How to Test Your Web Headlines and Web Site Home Page to Sell More Products and Services

A client asked me, at what point do you change your Web site when not making enough sales? My answer? Within a month because as long as your ad copy is weak, those weak sales numbers will continue.

Your coach is number one on Google and 35 other search engines with the key words, "book coaching." While web site hits were high, I noticed a below 2% conversion rate for one top eBook. The culprits? My homepage headlines lead my visitor to the book's sales letter. My sales letter lacked enough benefit-driven headlines and benefits to convince people to buy.

Ways to Reach your Web Site Sales Dream

Test your web site headlines and web home page content to be sure your sales message is strong.

Through email, send a casual marketing survey. Send different Web site parts such as each headline that takes the visitor to the sales letter or the sales letter itself to your friends, business associates, other writers, and editors.

Say, Dear friends and Associates, "I need your brain." My Web site is not selling this product or service (name it) well. Let me know what phrases or benefits convince you to take out your credit card and buy my product? Will you rate each of these parts?

1) Home page and sales letter headlines. Includes four or five varieties of one headline. Ask your associates which headlines convince them to look further at other site parts or buy your product or service. To make things simple ask them to vote from 1-5 so you can see how to change it.

2) The "who" I am. Include several blurbs on your purpose or bio. Ask your associates to vote from 1-5 and add new phrases they think are stronger. Remember, you site is not about you; it is about your potential customers. Make sure your bio is short enough (one paragraph) to make room for what counts--benefits?

3) Benefits and features. Know that you need to answer the question by your visitor, "What's in it for me?"

From a working list of 5-10 benefits and 5-10 features, choose the top few to include on your web site home page. Benefits are outcomes your buyers want after they use your product or service such as more consistent higher income, saving time and money, or creating a balanced life. Benefits sell, features explain or describe your product. Features include phrases such as "5 steps to...," or "7 Sure-fire ways to ..." Once you know the difference, then you can combine them to read something like this: "7 Sure-fire ways to increase profits from your eBook."

In your survey, ask your people which phrases work? Which ones convince you to order or buy?

Give people a finish line so you can gather this valuable information quickly. Offer a free report or eBook to anyone who takes the time to respond. Give them all the vital contact information in your signature file at the bottom with hyperlinks to your email to make it easy.

Bring those visitors back for more, applauding you and saying BRAVO! This 24/7 marketing team will create a buzz about your great site, and send you many more visitors through word of mouth.

Judy Cullins ©2004 All Rights Reserved.

Judy Cullins, 20-year Book and Internet Marketing Coach works with small business people who want to make a difference in people's lives, build their credibility and clients, and make a consistent life-long income. Author of 10 eBooks including "Write your eBook Fast," "The Fast and Cheap Way to Explode Targeted Web Traffic," and "Create your Web Site With Marketing Pizzazz," she offers free help through her 2 monthly ezines, "The Book Coach Says..." and "Business Tip of the Month" at http://www.bookcoaching.com/opt-in.shtml and over 165 free articles. Email her at mailto:Judy@bookcoaching.com.

---

Service Professions: Does Your Website Follow These 5 Simple Rules For Getting More Clients?

There are literally thousands of different options, styles and formats... Read More

Create A Web Site That Builds Trust

If someone doesn't know you personally, will they trust you... Read More

How Not To Get Web Design Work

I get the occasional web design lead from my website.... Read More

Be Inspired to Create Better Websites

Being a writer, when I was asked to do some... Read More

Tried and Tested Tips to Improve Your Website - Part 1

1. DO NOT use excessive graphics or banner images on... Read More

My Top Ten List Of Extremely Annoying Web Page Design Elements!

Easy navigation and usability are one of the most important... Read More

Creating Personal Web Sites

This is a two-part article about creating a web site... Read More

Website Design: Redecorate Your Web Site To Increase Sales

Getting traffic to your website is not the only factor... Read More

Website Savvy: 10 Key Steps to Turn Your Customers ON!

"How to turn "slightly interested" customers into "I've got to... Read More

.htaccess to Mask Errors on Your Website

The .htaccess file is a control file located in your... Read More

Are You A Bill Clinton Webmaster?

One of the most frequent questions I get asked about... Read More

5 Easy Ways to Improve Your Website

When designing your website, remember to avoid useless and confusing... Read More

How To Give Your Business Credibility

Let's face it. Buying products and services from the Internet... Read More

Moving Things Around

How often, men, have you come home to find the... Read More

No Matr How Goud The Infomation...

Typos, misspellings, hideous grammar, exclamation overkill and run-on sentences all... Read More

Do You Own Your Web Site Design?

Your web site has been up for a few months... Read More

Content is Crucial!

Content is undoubtedly the most important element of a website.... Read More

How to Build Your Own Website - More Steps

To build a website, there are four methods to choose... Read More

Creating a Compelling Headline for Your Private Practice Website

Your home page is the most important page of your... Read More

The Importance of Choosing Your Website Keywords Carefully

The importance of choosing your website keywords carefully is very... Read More

Mini Site or Content-based Web Site?

Are you in a dilemma whether to create a mini... Read More

Design Matters in our Visual Culture

FIRST IMPRESSIONS. First impressions often leave lasting impressions. Impressions... Read More

Top Ten Ways to Increase Web Sales - Part 2

You have only 10 seconds to impress your potential buyer.... Read More

Website Design - Choosing Your Colors Wisely

Colors convey emotions and emotions heavily influence the decision-making process.... Read More

Understand Your Color

Any design on a web application involves the effective input... Read More

Designing Beautiful Artist Websites ? 12 Tips To Showcase Your Art

1. Who needs an artists website?Not everyone! If you are... Read More

Turn Benefits Into Sales with Streaming Media

The "Wow" factor that accompanied the introduction of streaming media... Read More

The Newbie?s Guide to Small Business Web Design

You've got a concept for a business, are excited about... Read More

Ten Basic Steps For Building A Web Site That Works

1. Assemble a web site development plan that is integrated... Read More

5 Website Design Tips to Make Your Site More Attractive

The question that I most frequently hear from people is... Read More

Designing Your Websites Directory Structure

Any kid, and their grandmother too, can make a webpage.... Read More

Is Your Website Color As Inviting as Your Home? Does Color Really Matter?

We've all read the countless publications about effective web site... Read More

Website Design For Small Businesses

There are many different website design companies, offering different facilities... Read More