THE 7 PRINCIPLES OF

CONVERSION-CENTERED

DESIGN:
A FRAMEWORK
FOR DESIGNING EFFECTIVE
MARKETING CAMPAIGNS

OLI GARDNER
T H E L A N D I N G PAG E & C O N V E R S I O N
MARKETING PLATFORM
 TA B L E O F C O N T E N T S

PA R T 1 . W H AT I S C O N V E R S I O N - C E N T E R E D D E S I G N
A N D W H Y S H O U L D I C A R E ? 05

PA R T 2 . W H Y L A N D I N G PA G E S A R E I N S T R U M E N TA L
T O C O N V E R S I O N - C E N T E R E D D E S I G N 08

PA R T 3 . T H E 7 P R I N C I P L E S O F
C O N V E R S I O N - C E N T E R E D D E S I G N
11

Attention 13

Context 24

Clarity 30

Congruence 37

Credibility 41

Closing 48

Continuance 52

ABOUT THE AUTHOR 56

 PA R T 1
W H AT I S
CONVERSION-CENTERED DESIGN

AND WHY SHOULD I CARE?

 W hen was the last time you went into IKEA to pick up a Billy bookshelf
and walked out with only the bookshelf? Despite your best efforts
to walk in and out with what you came for, you inevitably wind up with a
car full of junk products, an ice cream in one hand and two hotdogs in the
other.

Theres a good reason people have such a visceral emotional response to

any utterance of the stores name (other than the traumatic memory of
attempting to assemble a dresser with their spouse).

IKEA stores arent designed to help you achieve a single goal.

They dont care about the optimal route to the cash register they
want you to snake in and out of the showrooms. They want you to stop
and fantasize about chopping imaginary vegetables on their impeccable
countertops. They want you to fumble over which curtain pattern is just
right. And they want you to take a well-deserved break halfway through
your shopping trip to devour some Swedish meatballs.

If youre shopping for a new fridge and you know thats all you need, youre
better off going to an appliance showroom, where the goal is clear: Get your
gadget and get out.

This focus on a singular goal is the same focus that lies at the heart of
Conversion-Centered Design (CCD).

For a marketer, conversion means convincing a visitor to do one thing and

one thing only. Not one of many things, not accomplishing it in under seven
seconds, not successfully navigating from one point to another just
completing a single business-driven objective.

THE 7 PRINCIPLES OF CONVERSION-CENTERED DESIGN: A FRAMEWORK FOR DESIGNING EFFECTIVE MARKETING CAMPAIGNS
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 CCD helps you design experiences that guide the visitor towards completing
that one specific action, using persuasive design and psychological triggers
to increase conversions. In other words, its about persuasion.

And as youll learn, persuading your prospects to take the desired action
you want them to take doesnt have to be difficult (especially when youre
not distracting them with 99 hotdogs).

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 PAPA 21
R TR T

T H E 4 F O U N DAT I O N A L
W H Y L A N D I N G PA G E S
PRINCIPLES OF WRITING
A R E I N S T R U M E N TA L T O
HIGHER-CONVERTING
CONVERSION-CENTERED DESIGN
L A N D I N G PA G E S
 W hile the concepts Ill be sharing can apply to virtually any web page,
the Conversion-Centered Design framework is especially useful for
creating delightful and effective marketing campaigns.

When I talk of a campaign, Im referring to a calculated marketing activity

which has a source (email, Adwords/Bing, Facebook, Twitter, LinkedIn) and
a corresponding destination landing page: a standalone page that uses a
variety of psychological and design principles to usher visitors toward a
single purpose like getting prospects to fill in a form or click through to
another page.

WHY LANDING PAGES?

Why should you send traffic to a campaign-specific landing page as opposed

to your homepage or another internal page on your site?

Unlike homepages that call for self-guided exploration, landing pages are
uniquely equipped to be optimized for conversion because they are laser
focused on a single goal: that of your marketing campaign.

No external links or navigation bars interrupting the flow of the page. No

distractions or rabbit holes for prospects to slip into. Just one clear, friction-
free path to completing your singular campaign goal.

So prospects can get what they came for and get out.

THE 7 PRINCIPLES OF CONVERSION-CENTERED DESIGN: A FRAMEWORK FOR DESIGNING EFFECTIVE MARKETING CAMPAIGNS
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BEAUTIFUL
LANDING PAGE TEMPLATES
DESIGNED FOR CONVERSION

The principles in this ebook are meant to be tested on your own marketing campaigns
and landing pages. But you dont have to start from scratch.

Unbounces landing page builder includes a vast selection of high-converting mobile-

responsive landing page templates in a drag-and-drop interface. Unlike other platforms
where the templates are fixed and rigid, Unbounce lets you customize everything.

Weve got beautiful, flexible templates for every kind of marketing campaign, including:

Lead generation Health and wellness Travel and tourism

Ebooks and webinars Retail and ecommerce SaaS products

Agencies and consultancies Real estate Mobile apps

CHECK OUT UNBOUNCES

FREE TEMPLATES
 PAPA
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T H E 4 F O U N DAT I O N A L

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L A N D I N G PA G E S
 T he order in which Ill present the seven principles corresponds with
the order with which your visitors will enter and exit the campaign
experience you design. The principles are as follows:

1. Attention
It all begins with your ad or email, which function to attract Attention. Once the
visitor arrives on the landing page, its your headlines job to hold or maintain
that Attention. Finally, its the job of your landing page design to focus your
visitors Attention on the action you want them to take. In this section, Ill share
techniques for capturing and keeping your visitors Attention from your traffic
source to the conversion point on your landing page.

2. Context
In large part, Context is how well the initial above-the-fold landing page
experience delivers on the promise made in the ad or email. In this section, youll
learn how to create a strong Contextual bond with the source of the campaign
and reassure visitors that theyve made a good click.

3. Clarity
Clear as mud? Thats not what you want people to think when theyre on your
landing page. Principle three is all about learning to write copy that quickly and
effectively communicates the value proposition of the campaign. Context confirms
that you are in the right place Clarity makes it easy to understand the value
in what youre reading.

4. Congruence
Now that you have your visitors Attention, they know theyre in the right place,
and they understand the value proposition, dont get lazy with the content on
your landing page. Congruence is all about alignment, and in this section, youll
learn about the importance of aligning every element of your landing page with
the campaign goal. This includes removing anything from your landing page that
doesnt speak directly to the goal you set when creating your campaign.

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 5. Credibility
Trust. Believability. Alignment with your customers beliefs. These are the traits
of a credible landing page. If your testimonial photos look like stock, or your trust
seals and privacy statements seem desperate, youll have a hard time convincing
a potential customer to believe in you or your product/service. In this section, Ill
discuss ways to encourage and inspire rather than turn people off.

6. Closing
The final step in the campaign conversion process is getting people to actually
fill in your form and click on your call to action (CTA). The principle of Closing
is about studying the area around your CTA, the design of your CTA and the
copy you use to inspire a click. Ill also show you why its important to recognize
and remove negative influences that can unknowingly creep into your Closing
argument.

7. Continuance
In this section, Ill show you how the principle of Continuance making sure
every action you request of your audience leads naturally into the next step
can be used to get a second conversion and create campaign momentum loops,
and how to create a post-conversion experience better targeted to your ideal
customer.

As we go through each of the principles, ask yourself where you are doing
a good job and where there is room for improvement.

Its all about being open to honest reflection of the experience youre creating
for visitors, leads and customers.

The benefit of thinking about your campaigns in the context of each of

these principles is that it gives you clear direction as to where you should
start optimizing.

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 1. ATTENTION
Squirrels are jerks. They are bad for conversion. Theyre the bright shiny
objects that make dogs run in the wrong direction, and made me write this
wholly unimportant extra sentence that youre reading right now.

This is whats happening to you right now: Youre experiencing diversion,

or misdirection. My rambling has diminished your ability to comprehend
what my point is and as a result, youre increasingly likely to stop reading
and bugger off to a place thats less demanding of your brain cells.

Gaaaaaa, stop making me think! Everyone, circa now.

This is the impact that a poor Attention Ratio has on your landing pages
performance.

Whats Attention Ratio? you ask. Good question, my friend. And heres
the answer:

Attention Ratio is the ratio of the number of things you can

do on a given page, to the number of things you should do.
When talking about marketing campaigns, you should only have a
single goal (or youre doing it wrong), and thus the Attention Ratio
should be 1:1.

Your homepage could have an Attention Ratio of 10:1, 20:1 or 150:1. The
worst Ive seen was 183:1, and I wanted to take a long walk off a short pier
when I saw it.

When you are running a marketing campaign, you have three choices when
selecting the destination of your campaign traffic: your homepage (HP), an
internal site page (IP), or a dedicated landing page (LP).

Its easy to see that as we progress from HP to IP to LP, the number of

distractions actions that can be taken moves from what can be 100:1
down to 1:1.

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 (HP) (IP) (LP)

Lets dig a little deeper into the difference between your homepage and a
landing page to illustrate good and bad Attention Ratio.

HOMEPAGE ATTENTION RATIO 57:1

The wireframe below is based on the Virgin Mobile USA homepage it
has 57 links. If youre promoting the campaign in red, then not only will it
be hard to find amidst all the clutter (the Attention Ratio is 57:1), but also
there are so many competing elements that your prospect will either hit
the back button or click on another of your promos. Both of which results
in a failed campaign.

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 Whats wrong with them clicking another promo? Surely a sale is a sale. NO.
If they dont interact with the campaign youre promoting, your AdWords
statistics will reflect a failure.

LANDING PAGE ATTENTION RATIO 1:1

Next, take a look at the landing page below. Its very clear that there is only
one thing to do here Attention Ratio is a perfect 1:1. Accordingly, the
purpose of the page is much more clear.

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 CASE STUDY - REMOVING PAGE NAVIGATION
In a case study from the VWO blog, a homepage with navigation (A) was
tested against a landing page with no navigation (B). The Attention Ratio
dropped from 15:1 to 3:1 and the result was a 100% increase in conversions.

(A)

(B)
100%

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 CASE STUDY - REMOVING LINKS
AND SOCIAL SHARE BUTTONS
Unbounce ran its own A/B test for an ebook download landing page:

(A)

(B)

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 Variant A has a series of links to related content and some social share
buttons. (Though a much better location for them would be the confirmation
page who would share an ebook before reading it?)

Variant B has these links removed.

The Attention Ratio test is 10:1 vs. 1:1. The result? Variant B resulted in 31%
more ebook downloads.

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 THE EXCEPTIONS TO A 1:1 ATTENTION RATIO
A common question when discussing Attention Ratio is if there are
exceptions where you can actually benefit from a higher ratio. The answer
is yes. There are two exceptions.

1. Multiple links/buttons with the same goal

On long landing pages, you should repeat your call to action throughout
the page so its there to trigger action based on the different content being
read. You can even use different CTA copy on each button to see which
encourages the click. This is okay as long as each button has the exact
same campaign goal.

Have a look at this A/B test for my Landing Page Conversion Course landing
page:

ERS
PT
A
CH
LINKED

The first page has an Attention Ratio of 1:1. The second, with an Attention
Ratio of 12:1, outperformed the original version by 15%, as shown in the
following test results.

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 2. When using anchor links in navigation

Consider Unbounces Call to Action Conference landing page:

Notice how there is a nav bar at the top of the page with six links (an
Attention Ratio of 7:1)? Surely that breaks the Attention Ratio principle?
Not in this instance because each link simply scrolls you down to the
appropriate section of the page. They arent leaks that take you elsewhere.

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 ATTENTION RATIO IN EMAIL CAMPAIGNS
Now that you understand Attention
Ratio, consider what happens when
youre running an email campaign
and sending an email to someone
on your list.

The example on the right isnt

a landing page its an email
newsletter. The Attention Ratio is
86:1, which means its incredibly
unlikely that someone will complete
the action you want them to take.

And if you consider the context

within which the email is read
Gmail for example the attention
ratio shoots up to 130:1 due to the
extra distractions of the Gmail
interface.

Now the Attention Ratio has

become 130:1 due to the extra
distractions of the Gmail interface.

Not to mention that youre

fighting with a multi-tab browser
environment, with notifications
from Twitter, Facebook and your
prospects mother.

This is why its imperative that we

adhere as closely as possible to the
perfect 1:1 ratio whether on a
landing page or in an email.

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 WHAT DOES THE DATA SAY?
At Unbounce we have a massive amount of data mined from our customers
landing pages. The chart below shows how the number of links present
impacts the conversion rate for a sample of 20,000 active lead gen landing
pages:

With the average number of links sitting at 4.39, it appears that a large
number of businesses could increase conversion rates by testing the removal
of links.

As you can see, adding more links progressively decreases the conversion
rate of a page.

Its important to note, however, that these are statistical averages. What
this means is that the data is suggesting there could be a positive impact on
conversion rates if you remove some distracting links. The way we should
be leveraging this type of data is to consider it an insight that can inform a
hypothesis for an A/B test.

But wait! While decreasing the number of links on your page may boost your
conversion rate, you will want to leave links to privacy policies they are
instrumental to making your page feel trustworthy and arent often clicked.

Dealing with Attention doesnt stop there though limiting actions to one
is only the start. Once youve done that, you also need to understand how to
use design to focus your visitors Attention. Let me introduce Attention-
Driven Design.

THE 7 PRINCIPLES OF CONVERSION-CENTERED DESIGN: A FRAMEWORK FOR DESIGNING EFFECTIVE MARKETING CAMPAIGNS
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YOUR GUIDE TO ELIMINATING
DISTRACTION & GETTING THE
CONVERSIONS YOU DESERVE

Attention is a limited resource. Each time

you add a link to a page, you deplete your
prospects mental energy. But if distraction
is the enemy in this story, Attention-Driven
Design is our hero.

In this 68-page ebook, Ill take you on a

journey towards achieving visual simplicity
through psychology and interaction design
with plenty of real-web examples.

In this free ebook, youll learn:

How Horror Vacui causes marketers to build

crappy marketing experiences that deplete
our mental energy

How to design pages with perfect attention

ratios (and when to bend the rules)

How psychology and interaction design can

help us increase attention (and conversions)

GET THE FREE EBOOK

 2. CONTEXT
In the first section, we learned how landing pages help secure more
conversions from your campaigns because they have an Attention Ratio of
1:1. But landing pages are also key to creating targeted pages that provide
better Context for visitors our second principle.

UNDERSTANDING CONTEXT
Are you giving prospects all the information they need in order to convert?
Its your responsibility as a marketer to provide the necessary Context: both
pre-click and post-click.

PRE-CLICK

Theres much you can learn about the intent and expectations of your users
based on the source they came from.

Put differently, the source of the inbound traffic (pre-click context) gives
you clues about what a user will be expecting to see on your corresponding
landing page (post-click requirements). The diagram below illustrates the
level of pre-click Context that exists according to the marketing channel.

For example, consider if the source of your campaign traffic is coming from
a promoted tweet or in-stream Facebook ad. Visitors are less likely to be
intimately familiar with your brand, and you have very few characters and
a single image to set the stage. Check out this Facebook ad promoting our
Attention-Driven Design ebook.

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 An in-stream ad like this on Facebook only allows for 145 characters and
an image not much space to provide Context. Luckily your post-click
experience can do some of the heavy lifting.

POST-CLICK

Depending on the channel being used, the landing experience can require
different styles, types and amounts of information in order to connect the
dots.

This means that your corresponding landing page has to pick up the slack
and make up for missing Context. It should echo the copy from your ad, but
also expand on it and continue to persuade.

Check out this landing page for the ebook.

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 Notice how it elaborates on the value proposition and drives home the
conversion by flaunting social proof and detailed benefits?

MESSAGE MATCH AND DESIGN MATCH

There are two relatively straightforward concepts that can help you maintain
Context from your traffic source to landing page:

1. Message Match is all about having a headline that closely matches the
headline or call to action of the upstream ad/email.

2. Design Match is the same except its based on the hero shot and color
palette of any visuals presented in the ad/email.

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 I did a webinar recently with Litmus, which lets you build, test and monitor
emails. For the webinar, they sent the email shown below, with the target
landing page built in Unbounce, shown opposite the email.

Notice how the Message Match and Design Match work to produce a very
tightly coupled experience? The hero image is repeated and the copy (from
the CTA to the headline) is mirrored perfectly on the email and landing
page.

These matches maintain a strong scent throughout the experience. The

major benefit of this tight coupling is that it immediately confirms that
visitors are in the right place when they arrive on the landing page.

That frees them from re-interpreting the headline and allows them to
progress to the remaining content on the page.

Every time you implement strong coupling, you increase the likelihood that
your visitors will stick around. After all, they were interested enough to

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 click your email/ad, so your number one job is to deliver on the promise
you made prior to the click.

THE IMPORTANCE OF YOUR HEADLINE

Heres an example of a landing page I arrived on after clicking a link in a
chat thread.

Not much was said about the purpose of the page, so the pre-click Context
was low. Thats not my point though. What I want you to consider is the
immediate impact of arriving here and attempting to understand what the
page is about.

Upon arrival, there is no headline above the fold, so Im not being greeted
with enough information to tell me Im in the right place. Thats a Context
fail.

I reached out to the page author to point this out and he quickly changed it
to the following.

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 What a dramatic change!

Now this page is set up correctly to match the messaging of an ad or email.

Whatever the Context of the pre-click experience, remember that your ad

attracts Attention, and its the job of your landing page headline to maintain
that Attention long enough to determine whether the page delivered on
the pre-click promise.

Youll be surprised how common this situation is, which makes it imperative
for you to audit your marketing campaigns for Message and Design Match.

EXERCISE

Look at your campaigns in Context your pre- and post-click experiences side by
side. If you step back six feet from the screen (or printouts on a wall), ask yourself
how strong is the connection between the two?

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 3. CLARITY
Youd think that the principle of Clarity is fairly self explanatory, but confusing
landing page copy is everywhere. I look at thousands of pages, and many
leave me scratching my head.

Clarity is so important for conversion, in part because we are such impatient

internet animals. If we make our visitors strain and struggle tofigure out
what our offer is orwhy our business is unique, theback button will become
theCTA, sending folks back tothenext ad in thelist.

UVP VS UCP
Theres an important distinction to draw when thinking about dedicated
campaign-specific landing pages vs. your websites homepage. Your
homepages primary job is to communicate your Unique Value Proposition,
whereas your landing pages job is to communicate the Unique Campaign
Proposition (hat tip to Bryan Eisenberg for that term).

Your Unique Campaign Proposition is related just to the purpose or offer

of your campaign, which might not be the same as the value proposition
of your website/homepage. For instance, for a webinar, you want to talk
about the topic and guest not your product or service.

If youre doing branded search PPC then the landing page may well have an
identical UVP and UCP, but for other campaigns (for a sale, special offer,
webinar invite, ebook download, etc.) the UCP is much more targeted on
one specific task.

Your landing pages job is to communicate your Unique

Campaign Prop (a.k.a. What is your offer?)

TWEET THIS QUOTE

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 INFORMATION HIERARCHY
Information Hierarchy is concerned with the order with which the copy
on your page is presented, both in literal terms (which comes first) and in
terms of the visual dominance (what stands out most).

Consider this page from an unnamed email marketing solution.

Notice how the prominent, bold headline is vague and doesnt even reference
email marketing?

It isnt until you read the subhead that you understand what the page (and
the service) is really about.

To drive this point home, I decided to run an experiment. I ran a five-second

test at Usability Hub to see what happened when people answered the
simple question: What does the product do?

Here is a word cloud showing the responses. Common words are emphasized
with larger sized text:

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 A staggering 6% of respondents answered the question correctly.
Would you be happy if this was your business? If people didnt understand
your value proposition in the first five seconds?

I decided to flip the headline and subhead to see if the Clarity in the subhead
improved the results.

The verdict? With the subhead and headline reversed, 20% of

respondents answered the question correctly a pretty dramatic increase
in correct responses.

Five-second tests are a great way to uncover Clarity problems, and if you
have both a headline and subhead communicating your UCP, consider trying
the headline flip for a follow up test.

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 Now, Im not recommending you simply flip it and forget it. But think about
your Information Hierarchy, and make sure you are telling your story in the
right order, and that your subhead is there to add Clarity, not be the sole
holder of it.

5-second tests are a great way to uncover Clarity problems.

TWEET THIS QUOTE

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 CLEAR VS. CLEVER
Another reason pages often lack Clarity is that marketers are often sucked
into trying to be cute or clever in their communications. You can see from
some recent changes in CISCOs homepage headline below how distinct
this difference can be when it comes to clearly communicating your UVP
or UCP.

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 The headline Digital means dollars could stand in for any online business.
It doesnt speak to benefits or describe what the services actually does. Its
trying to be cute and doesnt add any Clarity.

But the new headline, IT is fast, again speaks a little more to what makes
CISCO unique. It could stand to be more specific, but it at least explains a
little of the benefits involved.

Similarly, in the next example, the old version (top) is trying to ride the
unicorn buzzword wave a vague word that adds zero actual value.
Conversely, the updated version (bottom) speaks directly to a startup
company, with the subhead clarifying what there is on offer:

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 If youre worried that you might be using wishy-washy, jargonistic terms
on your pages, weve created a Chrome extension to help. Heres how it
works:

1. Download and install Unbounces Dejargonator Chrome Extension.

2. Run it on any landing page or website offending phrases will be

highlighted in red. (You can test it on this extra sleazy page here.)

3. Hover over the red text and see whats wrong.

4. Finally, update your page to be:

a. Less sleazy and superlative-y
b. More specific (and thereby more persuasive)

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 4. CONGRUENCE
Congruence, simply put, is aligning every element on your page with your
singular campaign goal. Weve all been in a meeting with stakeholders from
different departments who want a piece of the action. Or maybe your boss
insists on adding something extra to everything you do.

Every time you listen to that evil devil on your shoulder and add content
or links to your landing page that are not aligned with your campaign goal,
youre beginning a downward spiral into mediocrity. And youre designing
a marketing experience according to the voice of many as opposed to the
voice of your customer.

EXERCISE

The simplest way to grade your landing page on Congruence is to take all the
content (every paragraph/headline/subhead/image description) and put it into
a boring-ass Excel spreadsheet.

This exercise not only removes any emotions caused by the design, but it
will also allow you to take an objective look at your content and determine
whether its moving away from your campaign goal.

For example, check out the following landing page and corresponding Excel
document:

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 Heres how the scoring works:

If the content is aligned with (congruent with) your campaign goal, it gets a
2. If its sorta/kinda aligned, it gets a 1. If it doesnt have anything to do with
the campaign goal, it gets a 0.

In this example, I gave a score of 3/24, which is quite shameful... but also
awesome because it immediately teaches you what you need to change to
be more aligned with your initial campaign goal.

CONGRUENCE ON YOUR WEBSITE

Theres an important distinction to draw when thinking about dedicated
campaign. As I mentioned earlier, while these principles are most effective
in the context of a marketing campaign with a corresponding landing
page, they are still useful when optimizing your website. We saw this at
Unbounce first-hand when we set out to optimize a page on our site that
answers the question, What is a landing page?

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 The first organic search result for the question is an internal content page
on Unbounce.com as shown.

Looking in Google Analytics, we discovered that the most common next

step was to visit the landing page templates page from the navigation,
which is a powerful page in the journey to becoming a customer.

Knowing this, we refocused the page on our new goal: to get more people
from this page to visit the templates page.

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 To optimize the page, we ran an experiment with two overarching changes
(this is where the CCD principles of Attention and and Congruence came
into play):

1. Attention: We removed all content links and sidebar navigation. There

were distracting SEO-based links spread throughout the content, which
distracted from our new campaign goal. They also lowered the pages
Attention Ratio, which originally sat at 27:1 (49:1 if we included the footer
navigation).

2. Congruence: We added a call to action to the bottom of the page linking

directly to our templates page. Because research told us that the common
next step was to visit our templates page (and because we knew that every
page needs a call to action), we added a big orange CTA button to encourage
people to go directly to the templates page.

It seems obvious right? All of the best ideas do. Simply removing these
distractions increased visits to the templates page by 172.1%.

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 5. CREDIBILITY
I dont believe you. Its that simple. I dont want to listen to what you have to
say, and you cant convince me to change my mind because I made it up the
moment I saw your landing page, or read the supposedly real endorsements
and testimonials for your product.

Thats what happens when someone lands on your page and encounters
any element that strikes them as untrustworthy.

To counter this, you should create/source/request content for as many

types of social proof as are relevant to describing the trustworthiness of
your business.

Here are the different types of trust elements that can appear on your page,
to give you an idea of which page elements you should be trying to create:

Tribes and relatability Social shares Your friends bought/

tried/liked/shared this
Privacy policies Referrals
Number of sales
Seals Reviews
Rankings
SSL - HTTPs Ratings
Endorsements
Testimonials Customer lists
Photo
Quotes Photos
Video
Twitter/social Logos
mentions
Photos
Videos

Thats a lot of proof. My recommendation is to create a living document that

you constantly update with fresh validatory content as and when it comes
to you. You should be monitoring social media and doing regular outreach
to your customers, industry partners and fans.

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 CONGRUENCE AND CREDIBILITY
Another reason pages often lack Cledibility is that marketers collecting
testimonials is only half of the battle. Where you put them and how you
use them is almost as important as the content itself.

If you study the Unbounce.com homepage (note: were constantly running

tests so it may not look as shown below all of the time) you will see that
feature-specific testimonials are placed under a description of that product
feature.

Theres lots of talk about features and benefits and how to describe your
features in terms that demonstrate the benefit. Letting your customer talk
about it rather than doing it yourself is one way of adding extra Credibility.

BONUS TIP

This technique is repeated throughout the page to provide an experience that

leverages three principles of Attention-Driven Design: Consistency, Repetition
and Proximity. Check out my ebook on the subject to learn 23 visual principles
for designing more persuasive landing pages.

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 HYPERBOLE, RELATABILITY
AND BELIEVABILITY
Its simple, really. If your testimonials sound vague, your entire page loses
Credibility.

Consider this testimonials example from a landing page that is selling an

online photography course.

The first thing to note is the hyperbole-laced testimonials. Weve all seen
them before: statements claiming the product or service is life changing,
amazing, mind blowing or a game changer.

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 I very much doubt that this photo course saved Cathys life. And that makes
me start to tune out.

It continues in the fourth testimonial: Reaching out to Megan is one of the

best things Ive ever done!

I think it would be stronger if the first sentence was removed hyperbole

is a Credibility killer (luckily, our Dejargonator Chrome Extension can help
with that, too).

Analyzing the testimonials further, I made several observations.

Im a photographer, and also a man, and seeing that all of the testimonials
are from women makes me stop and wonder if its a course solely for women.
Its wonderful if thats the case, but from the information presented Im a
little unsure.

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 Humans are tribal by nature. We tend to more strongly believe what people
say when we have a relationship with them. A biker is much more likely to
trust an opinion about motorcycles from a fellow biker than they would
from an accountant.

Furthermore, the success of your social proof lies in your ability to

demonstrate the transformative effect of your product or service on the
lives of your users. Theres nothing in the testimonials above that points to
the success of these course members as a result of Megans tutelage.

A great way to demonstrate this transformation would be to show the classic

before and after shots of how the course improved a students photography
by taking the course.

Specificity is also key, as specifics are more believable than generic

statements. When someone gets specific, we tend to believe that the
experience they are describing actually happened.

Heres how I would optimize a testimonial for this landing page:

Now it contains a relatable photo of Cathy (shes holding a camera!),

specificity by referencing the lesson material in the lesson material and
the transformative effect of what she learned. (Photos are mine).

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 REFERRALS
One of the most potent types of trust is the personal referral.

A referral is a recommendation made by an independent party, often in the

form of a social share. Dont be afraid to ask your customers to tell their
network about your product or service. An especially effective way to to
this is through manual outreach its time consuming but very effective.

You can also incentivize customers using a more formal referral program,
perhaps giving discounted service when they refer other customers.

Referrals leverage tribal behavior when you receive a referral from

someone you relate to (someone in your industry, a friend or a colleague)
you are more likely to trust in its value as it clearly influenced your peer.

Alex from help desk software Groove talks about the best time to ask your
customers for a referral:

Customers who are referred by loyal customers tend to become loyal

customers: they trust you more from day one, they stay with you
longer and they spend more over their lifetime.

But asking for referrals can get tricky. If you ask at the wrong time,
youll either get ignored (if you ask when theyre simply not thinking
about you) or worse, youll get an angry customer (if you ask when
theyre actually dealing with an issue with your product).

What Ive found to work best here is to make the ask when the value
that you deliver is most apparent to them.

That will be different from business to business, but for us, that might
mean:

Right after a support interaction where weve helped them

accomplish something

Right after hitting a particular usage milestone (e.g., sending

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 1,000 support emails through Groove)

Right after they add-on another feature/product (e.g., a

third-party integration)

Right after they positively respond to an NPS survey

Boost Credibility on your page by including

specific, transformative testimonials that credit
your product/service as the source.

TWEET THIS QUOTE

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 6. CLOSING
Theres nothing more simple yet complex than asking someone to make
a decision. Yes or no. Do it or dont do it. Now or later. Now or never.

Closing the deal is tricky, but its made easier if you understand the dynamics
and psychology involved in making a decision. There are several factors that
influence the decision to click some are positive and others are negative.

NEGATIVE INFLUENCES

Negative influences are what I call stop words: words, phrases or graphical
elements that are placed in close proximity to your CTA which may create
a moment of pause as your visitor contemplates its meaning.

Words such as spam in privacy statements below your CTA have been
shown to decrease conversions because they plant a negative inference in
the mind of your prospects right at the point of conversion.

Trust seals are commonly used with the goal of increasing confidence, when
in reality they can come across as desperate, causing reflection like, Why
are they trying so hard to convince me of the security of this transaction?
Is it not really secure or trustworthy? More often, the key to a secure
transaction is the presence of the lock icon in the address bar that denotes
that the page uses a secure socket layer (SSL).

Avoid using stop words like spam around your CTAthey

induce anxiety and can negatively affect conversions.

TWEET THIS QUOTE

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 POSITIVE INFLUENCES

Examples of positive influences are statements that reduce anxiety at the

point of conversion.

For instance, being explicit about how long it will take for a call back gives
people a point of reference. Well respond to your request within four hours
is much stronger than no statement at all.

For a webinar registration, mentioning that the session will be recorded

eases the anxiety of not being able to attend, encouraging people to register
anyway.

CLICK-WORTHY CTA COPY

Another critical part of the conversion equation is what you actually write
on your buttons: your call to action.

At Unbounce, weve looked at our customers landing pages to learn more

about the impact of different words and phrases in CTA copy. And some of
the data is quite surprising...

THE PRICE OF FREE

Contrary to popular belief, Ive found in several A/B tests that the word
free can have a negative influence on conversions.

I think in part this is because we are all becoming savvier about marketing
practices. Giving your email to a company is a form of social currency and
thus is not free. We understand that well be marketed to over email
making the reference to free seems a little like a bait and switch.

On the microsite for our Landing Page Conversion Course, I used a Qualaroo
survey widget to ask what was preventing people from starting the course.
Two common answers were How much does it cost? and I dont know
how much it is.

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 Based on that feedback, I hypothesized
that reiterating that the course was free
in close proximity to the CTA would result
in more conversions (button clicks).

I used my photo (as the author) and in

a subtle way, mentioned that the course
was free. The result of the A/B test?

The new treatment lost by 14%.

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 This got me thinking about the power of the word free. We dug deep into
our customer data and discovered the following impact of including the
word free in a CTA (versus not mentioning it).

As you can see, across 20,000 landing pages, CTAs without the word free
converted on average 16.8% better than those with the word free.

The chart below illustrates some other words that are commonly used in
CTA copy, and their effect on conversion.**

**Note: data shown represents lead gen landing pages only (pages with a form).

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 7. CONTINUANCE
After the conversion has taken place, your works not done. As a optimizer
you should think of what a possible next step could be, and design an
experience to ask your new lead/customer to take that action.

Theres a fine line between being pushy and actually offering someone
exactly what they would like to get/have/experience/buy next. Its an art,
and if youre like me, its based on the learnings from multiple levels of
experimentation. Above all though, you must ask for something.

Lets start with a list of the

types of things you can ask
people to do on a confirmation
page weighted by how much
of a commitment is required
to perform the Continuance
action.

Ive scored each according

to an approximate level of
commitment or effort required
for your customer to perform
the Continuance action. The
reason for this is that you
dont want to have too big of
a leap between where you are
in the customer lifecycle and
the next step youre asking
them to perform.

If they just registered for a webinar (3) and you want them to start a trial
of your software (7), you might determine that youre asking for too much
too early. Asking if they want to see a demo might be a 5 and thus more
appropriate.

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 Theres no science here, its just a smart way to look at the types of activities
that exist in your marketing funnel and in which order you might want to
present them to your leads and customers.

The key is to always be experimenting and measuring the impact of your

Continuance actions.

MOMENTUM LOOPS
While many campaigns have a set start and end date, some campaigns
eventually become evergreen. For those campaigns, there are things you
can do to keep the momentum going.

For example, a digital event registration page (like Unbounces Digital

Agency Day will be active for the life of the promotion, receiving email,
social and paid traffic. But when the event is over, replacing the registration
form with gated access to all the recordings allows you to keep pulling in
conversions, so that organic traffic becomes a source of leads now that its
in its evergreen state.

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 Because your promotional efforts are over, this is when you might want to
consider a social share as the primary Continuance action, so that you can
maintain a decent flow of traffic coming back to the landing page.

WHATS NEXT?
The next steps are simple.

Walk through your current campaigns and reflect honestly on what kind
of experience youre creating for prospects. Are you paving a clear path to
conversion? Or are you sending prospects through a labyrinth of distractions
reminiscent of an IKEA showroom?

If youre overwhelmed about where to start, have a look at where youre

sending your campaign traffic. While Conversion-Centered Design principles
are effective for designing effective marketing campaigns start to finish,
they also make for high-converting landing pages.

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54
WANT TO APPLY
CONVERSION-CENTERED
DESIGN TO YOUR NEXT
CAMPAIGN?
Use Unbounce to build delightful,
persuasive landing pages that will make
your next campaign convert like crazy!

Choose from 100+ fully customizable

templates

Test landing page variants quickly with

our built-in A/B testing center

Integrate with your trusted email, analytics,

automation and CRM tools

Track conversions with our simple two-

step setup

GET STARTED WITH A

30-DAY TRIAL OF UNBOUNCE
 OLI GARDNER
Unbounce Co-Founder Oli Gardner has seen more
landing pages than anyone on the planet, a passion that
he draws from his healthy disdain for marketers who send
campaign traffic to their homepage. A prolific webinar
guest and writer, he speaks internationally about the four
corners of conversion: the intersection of copy, design,
interaction and psychology.

@oligardner

[email protected]

unbounce.com

Oli is on a mission to help marketers combine data

and design to create high-converting and delightful
marketing experiences.

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