Archive | July, 2025

1,000 prospects come to your site or sales page. 1% of them buy a $50 product. You’ve made $500.

You invest 2 days trying a few different ways to increase your conversions, and 3 are successful. You only increased your conversions by 1%, yet you’ve doubled your income, selling 2% of the prospects who come to your sales page.

Now for every 1,000 prospects, you make $1,000.

And you send 1,000 prospects a day, meaning…

Well, I’ll let you play with the numbers. The point is, even a 1% bump in conversions can mean a significant pay raise for you.

Yet so many marketers never bother to do any of the things I’m about to suggest.

Why? I suppose it’s one of those things they’ll “get around to” but they never do.

So here’s what I recommend: If you don’t want to do any of the following, then OUTSOURCE it.

Let’s get started on boosting your conversions:

1: Create a compelling and clear value proposition.

Your value proposition can be the #1 element that determines if people will bother to read more on your page.

And it’s also the main thing you need to test.

The less known your company is, the better your value proposition needs to be.

In a nutshell, your value proposition clearly states:

• How your product solves the customers’ problem or improves their situation (relevancy)
• Delivers specific benefits (quantified value)

Tell why they should buy from you instead of your competition (unique differentiation).

I could do an entire article on creating a compelling value proposition – and I’ll do exactly that next month for you.

2: Do A/B testing

You create two alternative versions of your page, each with a different headline / color scheme / call to action, etc.

You do a split test to see which one works better. When you find out what converts better, then you test something else.

Generally you only want to test one element at a time – otherwise, it just gets confusing.

The more elements you test, the higher you can boost your conversions.

Things to test: Headline, page layout and navigation, the offer itself, using different media (such as a video) and even a radical change if you think you might want to start over.

You can use Google Optimize if you’re looking for a free A/B tester, or Optimizely if you want more options.

3: Set up a Proper Sales Funnel

Sometimes your conversions are taking a hit because you’re asking for the signup or the sale too soon in the process.

If people are still in ‘browsing’ mode, they might not be psychologically ready to subscribe or buy.

The general rule is, the more expensive or complicated the product is, the more time people need before they are ready to commit.

If you’re looking to improve conversions on a squeeze page that only asks for their email address, your focus should be on improving the reason why they would want to sign up. Making your offer more compelling – something that will immediately spark their desire – should do it.

But if you’re selling a product, it’s possible that you need to do more to build trust, develop a relationship and prove your expertise.

Remember, the longer and deeper the relationship with the prospect, the more likely they are to buy from you.

4: Address Objections before They Arise

No matter what you’re selling or how much you’re selling it for, there will be objections.

If I tried to sell $100 bills for $1, there would be objections (and you know what they are.)

Of course, since you can’t hear prospects speak their objections, you’ve got to know in advance what can kill your sale so you can make what you might call, ‘preemptive strikes’ on the objections.

Make a list of all the possible concerns your prospects might have.

And then address each one of those in your presentation / webpage / sales funnel.

5: Build Trust

People won’t buy from you if they have no need for your product, if they have no money to buy your product, if they’re not in a hurry, and if they don’t trust you.

There’s not a lot you can do about the first 2 items on that list.

You can create urgency by limiting the number of products to be sold or the duration of your sale.

But trust is a big factor you can definitely use to increase conversions.

So what makes people trust your website?

Several things:

• You’ve got citations and testimonials clearly visible.
• You’re endorsed by well-known people in your niche.
• You’ve got a physical address and maybe even a photo of your office.
• If you or your business has relevant credentials, you’ve got them displayed.
• You’ve got clear, easy to find contact information that includes a phone number.
• Your site looks professional – not something a kid whipped up on his Intel 486 in the 1990’s.
• Your site contains plenty of useful information.
• You update your site’s content often. If your latest blogpost is from 2016, you’ve got a problem.
• You show restraint with hype, blinking banners (please don’t!) ads, popups and such.
• You have zero or nearly zero errors (when it comes to trustworthiness, one error is forgivable, two aren’t.)

6: Stop Trying to Sound Smart

If I were to give you a value proposition that reads like this…

“Revenue-focused sales automation and marketing effectiveness solutions unleash collaboration throughout the revenue cycle,”

…would you have a clue what I was talking about?

Because I sure don’t. It’s not useful to the person reading it, unless your goal is to chase them off of your page. Then I suspect it’s highly effective.

Don’t use fancy or complicated language – instead, write the way people speak.

Just remember, clarity is key. If they don’t understand exactly what you’re saying, they’re not going to convert.

7: Remove Distraction

Your goal is to get people to focus solely on the action you want them to take and nothing else.

Take a look at your page for anything that might divert the visitor away from what you want them to do.

Minimize distraction, unnecessary product options, links and extraneous information.

Get rid of sidebars and big headers if they’re not helping your prospect take the desired action.

Remove irrelevant images, or replace them with images that help you make the sale.

And ask yourself if there is anything else you can remove that is not contributing to the conversion.

Increasing your conversion rate isn’t hard, but it does take effort…

Effort that will be well-rewarded in increased sales and revenues long after you’re done making the necessary changes.

Wouldn’t it be great if there was some way to know exactly what to charge for your products, so you could make the most money?

After all, if you price low you’ll make more sales. Price high and you’ll make fewer sales, but each sale will be worth more.

You could look at your competition for clues. That’s how most marketers do it.

You could ask your customers.

You could ask your peers.

You could draw random numbers out of a hat…

…do you see where I’m going with this?

NONE of those answers is the right one.

The only way to know for a FACT which price point will make you the most money is to TEST.

Yet very few marketers do this.

And when you test a price, remember to take into consideration the number of refunds, too.

If it’s a membership site, keep track of how long members stay at each price point.

Here’s a quick example of why this matters so much:

You test two different price points on your membership site:

$47 a month and $17 a month.

At $47 per month, you get 2% of prospects to sign up, and on average they stay for 2 months.

At $17 per month, you get 4% of prospects to sign up, and on average they stay for 6 months.

Out of hundred prospects, the first month you’ll make $94 at $47 apiece, or $68 at $17 apiece. So it looks like $47 is the winner.

But when you take into account how long each member stays, it’s an entirely different story – $188 versus $408.

Always always always test your prices. You might be shocked to discover you’ve been leaving a heck of a lot of money on the table.

This method costs you nothing but time – yet it can add mightily to your bottom line. As you already know, a buyer is worth far, far more than a simple subscriber, and here’s how to get buyers added to your list for free…

Step 1: Create a short report that solves a key problem. In other words, one problem, one solution. Simple. Now give it a great title. In fact, spend as much time on the title as you did writing the report, because the title has to grab attention and get people to read it cover to cover.

Step 2: Repeat step 1, only with a different problem and solution in the same niche.

Step 3: Set up a squeeze page to offer Report #2 for free in exchange for your prospect’s email address.

Step 4: At the end (and possibly the beginning) of Report #1, write teaser copy to entice them to go to your squeeze page and grab Report #2. If you did a good job of giving great content in Report #1, this should be easy because they’re going to be eager to read more from you.

Step 5: Go to forums and give away Report #1 with Master Resale Rights. This means they can sell the report or give it away with paid products, but they cannot alter the report in any way. This is crucial because you don’t want your link altered or removed.

Step 6: They add your report as a bonus to their paid products, or sell it outright for a nominal fee such as $7. People read it, love it, and go to your squeeze page to give you their email address so they can get more great stuff from you, like Report #2.

That’s it. It’s a system you set up once and forget about, other than periodically checking to see how many new buyers have been added to your list. The beauty of this system is 4-fold…

– It’s fairly easy.

– You only have to set it up once and then you can forget about it.

– You’re building a list of buyers and buyers ONLY.

– You’re building your list on other people’s traffic.

Brilliant!

So many times we don’t want to tackle anything new until we know step by step what we’re going to do and how we ‘re going to do it.

You might call it the paralysis of analysis – instead of taking action we…

…think about how we’ll do it and
…try to work out all the details and
…do more research and
…think about it some more until
…enough time passes that we
…just blow it off and decide we’re going to do something else.

Hopefully you can see why this step-by-step mentality can be a real motivation killer for you. You’ll never know every step it’s going to take to achieve something because you simply don’t know everything that’s going to happen (and not happen) along the way.

Personally, I think all you need are 2 things to get started on any project: You need to know what your end goal is, and you need the first step to take to begin moving towards that goal. Oh yes, and then you need to TAKE that first step. Once step 1 is out of the way, step 2 will reveal itself and so forth.

With this mindset there is nothing to bog you down and nothing to get in the way of taking action and making progress, even if the progress turns out to be discovering a way that does not work. Remember Edison and the light bulb – he discovered hundreds of ways NOT to make a bulb, clearing the way to inventing it.

Dean Hunt has his own take on the step-by-step mindset of knowing every step you’re going to take before you begin the journey. In fact, he has a brilliant 3 letter word for it – but I won’t steal his thunder, so you’ll want to watch his short video to discover what that word is…

What’s your next step? Take it.