In today’s digital landscape, building an engaged email list is a critical component of any successful marketing strategy.
Opt-in forms are the gateway to capturing valuable leads and nurturing meaningful relationships with your audience.
However, simply placing a form on your website isn’t enough. To maximize conversions and grow your email list effectively, you need to optimize your opt-in forms.
In this article, we will explore some proven strategies and techniques to optimize your opt-in forms and achieve higher conversion rates.
Understand Your Target Audience
Before diving into opt-in form optimization, it’s crucial to have a deep understanding of your target audience.
If you can’t understand what your audience wants or needs, then you’re just not going to be able to get them to give up their contact information.
To find your audience’s pain points, conduct thorough market research to identify things like demographics, preferences, and motivations. By gaining insights into their needs and desires, you can tailor your opt-in forms to resonate with their specific interests, increasing the likelihood of conversion.
Use the Right Opt-In Tools
Once you’ve understood your audience, you can start focusing on the tools you use to create your opt-ins and build your email list.
I’ve already written an article about the best email list-building services which includes tools for creating high-converting opt-ins, but I’ll summarize here:
Use OptinMonster for your opt-in forms.
It’s really that simple.
Simplify the Form Design
The simpler something is, the more people will want to do it.
Maybe “want” isn’t the right word, but they’ll be less turned off by the idea of giving you their contact information if you just ask for the basics, like their name and email address, instead of asking for a whole bunch of unnecessary information like address, phone number, et cetera.
You can simplify not only the information you collect but the forms you collect it with. Try not to create too many distractions from your form fields so you can reduce friction and keep your audience on-topic with what you want them to do, A.K.A. giving you their contact information.
Craft Compelling and Benefit-Driven Copy
As per ActiveCampaign’s blog, “Be clear, not clever.”
Be very clear about what you want your audience to do and what they’ll gain from it. Don’t bother with fancy language and stick with clear, concise, and persuasive language that emphasizes the unique value your content or offers provide.
Also, create a sense of urgency by incorporating time-limited incentives or exclusive access to premium resources.
Optimize Form Placement
There are two ways you can display your opt-in forms: embedded or superimposed.
Embedded opt-in forms are forms added alongside other content on your page, like the form being below each blog post, in the hero section or your homepage, or embedded on a landing page.
Note: if you go with embedded opt-in forms, make sure that the forms look like the rest of your website and match your website’s theme.
Superimposed opt-in forms are what you’re likely more used to; things like pop-ups, slide-ups, sticky bars, and more that sit on top of your content. Superimposed opt-in forms are less dependent on matching your website’s theme, and can be a little more loose on the aesthetic front.
Whichever type of opt-in form you go with, form placement can greatly impact conversions.
Consider placing forms in high-visibility areas, like the sidebar, header, or within the content itself. Utilize scroll-triggered or exit-intent pop-ups to capture visitors’ attention at the right moment and prevent funnel leaks if a visitor is ready to leave a page.
Leverage Lead Magnets
A lead magnet is a free asset (like an eBook or a cheat sheet) that is offered to visitors or customers in return for their contact information, and they are an incredibly efficient way to build your email list quickly.
After all, if you’re giving them something in return for their contact information, your customers will be more willing to cough up their contact information for you.
Of course, to offer a lead magnet, you have to create one in the first place. This is one of the more difficult aspects of optimizing your opt-in forms, as you want to make sure whatever you create is valuable to your customers and is worth trading their contact information for.
You can also outsource this process, and there are many already-created assets that are designed to be used as lead magnets that you can snag online as well.
Once you have your lead magnet, you just need to market its benefits and how it can address a customer’s specific needs in your opt-in forms to get them to trade their contact information for it.
Implement Social Proof and Trust Signals
Ask yourself this question: would you rather trust your information with a brand with no reviews and no visible industry affiliation; or a brand with dozens of positive reviews and clear authority and affiliation within their industry?
You likely would prefer your information with the second brand, and that’s why social proof works. If you see that other people are having a positive experience with a brand, then it will reinforce the fact in your mind that the brand you’re contemplating giving your information to will give you a positive experience as well.
According to Influencer Marketing Hub, 69% of consumers will feel positive about a business if the review describes a positive experience.
With that in mind, if you can communicate that people who have signed up for your email list have had positive experiences with your prospective customer, then they’ll be much more likely to sign up for your email list.
On the topic of trust signals, they are meant to instill confidence in visitors, not dissimilarly to how a positive review would. Things like trust badges, security certifications, or industry affiliations can help a customer see that you are a reputable source of information and that their contact information would be safe if they gave it to you.
Optimize for Mobile Devices
As mobile device usage becomes more and more popular for browsing the internet, the need for mobile-optimized opt-in forms becomes more and more important.
After all, if your opt-in pop-up or whatever else you’re using looks bad on mobile, then you could be losing out on a good chunk of customers that might have signed up for your email list if the pop-up was better.
Make sure that your forms are visually appealing, easy to navigate, and load quickly on smartphones and tablets. On top of that, implement mobile-specific design elements like larger buttons and simplified layouts to provide a seamless user experience across all devices.
A/B Testing and Continuous Optimization
Even if your opt-in forms are doing well, there’s always a chance that they could be doing better with a few tweaks.
This is why A/B testing is so important, as there’s always something you could change to see if you could get a boost in performance. Even if something you do has a negative effect, you can use that information for the future and avoid doing that with your opt-ins.
Test different variations of your form elements, including colors, button placement, copy, and incentives to identify the most effective combinations. Run experiments with a single variable at a time to accurately measure the impact.
Opt-in forms are an important factor in growing your email list, but it is just one route for you to do so. I’ve written another article on list-building tips, which includes opt-in forms and much more.