67 Kick-Ass Online Conversion Strategies [Part 4 of 7]

In part 4 of the 67 kick-ass online conversion strategies you’ll discover the secret to using micro-commitments, 2 step optin forms, guilt in copywriting, why you must make them feel special, and so many more CRO tricks to increase conversions.

There is power in “speed of implementation”, so I hope you’re implementing some of these things now, rather than later.

If you haven’t yet read part 1 in this series, then go there now to get caught up. There are strategies I promise you won’t want to miss.

To introduce myself again, my name is Garrett Strong.

I’m a direct response copywriter, marketing strategist, sales funnel consultant, and I also do website critiques to improve sales conversions. I help companies uncover hidden profit centers in their business… but I can make claims all day long. Most people have a B.S. radar and I do to. So, let me tell you some results I’ve gotten my clients using these exact same strategies I’m about to share with you.

Using these strategies I’m about to share with you, I have seen these types of results:

  • A 1,650% increase in immediate optin sales for integrativehealthcare .org
  • A revenue increase of 509% for makemoneywelding.com  in just one month
  • A 137% increase in optins for liversupport.com. You can see more of my results on my homepage

When you read this entire blog post series, and apply these conversion optimization strategies, I guarantee you’ll see a sizeable boost in your sales.

Online Conversion Strategy 31: Two Step Optin Forms

One way to increase your email optin rate is to use what are called 2-step optin forms, rather than showing them the typical “enter your email” form, like this one shown. (By the way, the headline “Free Report” might be the worst one I’ve seen. There is no benefit, or promise to solve a problem.)

Also, please, please, please don’t make the mistake of saying “Free 294 page guide”. Nobody cares how long your report is. That’s not a benefit, and in most cases people never consume it.

Instead of using the typical optin form, you would simply give them a button to click, with no name or email fields like this.

When they click it, a window pops up that asks for the optin, like this…

This 2-step optin process boost conversions by 50% or more simply because prospects are making micro-commitments. When someone commits to something, especially when you tell them what step of the process they’re in, they’re much more likely to complete it.

Another reason why this works so well is because when someone lands on your website and they see an optin form, they immediately think to themselves that “this guy wants to take something from me (my email), and he hasn’t even given me anything yet. After experimenting with many different optin form strategies, I hit on one strategy that has been worth $1,000’s of extra dollars to me.

A Devilishly Clever Trick To Increase Your Optins By 137% or More

I wasn’t going to share this because I need to keep some of these strategies secret, so I can have a competitive advantage.

But, after much thought I’ve decided to share this strategy because it could help you get similar results to what I’ve seen.

When liversupport.com hired me to increase their optins they were also using a “signup for our newsletter” popup. There is nothing specific in an offer like this. No promise to solve a problem. So, being a liver health supplement company, I wrote a report called “The Liver Detox Blueprint” detailing which foods to eat and which to avoid for liver health.

Before the report they were seeing a .48% optin rate. Very poor, and I told them we can do much better. I changed their popup form from “Sign up to our newsletter” to a popup form that simply asked a question.

Then when they click yes, they get this optin form…

This worked fantastically well due to the multi-step, micro commitment process. As a result they saw a 137% increase in their optins. That is game changing for a company when you think about the back end value of a lead. To prove this result to you, here’s what Ron Demara, the CEO had to say…

One more example and I’ll get off my rant. I used a similar question approach in one of my own online businesses, and the results shocked even me, and I do this for a living.

I used a popup plugin on makemoneywelding.com, a welding training site I own. There is a split testing feature within this plugin that allowed me to test different headlines.

I tested about 25 new headlines, and the winning headline absolutely blew the others out of the water. This graph shows the spike in subscribers I started seeing after this winning headline became the control. I tripled the optins, and I accomplished this again by using the multi-step optin approach.

Can you imagine what results like these could do for your business?

As a result of tripling my email optins, and doing a new upsell email sequence, my sales went up by 509% from the previous year’s February.

32. Always Give Unexpectedly! Bonus Time!

When someone makes a purchase from you, they immediately go through buyer’s remorse. We all do it, and it’s completely natural.

Sometimes we buy stuff on a whim that we really couldn’t afford or don’t really need, but if you know how to deal with this effectively you can virtually eliminate refunds.

Often times car dealerships will give you additional bonuses on top of getting your new car like free oil changes for a year. This is for a reason. Not only do they want you to walk away with a good experience, they want you to buy something from them again.

This should be no different in your own business. When someone buys something from you, you need to make it a point to always over-deliver. Add an unexpected bonus on the thank you page, or have an email go out automatically that gives them a free 7 day training.

Remember to talk about the value they’re receiving (i.e. This is a $197 value, but it’s yours free simply for being my customer).

In this way you’re training them to buy from you again.

33. Pricing Options

When you offer your products or services, it pays to give your customers options.

I’m not talking about offering someone a payment plan on a $27 product, but when you offer them your high-ticket offer (and you should always have a high ticket offer), give them the option to make 2 or 3 separate payments.

If you have a $197 product, give people the option to make 2 payments of $97. Often times this can double your take rate simply because some people aren’t in a position to let go of $197 at once.

34. It’s Not Your Fault

It’s no news that people, as a whole, tend to dwell on the negative thoughts that enter their minds on a daily basis.

I do it, and I’ll be the first to tell you that it’s not easy to stay positive in a world where the negative is pushed on us all the time. So, when someone makes an attempt at trying something new, and they feel like they’re a failure at it, you can say one thing to them that will immediately make them feel closer to you.

“It’s not your fault.”

For example, if you’re selling a weight loss product (or any product), you want to take away any shame that the prospect feels about themself from prior weight loss failures.

To do that you would say something like

“If you’ve tried and failed to lose weight before, just know that it’s not your fault. There are lots of products out there that want you to believe their system works without you having to do anything.

This is a lie, and often times these tactics can cause more harm than good.

The truth is, there is no magic pill solution, but anyone can lose weight if you simply follow these 5 easy steps…”

35. Make Them Feel Special

One of the best ways to keep prospects motivated and consume all of your content, is to make it clear to them that they’re in a special group that not many people are in.

Many times this is completely true, but if it’s not then don’t use it in a way that’s dishonest.

Let’s assume someone just made a purchase from you, and they’re consuming your welcome video. You want to make sure they consume your content and get results, right?

So tell them something like this…

“Wow, you made a great decision. By purchasing this product you’ve just committed to me and to yourself that you’re in a class that only a tiny percentage of people will ever get to.

Seriously, I want to congratulate you because most people give up by this point, and they fail to ever get results.”

36. Be The Authority

Do you want people to view you as the expert in your industry?

If so, then be the authority. Own every bit of your expertise because you’ve worked hard to get to that point.

When I started my first business online helping panic attack sufferers, I was scared to do it even though I had overcome them myself.

I knew exactly how to do it, and I even created a 6-step system that people bought, used and loved.

But, I was afraid to step into those shoes of leadership and become the person I needed to be to lead others. I shut down a perfectly good business that was profitable, all because of my fear.

Here’s something that Jay Abraham is famous for saying:

“People are silently begging to be led”

People look for leaders because they want someone to provide them with the answer. I do this with my wife all the time. She’ll ask me something like “what do you want for dinner tonight”, and I’ll respond with “whatever, you can pick”.

I’m lazy in that area, and I just want her to take the lead sometimes.

37. The Hidden Benefit

In every market there is always a “hidden” benefit.

This is something the prospect wants so badly, it would be embarrassing to admit it. It’s something they wouldn’t admit to themselves, or to their closest friends and family.

This is what you want to look for every time you create your features and benefits.

It’s not always obvious, but that’s why you need to put yourself in your prospects shoes to discover what it is they “REALLY” want.

If you do this, you will strike a chord with your prospect that is so deep, they immediately feel like you’re the one person on this earth who understands them.

When you sprinkle this hidden benefit throughout your marketing materials, you stand a much better chance of having your prospects sit up and pay attention.

And never forget, there are thousands of sales messages trying to get your prospects attention, so you need to break through that clutter somehow.

You might be asking for some examples, so here you go…

Let’s say were’ in the golf niche, and we’re selling a driver. If you’re not familiar with golf, the driver is what you use to hit the ball a long distance off the tee box.

Now we know that one of the big benefits the prospect desires is to be able to hit the ball far and straight….

But the hidden benefit usually goes much deeper than that.

In this case, it could be to hit the ball far and straight every time he plays with his buddies so he impresses them, and so they know he’s the undisputed king every time he sets foot in that tee box. He gets the “selfish” satisfaction of knowing that they’ll never be able to top him.

Another example could be in the dating niche.

Most single guys who want to date women want to be able to have the confidence to talk to any woman they please (easier said than done).

But, the hidden benefit in this case could be that the guy wants so much confidence that he can meet a new woman each night of the week if he pleases, and have his pick of whoever he wants to sleep with at any given time.

Now, most guys wouldn’t come out and say this is their goal, but on a deep level they’re probably thinking it.

Appeal to those hidden benefits, even if you think that your prospect wouldn’t admit it to themselves.

To give you an example of how an ad might be written using these hidden benefits, you could say…

“You’ll have endless women falling all over you every time you take a step outside. You’ll sleep well at night knowing that you can have your “pick of the lady litter” whenever you want, and bring home as many hot women as you desire. You are the “Alpha Male” and you make the rules…”

See how easy this is when you just think about what the hidden benefit is.

Sometimes it can be hard to uncover this hidden benefit, so here’s a good exercise to help you.

Think about your exact prospect lying in bed a night. Think about what their fears, frustrations, dreams, and aspirations are… and how much they desire to achieve those things.

They just don’t know how to. They don’t have the answers.

They need you to help them achieve their goal, and that’s what your product is going to do.

It’s easy now because you’ve spoken to them on a personal level, and made them feel like you’re the only one in the world who understands their problem better than they do.

Once you’ve spoken to them on this level, your product sells itself.

Remember, you never sell your product. You sell what your product will do for them, and how it will make them feel when they use your product.

38. Trust Symbols

Although confused with making yourself seem authoritative sometimes, trust symbols can give you a nice boost in your conversions.

Many times you’ll see trust symbols on websites such as:

However, if you don’t show proof to back that up, it will hurt your sales and authority big time. Anybody can make claims, but to back it up with a video or images is powerful.

Using trust symbols to show that your site is secure can help your conversions as well. People want to know you’re not just some yahoo that’s going to steal their information.

So, include some of these on your checkout page, but only if it’s factual.

39. Why A “P.S.” Is So Powerful

Every email you write, and every sales letter you send prospects to should have a P.S. at the end.

I’ve seen heat mapping tests that prove the P.S. is one of the most read pieces of content on the page.

Don’t assume the reader stopped on your page to read anything else besides maybe some sub-headlines. Make the assumption that they just scrolled straight down to the P.S.

Here are 5 things you can include in your P.S.

  1. Restate the benefits your reader will get when they purchase
  2. Tell them about a surprise bonus they’ll only get today
  3. Remind them about the urgency and why it’s so important they buy now
  4. Provide more credibility
  5. Restate your guarantee

Online Conversion Strategy 40: Building Sales Pressure

I’m not going to go into every pressure building tactic here, but I’m going to show you a few that if you nail down could double your sales almost overnight.

When you’re writing any sales piece, your goal should be to whip your prospects into a frenzy.

What do I mean?

Here’s a solid copywriting formula from marketing Genius Dan Kennedy.

3 Step Formula For Selling Anything

  1. State the problem
  2. Agitate the reader
  3. Offer the solution

Here’s a very shortened example:

If you lie awake at night with a stomach full of acid that’s slowly eating away at your esophagus, listen closely.

I’ve personally been where you are, and I know it’s not easy. You struggle just to spend quality time with your family and friends when all you ever feel is a fire boiling up in your stomach.

And just eating the normal foods you love every day becomes a huge challenge, making you wish there was a permanent solution to your heartburn.

Well, now there is. Introducing the all new “Heartburn No More” cure… 

If you had heartburn, that little sales message probably made you feel like I know exactly what you’re going through, and how to fix it.

But, there are so many more powerful strategies to create sales pressure in your prospects that I want to show you here.

The first thing you need in any sales message is your headline, which should contain your hook.

Once you’ve hooked your reader, and they keep reading, then provide an open loop like we talked about earlier.

Gain the readers trust by establishing yourself as an expert on the topic. You can do this in many ways. One way is by showing testimonials from other satisfied customers.

Then bond with the reader by telling them your story. You want to speak to your customer not as the expert, but as someone who’s just like them, but has discovered some “secret” that they don’t know yet.

Reveal the problem they’re experiencing and let the reader know you understand their problem better than anyone else ever has.

Next, reveal your solution to their problem (your product).

Let them know your solution shortcuts all the manual trial and error. Tell them you’ve already made all the mistakes and you’ve built it into the product, and tell them it’s your life’s passion to help others struggling with X.

Then you can demonstrate your product using a video, and add testimonials to create trust.

You’ll want to tell them every feature and every benefit of your product, and how it will help them live a much happier life. Focus on bringing out the emotions the prospect is likely feeling.

Talk about the dreams and aspirations the customer has, and how your product is going to help them achieve those dreams.

Here’s Where It Gets Really Powerful

Build up the value of your offer by showing your product next to your competitors. Here’s where you can really shine.

If you created a good USP then you can show your readers how your product is clearly unique, and is the only product on the market that offers X.

Now that your prospects have seen your product, they’re obviously going to want to know how much it is.

So, here you reveal the price, but don’t apologize for the price you’re selling it for. You would say something like…

“I’m proud to bring my Ninja Marketing Secrets course to the market for a one time investment of $197 because I know it’s going to help so many people achieve the wealth they’ve been dreaming of, the freedom, and the ability to spend more time with your kids.”

If you need help with your sales copy, marketing strategy, sales funnel consulting, or business growth strategies, that’s what I do for a living. I help companies grow to exponential levels, and in certain circumstances I do it on a pay-for-performance basis. Contact me here or download my free report “How To Hire A Copywriter Without Getting Scammed”.

<== PREVIOUS: 67 Kick-Ass Conversion Secrets [Part 3 of 7]

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About The Author

Garrett Strong

Hi there, Garrett Strong here. I'm a direct-response copywriter, marketing consultant, and sales funnel strategists who helps businesses uncover new profit centers, and grow exponentially as a result. Drop me a line and I'll be sure to get back in touch with you. You stand to gain big profits if you qualify. Thanks, Garrett Strong

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