How To Increase Your Profits Without Extra Traffic Using These Top Conversion Tips, Techniques & Tools

Posted by James in Conversions, Interview, Podcast

Podcast: Play in new window | Download (Duration: 49:08 — 56.2MB)

Greg Cassar from InternetMarketingDoneForYou.com shares some fantastic conversion ideas that you can implement today to see great improvements in your profit.

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Greg Cassar

Highlights from this conversions podcast:

To double sales, simply concentrate on traffic and conversions. Focus on conversions first. When you double your conversion you have halved your lead cost. Lower lead costs give you more buying power to buy leads.

Be a marketing hawk spotting the numbers that can be easily improved

• It is essential to watch the numbers.
• Know all the numbers in your business.
• Cut the losers short and run the winners long.
• When you find winners you can scale.

Higher volumes of traffic allow you to test much faster

• Multi-variate is the best testing choice for high volume traffic.
• There is no need to guess – the numbers will reveal the winner.
• There is a balance between measuring enough versus too much.

Starting with a A:B split test is the best starting point

• Testing does not take much time.
• Most marketers do no testing so it is easy to beat them.
• Set a diary schedule for testing.
• Visual Website Optimizer is excellent software for testing.
• Let the audience decide what they like.
• Aside from testing landing pages you can also test email subject lines and cart checkouts.

Greg recommends you optimize the whole conversion chain:

• Home page optimisation
• Landing page optimization
• Form design and checkout optimization
• Maximise phone sales
• Increase continuity
• Optimize followups
• Then crank traffic

Think about the main purpose of each page. Each page should only have one or two required action

• Put things above the fold.
• Use subtle arrows.
• ClickTale allows you to see heat maps and where people are going on your page in the form of video replays.
• Watching the customers mouse move helps conversions.
• Form analytics shows you where people abandon multi-part forms.
• To increase conversions pre-educate customers with video landing pages prior to a phone call with instructions.
• Be very responsive when answering the calls from a website.
• OfficeAutoPilot allows you to split test auto responder followup sequences.
• The purpose of the headline is to sell the open.
• The open is to sell the first line and being able to test these are very important.

Enterprise level software such as Eloqua and Silverpop are very very powerful with visual diagrams

• Continuity in the form of automatic re-bills is a crucial aspect to test. Price points can help this.
• Sometimes higher or lower price points result in higher total profit.
• Tailor the message to the audience. Ask them how often they would like to hear from you.
• Ask people why they cancel a continuity program and you can improve your system.

Greg likes Kampyle.com for feedback and also LiveChat is the ultimate

• James uses LiveChatInc and loves it.
• Think of your websites as a store and you will improve sales.
• Online conversion is like a modern day sales person.
• Converting better online automates your sales process.
• James uses transcripts from Live Chat for the copywriter to put back into a FAQ page which you can also create support macros for the help desk.

The easy way to get started is to test one thing at a time

• Ideally you ‘no index no follow’ a split test duplicate page to avoid it being duplicated for Google.
• Be sure to remember to follow index the page if it becomes a winner later.
• Often high converting pages are to SEO friendly pages.
• Conversions can increase when you remove unnecessary elements such as excessive navigation.
• Match your landing page to traffic source as they convert at different rates.
• Always work to improve your current best conversion.
• Starting with the headline is the best place to start
• Next start with the sub-headlines.
• In general lighter colours convert better.
• Button colours are very important and you can use yellow or green Go Forward buttons and great boring buttons for the back buttons.
• Place everything you can above the fold (not requiring a scroll down)
• Most people do not scroll so keep all important actions above the fold.
• Screen size should be 1024 x 768 to cater for the average user rather than large screens.
• Placing actions above the fold can often lift conversions straight away .
• The best landing page has a logo on the top left and a thin header bar and contact details above the fold.
• Also it will have an auto-play with an opt-in form just to the side of the video.

See the example www.SilverCircle.com as an above the fold site

• In tests with video sales letter versus face to camera versus traditional long from text sales letters the text always lost.
• Often the slides on video sales letter (VSL) beat the face to camera VSL).
• If you are a celebrity in your niche then you on camera will probably beat a slide only version.
• Naturally you should yes this yourself and the cold / hot factor of the traffic will be crucial.
• Next focus on video length. Most videos should be under 12 minutes. 8 – 12 minutes is the sweet spot.
• Email opt-ins can be 2 -3 minutes same for up-sells.
• Use Wistia to track video heat maps and where possible pass your prospects emails into the analytics to track viewing habits.
• The audience will show you where they are most interested in with repeat views. Use those spikes to locate key interest points.

If you would like to hear Greg again please comment below

Make it your mission to start one test and improve one conversion metric!

Tags: a:b split test, clicktale, conversions training, greg cassar, heatmap, landing page optimization, multi variate testing, officautopilot, wistia

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