Do you have a landing page that is under-performing or not converting at all? If so, consider the fact that many landing pages out there follow three extremely flawed approaches for content creation. If your landing page falls into one of these three categories, it’s likely that any promotions, ads or other monetary boosters you try will fail as well, sinking more of your hard-earned money into a failing endeavor. Similarly, it’s unlikely that changing the design or aesthetics of your landing page will help.
1. Guessing at What Your Lead Wants to Read. This is how many landing pages are done: simply trying out random messages that might or might not have worked on other landing pages, to see the results. Unfortunately, this takes a lot of time and ultimately, costs you a lot of money in sales. Sure, guessing right the first time can be extremely easy and lucrative, but what are the odds you’ll guess right? Do you really know what you consumer wants to read, or are you too close to the sales aspect of the product to listen to the true consumer needs? Remember, guesswork is costly and most of the time, flat out wrong. If this is how you created your landing page, it’s time to reevaluate your under-performing copy.
2. Looking to the Competition. Okay, so every online marketer looks at what their competition does in order to keep their finger on pulse of the industry, but some of us use the competition as our basis for research. Figuring that the competition has done their marketing homework, we “borrow” from their landing pages and rewrite copy in the same vein as their copy. We figure, “They must know what they’re doing, so I’ll just do the same, we have the same demographic, after all.” But what if they are just guessing? Or what if they are dead wrong? You just anchored yourself to your competition’s success and furthermore, there’s now nothing to truly differentiate your two landing pages. Why should customers go to you instead?
3. Cliché Ad Copy. Finally, many marketers will turn to tired, old, boring and used cliché messages that they think sound good, they don’t. These messages don’t scream, “Buy me now!” They scream, “Help! I was written by a lazy marketer who might also be extremely corny!” Your message and copy need to mean something. If you aren’t the best-selling product, don’t call yourself that. Empty copy leaves prospects guessing. Be specific in the problems your product solves, it’ll be that much more impressive.
Now that you know the wrong way to approach writing copy for your landing page, what’s the best way? A little technique called Voice of Customer, or VOC. VOC is a marketing technique that relies on knowing your customer demographic in order to create viable copy that speaks directly to them in a language they prefer. VOC writing relies heavily on your understanding of your prospect’s problems and pain points, in other words, what do they need solved and what problems do they have with the solution you’re presenting.
When you know this, you can market the product or service in a manner that speaks directly to the lead, thereby eliminating friction. When you know their wants and needs, you can prioritize them accordingly, deconstructing each bit of friction with every line of copy on your landing page. This brings greater satisfaction to the lead as they read down the landing page and ultimately, all but guarantees the sale.