You see, most businesses obsess over traffic numbers. More visitors must mean more success, right?
Not exactly.
What really matters is what those visitors DO when they land on your site. Do they sign up? Make a purchase? Book a demo? Or do they just bounce after a few seconds?
In this guide, we’ll break down everything you need to know about conversion marketing—the strategies, tactics, and data points that help you transform existing traffic into actual business results.
Here’s the deal: You don’t necessarily need more visitors. You need the right visitors taking the right actions.
And the best part? You can start implementing these tactics right away to see real improvements in your digital marketing ROI.
Whether you’re looking to boost sign-ups, increase sales, or generate more leads, this guide will show you exactly how to craft a conversion marketing strategy that works.
Let’s dive in.
What conversion marketing really means
Conversion marketing is the strategic practice of turning website visitors into customers or leads by encouraging them to complete specific actions. It focuses on optimizing every element of your digital presence—from landing pages to calls to action—to increase the percentage of users who convert rather than bounce.
Unlike traffic acquisition tactics focused on bringing in more visitors, conversion marketing maximizes the value of existing visitors. This is most commonly done through conversion rate optimization (CRO) efforts designed to improve how well your landing pages convert visitors into customers or leads.
What makes this approach so powerful?
It connects marketing efforts directly to business results by focusing on quality of engagement rather than just quantity of traffic.
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Josh Gallant
Josh is the founder of Backstage SEO, an organic growth firm that helps SaaS companies capture demand. He’s a self-proclaimed spreadsheet nerd by day, volunteer soccer coach on weekends, and wannabe fantasy football expert every fall.
» More blog posts by Josh Gallant
Why more companies are prioritizing conversions
Let’s be real—getting more traffic is expensive.
That’s why more companies are turning to conversion marketing. Instead of dumping more money into ads, they’re focusing on making the most of the visitors they already have.
The math is pretty simple. If your website gets 10,000 monthly visitors with a 2% conversion rate, that’s 200 conversions. Bump that conversion rate up to 4% and you’ve doubled your results without spending an extra penny on traffic.
While traditional marketing efforts like brand campaigns or SEO programs might take months to show results, a well-executed A/B test or landing page redesign can boost conversions (literally) overnight. And since marketing budgets these days are seemingly always under the microscope, getting more results from the traffic you’re already bringing in is a no-brainer.
Key metrics that define conversion marketing success
When it comes to conversion marketing, two critical metrics tell you if your strategy is working or just wasting time and money.
First, you need to know what actions count as conversions. Then, you need to track how often those actions happen compared to your total traffic.
Conversion goals and how to define them
What counts as a “win” for your website?
That’s your conversion goal—the specific action you want visitors to take. These goals fall into two main categories:
- Macro conversions: The big wins like purchases, subscriptions, or demo requests
- Micro conversions: Smaller steps that lead to macro conversions, like newsletter sign-ups or video views
There isn’t one “correct” conversion goal either. It’s always going to depend on your specific business model and objectives. A SaaS company might focus on demo requests, while an ecommerce store prioritizes completed purchases. The key is defining goals that directly impact your bottom line.
Pro tip: Don’t try to track everything just because you technically can. Pick 1 macro conversion goal and a few micro conversions that influence it based on what actually matters to your company’s growth.
How to calculate and interpret conversion rate
Your conversion rate is dead simple to calculate:
Conversion Rate = (Number of Conversions ÷ Total Visitors) × 100
So if 300 people sign up from 10,000 visitors, your conversion rate is 3%. But what’s considered “good” with conversion rates? The truth is, it depends entirely on the type of conversion action you’re tracking and the industry you’re in.
And again, the conversion rates within each industry will vary greatly depending on your conversion goal. The conversion rate for an “add to cart” goal will virtually always be higher than a “purchase” goal in ecommerce.
The real win isn’t just hitting industry benchmarks—it’s improving your own numbers over time. And that’s where the magic happens. Even small conversion rate improvements can dramatically boost your results without spending more on traffic.
What drives people to convert
Ever wonder why someone clicks “buy now” while someone else bounces?
It all comes down to psychology. People don’t convert by accident—they convert when something resonates deeply enough to overcome their hesitation. Let’s look at what actually influences someone to take action on your landing pages.
Crafting a compelling value proposition
Your value proposition is the beating heart of your conversion strategy. It’s the clear, concise statement that answers the question every visitor has: “What’s in it for me?”
A strong value proposition:
- Speaks directly to your visitor’s pain points
- Differentiates you from competitors
- Focuses on outcomes, not features
- Creates an emotional connection
The best ones are instantly understandable. If visitors need to decode what you’re offering, you’ve already lost them.
Remember: people buy solutions, not products. They want the end result—the freedom, success, or relief your offering provides.
When your value proposition clicks with visitors, conversion rates climb. When you try to be clever instead of clear, your value prop gets fuzzy and conversion rates are generally poor. Clear, relevant content that speaks directly to visitor needs builds immediate trust.
Want to test yours? Try explaining it to someone in 10 seconds. If they get it immediately, you’re on the right track.
How site design and usability impact conversion
Ever clicked “buy now” on a landing page that took forever to load?
(At least not with any real confidence).
That’s because site design and usability are conversion deal-breakers. When a visitor has a smooth experience, they’re more likely to stick around and convert.
- Decreasing page load time by 0.1 seconds leads to 8.4% more conversions and a 9.2% higher average order value
- Navigation confusion accounts for about 37% of failed conversions
- Pages that load in 1 second convert 2.5x better than those that load in 5 seconds
User experience isn’t a nice-to-have—it’s essential. The easier you make it for people to act, the more likely they will.
Think about frustrating experiences you’ve had online: tiny buttons that are impossible to tap on mobile, forms with too many fields, or confusing checkout processes. Each friction point is an opportunity for visitors to bail.
Want a quick win? Simplify your forms. Reducing the number of fields in your form can directly improve completion rates. According to one survey, 27% of users pointed to form length as the reason they abandoned a form.
Trust signals: social proof and customer feedback
Want to know the secret sauce of high-converting websites?
People don’t buy from businesses they don’t trust. Period.
That’s where social proof comes in—the digital equivalent of a friend saying “yeah, this place is legit.” When potential customers see others have had positive experiences, their conversion hesitation melts away.
The most powerful trust signals include:
- Customer reviews and testimonials (especially with photos)
- Case studies with specific results
- Trust badges and security certificates
- Client logos (especially recognizable brands)
- User-generated content
But here’s what a lot of marketers miss:
Specificity matters. Generic praise in a quote like “This product is great!” doesn’t move the needle. What works is detailed feedback addressing specific pain points, like “This software saved our team 15 hours per week on reporting tasks.”
Adding reviews and social proof isn’t just about improving conversions—it’s also about proving you deliver on your promises.
The role of urgency and incentives
Let’s talk about human psychology for a second.
We’re wired to avoid missing out. That’s why urgency and incentives are conversion rocket fuel when used correctly. Smart marketers create this sense of urgency through:
- Limited-time offers (“24-hour sale ends tonight!”)
- Low-stock warnings (“Only 3 left at this price”)
- Countdown timers on special promotions
- Seasonal or exclusive deals
But urgency alone isn’t always enough. Sometimes you need to sweeten the deal with incentives that push visitors over the edge:
- First-purchase discounts
- Free shipping thresholds
- Loyalty points programs
- Bundled offerings
- Money-back guarantees
When done right, these tactics can massively improve your conversion rates.
The key? Make it genuine. Fake urgency (like perpetual “last chance” sales) damages trust. Real limited-time offers with actual value create legitimate reasons to act now rather than later. And don’t forget about existing customers. Loyalty programs focusing on repeat purchases can increase customer lifetime value by 30%—making your conversion efforts even more cost-effective.
High-impact tactics used in conversion marketing
Let’s talk tactics. The real stuff that gets results.
When it comes to turning browsers into buyers, some approaches simply work better than others. But here’s the thing—you can’t just implement these and forget about them. The best conversion marketers are constantly testing, measuring, and tweaking these tactics based on real data.
Landing page optimization and custom experiences
Ever notice how the best marketing campaigns send you to pages designed specifically for what you just clicked on?
Landing pages are conversion powerhouses because they’re laser-focused on a single goal—getting visitors to take one specific action.
What makes a high-converting landing page?
- A headline that matches what the visitor clicked on
- One clear call to action (not five competing options)
- Minimal navigation to prevent distractions
- Content that speaks directly to visitor intent
- Mobile-friendly design that works on any device
The best part is you don’t need a developer to create them. With Unbounce’s drag-and-drop builder, marketers can launch conversion-focused landing pages in hours, not weeks—without writing a single line of code.
Remember: every element on your landing page should support that one desired action. Anything that doesn’t is just a distraction.
A/B testing and experimentation
Want to know a secret? Even the experts can’t predict what will convert best.
That’s why A/B testing isn’t optional—it’s essential.
A/B testing lets you put your assumptions to the test by showing different versions of your page to different visitors and measuring which one converts better.
You can test practically anything:
- Button colors, size, and text
- Headlines and copy approaches
- Form length and field types
- Images and video placement
- Page layout and design elements
If you’re using Unbounce’s built-in A/B testing, you don’t need technical expertise to run these experiments. Create variants, launch your test, and the platform automatically routes traffic and tracks which version performs best.
One place where we often see marketers go wrong is that they make too many changes at once. For clear results, test one element at a time. Once you find a winner, use that as your new baseline and test something else. This cycle of continuous improvement is how smart marketers squeeze more conversions from the same traffic.
Smart use of video, images, and interactive content
Let’s face it—walls of text don’t exactly scream “read me!”
That’s where visuals and interactive content come in. They’re engagement magnets that keep visitors on your page longer, which often directly correlates with higher conversion rates.
But here’s the catch—video and interactive content needs to be done right. If adding a long-form video or interactive tool on your landing page is going to slow your page load times down to a crawl, the trade-off may not be worth it.
The sweet spot? 60-90 second videos that quickly communicate your value proposition.
Try placing a concise explainer video above the fold. This tactic can significantly boost understanding and trust. When visitors quickly grasp what you’re offering and why it matters, they’re more likely to convert.
Keep in mind, the goal isn’t just to entertain—it’s to move visitors closer to taking action.
Experiment with smart popups and sticky bars
We know what you’re thinking…
“Popups? Aren’t those annoying?”
They can be. But when done right, they’re conversion gold mines.
The key is timing and relevance. A popup offering something valuable at the right moment can boost conversions dramatically.
At Unbounce, we’re big supporters of smart popups and sticky bars that appear based on visitor behavior—not just randomly. Instead of blasting out the same generic “10% off” popup to everyone after 10 seconds, try creating multiple popups and sticky bars that’re custom-tailored to a specific visitor based on which pages they’ve visited and which actions they’ve taken.
- Exit-intent popups that capture visitors about to leave
- Scroll-triggered offers on specific landing pages that appear after visitors have shown interest
- Timed popups with specific offers that give visitors a chance to engage first
- Abandoned cart exit-intent popups that only trigger when a product is in their cart
The best part about Unbounce’s popups and sticky bars? They work with any page on any website—not just your Unbounce landing pages.
Remember—conversion optimization isn’t about tricking visitors. It’s about presenting the right offer at the right time to the right people.
How to turn insights into action
Let’s shift gears from theory to practice.
You’ve got the tactics. You’ve set up the pages. Now what?
The truth is, conversion marketing lives and dies by your ability to collect data and actually do something with it. Let’s break down how to make that happen.
Using Google Analytics and heatmaps
Here’s something a lot marketers gloss over: visitors leave clues everywhere.
Every click, scroll, and pause tells a story about what’s working and what isn’t.
Site analytics tools like Google Analytics show you the broad strokes:
- Which traffic sources bring your highest-converting visitors
- How people navigate through your funnel
- Where the drop-offs happen
- Which devices your visitors use
But these raw numbers only tell half the story. They don’t always give you insight into what happens after a visitor reaches your landing pages.
That’s where heatmaps come in. Tools like Hotjar and Microsoft Clarity can show you exactly where people are clicking, scrolling, and focusing their attention.
The Unbounce platform also takes this a step further with built-in analytics for every landing page, popup, and sticky bar you create. You’ll see:
- Real-time pageviews and conversions
- How often your popups are seen
- What percentage of visitors are taking action
- Which variants are performing best
This means you don’t have to worry about manually configuring all of your Google Analytics events and tags before you launch your landing pages if you don’t want to. The core data you need will already be tracked for you directly inside your Unbounce account automatically.
When analyzing the data, the key is to look for patterns, not just isolated incidents. If 95% of your mobile visitors abandon the payment page, that’s not bad luck—it’s a conversion emergency.
Mining feedback from support and sales
Want to know what’s really stopping people from converting?
Ask your support and sales teams.
They’re on the front lines talking to customers every day. They hear the objections, concerns, and questions that marketing might miss. Some gold mines to explore:
- Support tickets mentioning website frustrations
- Common questions that come up in sales calls
- Reasons prospects give for choosing competitors
- Features customers wish they’d known about sooner
Pro tip: Create a shared document or Slack channel where customer-facing teams can drop questions or hesitations that seem to be coming up the most. Review it weekly for patterns.
Making data-driven decisions (and A/B testing your ideas)
Here’s where the rubber meets the road.
All the data in the world is useless if you don’t act on it.
The best conversion marketers follow a process like this:
- Collect data from multiple sources (analytics, heatmaps, user feedback)
- Identify patterns and conversion barriers
- Prioritize issues based on potential impact and ease of implementation
- Create hypotheses for improvements
- A/B test systematically and measure results
- Implement winners and repeat
Once you have an A/B test live on one of your landing pages, you can even use Unbounce’s Smart Traffic features to automatically route visitors to the variant they’re most likely to convert on with AI.
Conversion optimization isn’t a one-time project—it’s an ongoing process. The best marketers are constantly testing, learning, and refining their approach based on what the data tells them.
Where conversion marketing fits into your overall strategy
Let’s zoom out for a second.
Conversion marketing isn’t a standalone tactic. It’s part of a bigger ecosystem that powers your overall growth strategy.
If your marketing funnel is a house, conversion optimization is the living room where all the magic happens. It’s where people decide whether to stick around or head for the door.
The truth? Every marketing channel eventually leads to a conversion point:
- Your SEO efforts bring organic traffic… that needs to convert
- Your paid search campaigns drive clicks… that need to convert
- Your email marketing nurtures leads… that need to convert
- Your social media builds awareness… but ultimately needs to convert
Without strong conversion points, all your other marketing efforts are basically just expensive ways to increase your bounce rate.
