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Landing Page Optimization. The Definitive Guide to Testing and Tuning for Conversions. 2nd Edition

  • ID: 2251696
  • Book
  • April 2012
  • Region: Global
  • 480 Pages
  • John Wiley and Sons Ltd
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Optimize Your Landing Pages and Send Profits Soaring

How much more money could you be making with better website and landing page design? The latest edition of this bestselling guide shows you step by step how to test and tune landing pages and dramatically improve your bottom line.

With more than 150 pages of new material, this ultimate marketer′s resource is packed with practical strategies and tips, as well as eye–opening case studies. Transform your site as you learn how to:

  • Identify mission–critical parts of your website and their true economic value

  • Define important visitor classes and key conversion tasks

  • Avoid the seven deadly sins of landing page design

  • Deploy powerful neuromarketing techniques to persuade people and move them to act

  • Make use of best practices for e–commerce and lead generation

  • Uncover problems with your page and decide which elements to test

  • Understand the power and limitations of common optimization testing approaches

  • Develop an optimization action plan and get buy–in from all key players

"I love it when someone who′s obviously a true expert shares almost everything he knows. I can′t believe the amount of useful information and actionable insights Tim has crammed in here."
Steve Krug, Author of Don′t Make Me Think

"Tim has figured out what so many people don′t understand: your website can (and should) get better. Every single day."
Seth Godin, Author of Meatball Sundae

"Tim′s Landing Page Optimization is a must–have for your bookshelf."
Bryan Eisenberg, New York Times and Wall Street Journal bestselling author

"Buy this book. Go rock it!"
Avinash Kaushik, Digital Marketing Evangelist at Google and author of Web Analytics 2.0

"This is the best business–focused, measurement–based guide to website design I have seen."
Don Norman, Cofounder of Nielsen Norman Group and author of Living with Complexity

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Introduction xv

Part I Understanding Landing Page Optimization 1

Chapter 1 Setting the Stage 3

What Is a Landing Page? 4

A Few Precious Moments Online  4

Your Baby Is Ugly 6

Your Website Visitors: The Real Landing Page Experts 6

Understanding the Bigger Online Marketing Picture 8

The Myth of Perfect Conversion 17

Chapter 2 Understanding Your Landing Pages 19

Landing Page Types 20

What Parts of Your Site Are Mission Critical? 22

What Is Your Business Model? 28

The Types of Conversion Actions 30

Chapter 3 The Matrix Moving People to Act 35

The Matrix Overview 36

Roles 36

Tasks 38

The Decision–Making Process 39

Awareness 40

Interest 43

Desire 45

Action 53

Part II Finding Opportunities for Site Improvement 63

Chapter 4 Common Problems The Seven Deadly Sins of Landing Page Design 65

A Sober Look 66

Unclear Call–to–Action 66

Too Many Choices 73

Visual Distractions 76

Not Keeping Your Promises 83

Too Much Text 86

Asking for Too Much Information 87

Lack of Trust and Credibility 93

Real–World Case Study: CREDO Mobile 106

Chapter 5 Conversion Ninja Toolbox Diagnosing Site Problems 111

You Are Not as Good as You Would Like to Believe 112

Focus on the Negative 113

Web Analytics Tools 114

Visual Analysis Tools 125

Feedback and Survey Tools 131

Website Performance Tools 133

Competitive Analysis Tools 135

Usability Testing Tools 136

E–mail Enhancement Tools 139

Chapter 6 Misunderstanding Your Visitors Looking for Psychological Mismatches 141

Empathy: The Key Ingredient 142

Researching the Whole Story 143

Demographics and Segmentation 144

Welcome to Your Brain 148

Cognitive Styles 152

Persuasion Frameworks 157

Cultural Differences 165

Part III Fixing Your Site Problems 169

Chapter 7 Conversion Improvement Basics 171

Web Usability Overview 172

Visual Presentation 173

Writing for the Web 192

Usability Checks 197

Chapter 8 Best Practices for Common Situations 201

Homepages 202

Information Architecture and Navigation 205

E–commerce Catalogs 211

Registration and Multiple–Step Flows 234

Direct Response Pages 243

Mobile Websites 246

Chapter 9 The Strategy of What to Test 251

How to Think About Test Elements 252

Selecting Elements to Test 261

Testing Multiple–Page Flows 264

Timeless Testing Themes 267

Price Testing 273

Part IV The Mechanics of Testing 279

Chapter 10 Common Testing Questions 281

Lies, Damn Lies, and Statistics 282

Crash Course in Probability and Statistics 286

Have I Found Something Better? 293

How Sure Do I Need to Be? 295

How Much Better Is It? 298

How Long Should My Test Run? 300

Chapter 11 Preparing for Testing 305

Overview of Content Management and Testing 306

Content Management Configurations 308

Common Testing Issues 313

Chapter 12 Testing Methods 325

Introduction to Testing Terminology 326

Overview of Testing Methods 331

A–B Split Testing 332

Multivariate Testing 335

Variable Interactions 350

Part V Organization and Planning 359

Chapter 13 Assembling Your Team and Getting Buy–in 361

The Usual Suspects 362

Little Company, Big Company 372

The Company Politics of Tuning 375

Strategies for Getting Started 378

Insource or Outsource? 380

Chapter 14 Developing Your Action Plan 387

Before You Begin 388

Understand Your Business Objectives 389

What Is the Lifetime Value of the Conversion Action? 390

Assemble Your Team 401

Determine Your Landing Pages and Traffic Sources 403

Decide What Constitutes Success 405

Uncover Problems and Decide What to Test 407

Select an Appropriate Tuning Method 410

Implement and Conduct QA 412

Collect the Data 416

Analyze the Results and Verify Improvement 418

Chapter 15 Avoiding Real–World Pitfalls 421

Ignoring Your Baseline 422

Collecting Insufficient Data 422

Not Accounting for Seasonality 424

Assuming That Testing Has No Costs 424

Not Factoring In Delayed Conversions 426

Becoming Paralyzed by Search Engine Considerations 433

Failing to Act 436

Appendix Landing Page Testing Tools 437

Enterprise Tools 438

Free or Inexpensive Tools 440

Glossary 443

Index 451

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Tim Ash
Maura Ginty
Rich Page
Note: Product cover images may vary from those shown