3 myths about landing pages, a presentation given at SMX Advanced 2009.

1. SMX Advanced 2009
Mythbusting PPC
Urban Legends:
Landing Pages
Scott Brinker
President & CTO
ion interactive, inc.
sbrinker@ioninteractive.com
Twitter: @chiefmartec

2. What is the
typical
conversion
rate of a
PPC ad

4. Sorry, trick question.
The conversion happens
after the click.

5. In converting
respondents, PPC ads and
landing pages are
symbiotically linked.

6. Myth #1:
A
landing
page is
a single
page.
(Only the green M&M’s
make you horny.)

7. Think of a landing
page as a bridge
between ad and
conversion.
conversion
(continuity gap)
ad

8. Sometimes the conceptual distance isn’t
that far, and a single leap is enough to get
people across.

9. Other times, you have
a little farther to go.

10. Just don’t use a
short bridge for a
long distance.
(Unless your
respondents are
willing to do a lot
of work.)

11. Sometimes
a single
landing
page is just
right.

12. Other times a 2 or 3 page “path” is better.
8.12% conversion 9.23% conversion 11.4% conversion

14. segment
simple

15. When is a
path better
than a
page?
3 scenarios.

16. #1.
When you want
to segment
respondents.

21. #2. When you want to ease
someone into a process.

27. #3.
When multiple steps
actually builds
engagement.

34. Don’t think
of a landing
page.
Think of a
post-click
marketing
experience.

35. Myth #2:
Flash on
landing pages
is evil.
(Vampires exist—
even without a law
degree.)

41. That is a bad
example of
Flash on a
landing page.*
• Loading delay
• Lengthy animation
• Design over clarity
• Expensive
* Unless you’re a firm that produces
expensive, highly animated, design-
heavy Flash web sites.

42. The problem is not that people don’t have Flash.
99.1%

44. This is
a Flash
object.
• 43K in size (loads < 1 sec) • Images load asynchronously
• Writing is text, not image • Sharp text rendering
• Google can index text • All text/images configurable

45. http://googlewebmastercentral.blogspot.com/2008/06/improved-flash-indexing.html

47. This is
a Flash
object.
• 5K in size (loads < 1 sec) • Images load asynchronously
• Most of page is HTML text • Engagement without refresh
• Interactive image browser • All images configurable

50. Why climb the Flash mountain?
• Higher conversion rate
• Better branding
• Easier engagement
• Creative differentiation

51. Economy of Flash is achieved through
variable parameters.
Designer creates once.  Marketer uses many times.

52. Myth #3:
Multivariate Testing (MVT) is better
than A/B testing.
(Oooh, sacred cow.)

53. MVT isn’t better
than A/B testing.
Each has pros
and cons.
But MVT has
had better PR.
Time to balance
the scales.

54. A/B Testing Multivariate Testing
• Requires less traffic • Requires more traffic
• Tests fewer variations • Can test more combinations
• Apples-and-oranges tests • Variations of fixed elements
• Dependent elements okay • Need independent
elements
• Easy to visualize tests
• Harder to visualize tests
• No risk of bad combinations
• Risks of bad combinations
• Can test multi-page paths
• Usually limited to a page
• Often easier to set up
• Often harder to set up

55. This kind of test can’t be done with MVT.
8.12% conversion 9.23% conversion 11.4% conversion

59. Think
big.

60. Test small (and safe).

61. 6 headlines +
5 subheads +
4 images +
3 copy blocks +
2 calls to action =
720 combos
Russian roulette caveat:
how many disastrous
combinations lurk in the
shadows?

62. Uh, oops. Combination
#593 is “bad”.

63. The point of busting
the MVT myth:
marketing > math
Choose the right tool
for the right job.

64. Thank You
Interested in more about post-click
marketing and strategic landing pages?
BOOK
Honest Seduction: Using Post-Click
Marketing to Turn Landing Pages into
Game Changers
Available on Amazon.com
BLOG
http://www.postclickmarketing.com