April 19, 2014

Landing Page Optimization: 3 quick recommendations from the stage at Optimization Summit 2012

Posted on 12. Jun, 2012 by in Marketing Sherpa

“What is the objective of this page?” Dr. Flint McGlaughlin asked audience member Maile Keone at the Pre-Optimization Summit LPO Workshop in Denver.

“To get people to call.”

The problem is the page isn’t achieving the objective — at least not to the extent the marketers (including Maile) at VacationRoost want it to.

The page was plastered on two huge screens at the front of the room here at the Denver Marriott Tech Center with 150 marketers from around the world scrutinizing it.


Click to enlarge


So, to help Maile and her team from VacationRoost, Dr. Flint McGlaughlin offered some recommendations for ways to improve the page.

To begin, we need to ask three critical questions from the perspective of the customer, Dr. McGlaughlin noted:

  1. Where am I?
  2. What can I do here?
  3. Why should I do it?

When we ask these questions, three optimization recommendations for the page come to mind.


Recommendation #1: Remove (or move) the seal at the top of the page

The first problem we see with the page is the large seal at the top of the page. If we are trying to answer the question, “Where am I?” the graphic fails. It does not look like a headline, and it doesn’t do much to engage visitors into a conversation.

The only solution here to fix it is to remove the seal. State plainly that what follows is an offer explaining VacationRoost’s package deal. Because it looks like a seal, the eye automatically skips over it.


Recommendation #2: Don’t use sales language 

When we try to answer the second question, “What can I do here?” we get a message that says, “Save Big.”

“‘Save Big’ does not tell us what we can do here,” Dr. McGlaughlin mentioned from the stage, “‘Save Big’ causes people to put their guard up. There’s a better way to say it.”

Dr. McGlaughlin’s earlier teaching at the Value Proposition session today suggested an approach that involves using more specific data to qualify the idea of big savings.

For example, I might change that line to “Save an average of 15% when you add lift tickets or gear rentals to your lodging purchase.”


Recommendation #3: Don’t make outrageous claims

The last thing a page needs to do when trying to answer the third question (Why should I do it?) is make an outrageous claim. That’s precisely what happens in the text below the main headline on the page:

“Shhh… These deals are so good they are almost a secret.”

“Look at the size of that ad — does it look like it’s a secret?” Dr. McGlaughlin asked. “It’s like saying [to a girl you are trying to start a conversation with] ‘I’m so good I don’t want the other girls to know I‘m talking to you.’”

To sum it up in Dr. McGlaughlin’s words, “This is a classic magazine ad posing as a webpage.”

I should mention here that VacationRoost has a lot of great offers. But unfortunately, they aren’t communicated on this page.

What would you recommend for fixing this page? Let us know in the comments section of this blog post.


Related Resources:

What to Test: 4 sample landing page treatments from Optimization Summit 2012

Landing Page Optimization: 2 charts describing the best page elements to test and how to test them

Landing Page Optimization: Radical redesign leads to 3,566% increase in conversion

Landing Page Optimization: How to start optimization testing and get executive support

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Website And Landing Page Design

Article source: http://sherpablog.marketingsherpa.com/website-and-landing-page-design/3-optimization-summit-lpo-tips/

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