pushed too far down on the page.


2. Write Meaningful and Direct Headlines Avoid writing headlines that do not show the value proposition of your product or service. These should not be vague and rather tell the user the main benefit directly. In the sample below, Elance is clearly stating that by using their services you can find online workers to help with your business efforts.


3. Have a Prominent Call-to-Action (CTA) Another common problem is having either no call to action, or inversely too many choices for a user to easily decide on an action. Ideally there is a single call to action for landing pages, although in some cases it may be acceptable to have multiple (for instance when your target audiences are varied). In the social media marketing sample below, Skype has a single option to "see our new subscriptions" which is made even more prominent by use of an accent color (in this case, a bright green).


4. Include "Social Proof" By simply citing other entities that use a particular product or service you can quickly build social proof. One way to do this is to include logos or names or existing customers. Another is to use comparative charts to show advantages you might have against competing products or services. Another example might be to include testimonials or cite memberships and social media marketing associations you belong to. For example, stating that you are a Microsoft Gold Certified Partner. In the example below hootsuite lists existing clients such as Facebook, TED, FOX, etc.



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Topics: Demand Generation

About The Author

Christopher Mathieu is the Chief Product Officer at New Breed, where he oversees the creative strategy behind every project we produce. His unique ability to combine his fine art background with his technical web expertise has led Chris and his team to produce countless sales-ready websites and inbound marketing collateral that drive results.

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