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A Guide to eCommerce Web Design - Landing Page

The terms “landing page” and “product page” are often used interchangeably in the ecommerce sector, but they couldn’t be more different.  Landing pages are incredibly important. They provide the opportunity to target a specific audience as part of a larger marketing campaign.


This article will explain the differences between landing pages & product pages, how they play a role in ecommerce success, and how to design a landing page for high conversion rates and maximum revenue.


What is a Landing Page?

A landing page is a standalone page that a visitor “lands” on after clicking  a link in a specific marketing or advertising campaign. Optimised for high conversion rates and personalised to a particular audience segment, landing pages aim to accomplish just one goal in a campaign – move the customer further along in their journey. 


When a visitor clicks on a link they are directed to the landing page which provides exactly what the customer expected. For example if they clicked on a link that was provided in an email marketing campaign for 40% of a certain product or service the landing page would provide exactly that.

Wait… Isn’t that a Product Page?

Landing Page Versus Product Page


Although product pages are often used as landing pages, they are not the same. Landing pages are designed to move a particular customer or audience segment further along in the buying process whereas product pages are only intended for purchase decisions.  


Consider this: If you were to drive paid traffic from social media to a product page, the conversion rate would likely be extremely low and the campaign would be ineffective. But if users were instead driven to a landing page where they could submit their email for a discount code or more information, the conversion rate would likely be much higher down the road.


In fact, studies suggest that visitors who land directly on product pages are 72% more likely to bounce than those who land on a personalised landing page.


The landing page is designed to fulfil a single purpose for a single customer in a specific marketing campaign. Landing pages removes unnecessary distractions so that the customer reaches the desired goal and provides one offer.


The product page is designed to provide all the information about a product/service in a much broader sense to cater to a wider variety of visitors. Unlike the landing page, the product page provides a variety of different actions for the visitor to take with multiple CTA’s and links where more information can be found.

Why Does My Ecommerce Site Need a Landing Page?

To Increase Revenue

High-quality landing pages are guaranteed to increase your ecommerce revenue with higher conversion rates, increased AOV, and greater customer retention. 


You don’t want a customer looking for a beanie being directed to a category page for winter clothing as this does not show them exactly what they want. 

To Maximise Conversion Rate 

Landing pages should only have one CTA! There is only one goal for the landing page and that is to move the customer to the next phase of the customer journey, so you only need ONE CTA. 


Adding other links or information risks distracting the user from the goal, crushing your conversion rates and harming the campaign.

To Generate Leads

The more landing pages the more new leads will be generated! More landing pages = more conversion opportunities 


Companies with 10-15 landing pages see a 55% increase in leads shown in a study by Hubspot.

To Target Specific Audience Segments

Landing pages provide the opportunity to target a very specific audience. A landing page targeting Gen Z (1996 - 2010) would look completely different to a landing page target Gen X (1965 - 1980).


Personalized landing pages increase conversion rates because customers feel like they’re being catered to rather than just being sold products.


For example, a stationery brand would not want to target a full time worker with an offer catered to a student with a student discount or similar. Likewise a student between the ages of 18 - 21 doesn’t want to be targeted with a gold card offer.

To Learn More About Their Customer Behaviour

Landing pages provide a fantastic opportunity for A/B testing to find out exactly what works with a specific target market and what doesn't.


For example, two landing pages with the same offer could have slightly different headlines, CTAs, or images but one might convert far better than the other. The more you test, the more you’ll understand their behaviour. Remember to only test one variation at a time to avoid skewing results. 

What Makes a Great Landing Page?

Cut The Clutter, Design a Clean Page

Cut the clutter. Your landing page only has one goal, don’t over complicate it. Place the primary CTA so that it is clear and visible above the fold. Use colours that draw attention to the most important details on the page - CTA, Offer, Offer End Date 


Sell your high-quality product with high-quality content

The landing pages on your Ecommerce website are like windows in the shop. Customers are more likely to enter a store with a 50% off sign in the window than a shop with no sale or decor.


Use high quality images which draw your target customer in and allude to the quality of your product/service.


Clearly Define the CTA

Your CTA button is the most important button on the landing page. The visitor shouldn’t have to put any effort into finding it. Use contrasting colours to make it easy to spot and copy that makes it irresistible to click.


Focus On Your Target Audience

One of the features that differentiates landing pages from other pages on your ecommerce website is that landing pages are created for specific target markets.


The value proposition on the landing page needs to be crafted specifically for the audience segment being targeted.


Offer Social Proof & Case Studies

Showcase the best reviews from customers to increase social proof and build trust with the target audience to make the offer seem more desirable.

How Do You Design a Landing Page?

Landing Page Structure


Write a great headline - the visitor to your landing page should be instantly interested in your offer. Make it irresistible yet concise.

Add high-quality images & graphics  - this is your opportunity to really make the visitor feel like they are having a personalised experience. Use the high quality images that you cannot use in general marketing!

Center the content around one CTA - the landing page is for one offer so use one clear CTA, they either want it or they don’t.

Write in short, concise sentences - you should include a brief yet powerful description that entices the visitor to click on the CTA.

Add social share buttons (If Applicable) - if it makes sense for the landing page, include social sharing buttons so that visitors can share the offer with their friends and family. Be careful though, these buttons could distract users from the main goal. 

Landing Page Layout

Most visitors to your landing page won't read everything you’ve written so make sure to make the most important parts stand out!

Keep the most important information above the fold… this means anything that a visitor NEEDS to see should be available on the screen without having to scroll down.

A visitor to your landing page should be able easily find what the offer is and the CTA in less than five seconds.

Only have one offer per landing page! Landing pages that use more than one offer/CTA get 255% fewer leads than landing pages with one offer.


How Can I Improve My Landing page?

A/B Testing

Due to the unique ability of a landing page to be shown to a very specific audience, there is a lot of potential for A/B testing to find out what works and what doesn't. 

This means having the same offer but two different page designs or layouts to figure out what works best for that specific audience.

Irresistible Offers

Even if the landing page is extremely well designed using high quality images and catchy on brand copy if the offer isn't irresistible you can’t expect to convert.


An offer is irresistible when there is a limited amount of time or number available. Another way to make an offer irresistible is for the offer itself to be marketed as a once in a lifetime never again will this offer be available again.


It is the irresistible offer on your landing page which at the end of the day will create a sense of urgency in the visitor and lead to conversion.

Creative Copy and Images


Using your brand voice and being creative in your copywriting and CTA’s can help significantly increase conversions. Simply adding personality by changing the copy on a CTA from “buy now” to “I want it” can make all the difference and liven up your landing page.


The same goes for the images your use on your landing page. Stay away from manufacturers' photos and take your own. The landing page is aimed at a specific target market so use photos of someone within the target marketing using your product or service.

In Conclusion

Landing pages are important, so make sure that you are making the most of them on your ecommerce site. The more landing pages you have the more opportunity there is for new leads, so do not hesitate to add new ones wherever possible to cater to specific audiences. 


 

Posted in Marketing, Responsive Design, Responsive Web Design, Web Design, Web Design Trends, Website Design

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