Posted by: Robert Hutchinson
March 20, 2008
Issue #378

8 Easy Ways to DOUBLE
Your Opt-In Rates

A "squeeze" or "opt-in" page is the web page that visitors land on after they click on a search engine keyword.

The only purpose of an opt-in or squeeze page is to elicit a specific response from a website visitor – usually to give a name and an e-mail address in exchange for specific information. Smart marketers often have visitors land on a squeeze page first … before being redirected to a sales page.

In recent months, Internet marketers have been complaining about declining opt-in rates … but the truth is that many web developers ignore proven, tested techniques when creating their squeeze pages. Fortunately, just a few simple changes can dramatically boost your results – often doubling or even tripling your opt-in rate.

Step 1: Make sure your headline matches keyword search terms exactly. Fully 50% of people who visit your site after clicking on a search engine keyword make their decision to stay or go within the first 2 seconds. Their only question when looking at your web page is: Is this the right place? If they think it might be, they’ll linger for a few more seconds. Your first and most important job is to help them realize that, indeed, your site is the right place. If the dominant keyword for your product is "seaweed shampoo," then the words "seaweed shampoo" better be in the headline of your squeeze page and found throughout the body copy.

Step 2: Tell your visitors EXACTLY what you want them to do and tell them immediately. If you want visitors to sign up for your free e-zine, then the sign-up box should be front and center and "above the fold." Smart Internet marketers put links and sign-up boxes throughout the body copy of their squeeze pages. You want people to always know what you want them to do.

Step 3: Show your product immediately. We call this the "hero shot" because your product or service is the "hero." Again, this should be done above the fold. If you’re selling a service, then you must graphically represent the service with photos. The purpose of the hero shot is to convince visitors that they’ve found the right spot.

Step 4: Make sure you have a privacy statement right next to your sign-in or purchase box. The world loathes spam. If you don’t convince your visitors that you respect their privacy, right from the get-go, they’ll be gone, Johnson.

Step 5: Use tables or bullets instead of text to describe the benefits of your product or service. As a copywriter, I never thought I’d say this … but on squeeze pages shorter copy is better than longer copy. You still can have body copy and sales copy, but 50% of people who opt in probably won’t read it. They’ll be convinced solely by your headline, hero shot, bullets and privacy policy.

Step 6: Ask only the minimum necessary for a sale or opt-in. Too many marketers ask visitors to their site for everything from their mother’s maiden name to their fax number. Keep it brief. Don’t frighten people off unnecessarily.

Step 7: Add audio or video to your squeeze page. It’s 2008. If you’re not using video or at least audio on your squeeze pages you’re badly hurting response.  There are dozens of free or inexpensive tools available now that make online video a snap. If you don’t know how to add video to your site, ask your web developer.  It’s now easy as pie.

Step 8: Use graphical credibility enhancers – again, "above the fold."  These credibility enhancers include your best testimonials … Better Business Bureau icons … any industry logos or association logos your company is authorized to use … and so on. You need to communicate immediately that your site is credible. You should try to do that as much as possible without words but with graphical elements.

I’ve used all of these steps for my clients – with amazing results.  One project I worked on had a slightly less than 2% opt-in rate on a free offer.  It was a long sales letter with an opt-in box at the bottom.  After implementing the steps above, the opt-in rate skyrocketed to 15% and higher.  That’s an amazing difference.

Bottom line:  The only purpose of a squeeze page is to capture leads.  It’s not there to sell a product … build brand identity … or tell prospects about your company.  When you keep that in mind when designing your squeeze page, it will make an enormous difference in the results you get.

Contributed by Drayton Bird, Hon. F IDM
Guest Contributor
THE TOTAL PACKAGE™

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8 Comments »

1. Comment by Edward Turner — March 20, 2008 @ 12:27 pm

   Robert,

   Great article!  Another awesome technique to DOUBLE opt-in rates is by using an "involvement device" on your squeeze / landing pages.  One of the best involvement devices producing GREAT opt-in rates is a quiz (or questionnaire).

   I created a script that does just that.  Check it out here:
   http://www.optinquizgenerator.com

   Ed Turner
   Opt-in Quiz Generator

2. Comment by Martin — March 20, 2008 @ 12:38 pm

   Nuthin’ but net on this one. Great article Robert.

   Thanks,
   Martin R.

3. Comment by Kevin — March 20, 2008 @ 2:55 pm

   Think of your squeeze pages as the equivalent of a lead generation space ad… or perhaps an oversize postcard. Great article.

4. Comment by Mark Semple — March 20, 2008 @ 7:58 pm

   Robert

   Great article and valuable insights.

   I’m working on several landing pages for my business, my wife’s and a couple of my coaching clients. (I’m a certified coach and recovering IT guy).

   Your insights will make a difference.

   All the best
   Mark Semple CCC
   http://www.successfultogethercoaching.com

5. Comment by Mohawk Gringo — March 21, 2008 @ 8:27 am

   Hot dang that’s some good stuff.  But about the audio/video, do you want the prospect to hit a button to make it play or should it start automatically when the page loads?

   It brings to mind those smiley banner ads that scream ‘HELLO’ when you roll your cursor over them.  I will never, ever, use smiley’s again just because of that ad.

   Thanks again, a keep up the great work.

6. Comment by Robert Hutchinson — March 21, 2008 @ 10:42 am

   Thanks for the kind comments, guys! 

   My opinion is that audio or video for opt-in pages should start automatically.  On ordinary websites, however, I think you should give people the option.   (The exception is when you have a really sophisticated flash site and people are expecting it.)

   Regarding the involvement device comment from Ed Turner:  He’s absolutely right!  You can get really slick and customize your opt-in page by using a questionnaire.  You have maybe 4 or 5 options to choose from and then, depending upon which item the visitor checks, they get a follow-up page based on that.   That level of personalization really draws people into your site.  I’ve seen that done very effectively in a number of places.

   Anyway, as a copywriter it pains me to say this, but these design elements are crucial for success on opt-in pages.  Copy alone isn’t enough.

   – Bob H. 

7. Comment by art peterson — March 23, 2008 @ 9:39 am

   Robert,

   8 very easy to implement ideas, just the way I like it.
   I especially loved number 8.  Why didnt I think of the better business icon on the opt-in page. Its more than worth a test

   One question–

   Have you written pay-per-click ads, and if so, could you give us some insight with another article?

8. Comment by Jeff Adams — April 2, 2008 @ 8:17 am

   Thank you very much for a good read - excellent tips and guideline.

   To Your Squeeze Page Success,
   IM Soft Xtreme
   http://www.imsoftxtreme.com