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Landing pages are distinct, standalone pages on your website that serve as a tool to convert your visitors into leads. What distinguishes them from other pages is that they drive user action via a lead-capture form. In exchange, users gain access to exclusive content or marketing offers.
In other words, your landing page is a way for you to compel your target audience to convert. That’s why it’s extremely important that you incorporate effective copy and design aesthetics.
Apart from generating leads, landing pages are also an efficient way to collect information about which of your visitors are converting or engaging with you. With this information in hand, you can gain a deeper insight into your audience to help your brand nurture them along the sales process.
Due to the importance of landing pages to your B2B marketing campaign, you’ll want to make the most of the traffic to this page and maximize the number of conversions. That being said, optimizing conversion rates on your landing pages becomes much easier if you keep these fundamental principles in mind:
It’s understandable that you to want to grow your company but, keep in mind that landing pages are meant to direct your prospects to a particular offer and not toward your organization in general.
As soon as your prospects reach your landing page, they should instantly see the same content they have been offered in the ad or call-to-action button that they clicked. Resist the urge to include a lengthy list of your company’s achievements in your niche market.
Apart from matching the content on your CTA and landing page, you can also use similar design elements on the two as a way to indicate that your prospects are on the correct landing page.
Your landing page should be free of clutter such as multiple CTAs or top/side navigation bars, as these can confuse your prospective customers and drive them away from converting.
A proper landing page should look quite simple, offering a single, easy way for your visitors to perform the action they need to do to access their offer.
The lead-capture or conversion form on your landing page should be easy and fast to fill out. A good rule of thumb is to ask for only the basic information, enough for your sales or marketing team to qualify them as a legitimate lead.
If you have to ask for more than their personal information, like their company affiliation or what their annual revenue is, be ready to match the amount of time and effort they put in with something really useful for them, such as exclusive content or extremely well-targeted content.
Conversion forms should also be easily submitted on mobile devices, so you have to ensure that the text is visible on mobile screens and the buttons are large enough for touchscreens.
From the headline to your CTA, the text on your landing page should be clear and concise. Including straightforward descriptions of what your landing page visitors will receive when they complete the registration process.
For SEO purposes, include keywords that are commonly used in relevant search queries as well. But your copy should focus on explaining what the offer is and how it will benefit the user.
The Kaizen Principle, “A place for everything, and everything in its place” can be applied when choosing where to put your links, and it’s certainly not on your landing pages.
You want your prospects to click your CTA button and nothing else, especially not an external link as that might mean a lost opportunity to convert someone.
Your landing page message is a great opportunity to create something shareable on social media. Including social buttons makes it easy for your visitors to spread the word about your offer.
Social shares of your landing page serve as a trust indicator, highlighting your status as an industry expert or authority among your visitors.
You can add a touch of creativity and personality to your landing pages through videos and images that help you connect with your audience on a more personal level. Images capture a user’s attention and increase the chances that they’ll linger on the page longer, giving you more time to deliver your message to your prospective customers.
Adding images or videos is also a practical way of showing snippets of the actual content that you’re giving your visitors. After all, a picture is worth a thousand words.
The space “above the fold” is simply the content that a visitor sees as they land on your page. So, it’s important that you include everything you need to immediately convince a reader of the value of your offering in that space.
Make sure you’ve got a compelling headline that catches the user’s attention and that your CTA button is clearly visible. You’ve got short amount of time to convince a visitor to stick around, so make sure you knock their socks off as soon as they arrive on your landing page.
As tried and true as these principles may be, remember that they’re just guidelines for establishing your landing page design. The work doesn’t stop there!
At this point, you need to collect performance data on your landing page by gathering feedback or using an analytics tool. Proper analysis should indicate where potential improvements can be made, and allow you to make educated decisions on what to A/B test.
Think about it as a continuous process that you’ll have to continue over time. For optimal results, keep gathering and analyzing your landing page data, making improvements one step at a time.
Once your landing page starts generating quality leads, check out our FREE whitepaper on Lead Management 101 to find out how to convert those prospects into paying customers!
Imagine a buffet table laden with enticing dishes. Your eyes track over the fare, trying to decide what food to choose from among the mouth-watering cuisine. Of course there’d be that one comfort food you’d pick because you’re absolutely craving it (sushi!). And there’s that one intriguing dish on the end you’ll reserve a place for on your plate out of sheer curiosity. The buffet gives you full license to flit gleefully among the other dishes, taking a bit of this and a little of that before you commit hardcore and circle back for seconds.
The new B2B buyer’s journey is not dissimilar to this taste exploration. The internet, like our proverbial buffet table safari, allows customer to always be on the look out for companies and content that catches their eye and, from the business perspective, hopefully, holds their attention. Unfortunately, the internet is vast and full of delectable content confections so much so that businesses everywhere are wondering how to stand out from the teeming throng.
Here are a few ingredients any content marketer worth their salt is going to need.
Create powerful headlines
Headlines can make or break you. Most content providers outsmart each other by coming up with interesting and fun headlines that attract clicks. We must mention a serious caveat here. Make sure your headlines reflect your content well. Don’t use click-bait headlines that promise super-human powers with one simple trick… headlines like these just make us want to keep scrolling.
Go all metaphorical on’em
Why not? Metaphors are like spices. Just the right combination can make a meal absolutely unforgetable. Metaphors make writing personal, more memorable and more persuasive. Content writers often use metaphors to describe the complex and, quite frankly, confusing products that a company has on offer. (The Cloud, anyone?)
A feast for the eyes
They say that we eat first with our eyes and it makes sense to approach content with a visual-first mindset. No one likes bland content. A huge block of text can immediately cause readers to hit the back button. Make sure to use images, but also give some thought to your layout. Do you have a good text-to-whitespace ratio? Break text up and use short, punchy sentences to keep readers hooked.
Research-driven content is killer
Cookie-cutters are good for one thing. Cookies. Cookie-cutter content is simply not going to cut it in the wilds of the internet. Make sure your thoughts and ideas come from either research or experience (or both!) and that you have a point to each and every piece of content you post. Commit to establishing authority in your particular subject area. Proudly proclaiming, “We are the experts.” Is way effective than just saying, “We know stuff and you should listen to us, because of reasons.” Present key facts that are relatable and informative, but don’t get too bogged down. Stay on-point and always keep in mind your target audience.
Present problems and offer solutions
From word one, establish a clear and present problem and then clearly define the ways in which your company can offer the best solution. Give your audience hope and provide them a way out of their various miseries.