Issue #24

How to write a sales page that converts your visitors to happy customers in 7 steps

Marketing Conversions Landing pages
13 min read
In this Article

When it comes to assets to help you convert casual readers into clients, your sales page is key.

It’s your best opportunity and your one-stop shop to direct your leads to find out what you’re selling, why you’re selling it, and why they need to buy it.

But not all sales pages are created equal.

I’m sure you’ve seen sales pages that look boring, are full of giant blocks of copy, have no imagery, or are just plain confusing. Were you even able to tell what was being sold?

To make sure your sales page isn’t falling under those categories, you have to optimize it’s content for conversions.

Because if your page isn’t optimized to convert readers, you’re losing money right now.

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7 steps to create a sales page that truly sells

Everything about your page needs to be focused and geared to help your potential customer feel like buying your product, program, or service is a no-brainer.

To do this takes a combination of research, creativity, and focus. It’s design and it’s writing. It’s pricing and it’s direction.

Following these five steps will help you create a unique sales page that does the selling for you.

Step 1: Know your audience

First and foremost, you can’t sell your product if you don’t know who you are selling to. Knowing who your ideal client is (having them niched down, surveyed, questioned, studied, and observed) HAS to be the very first thing you do to make sure you know how to write your sales page.

I won’t go into a lot of detail about how to get to know your audience because we’ve covered this really well in previous articles like:

If you’ve never done research on who your target customer is and what they want from you, please stop what you’re doing right now and read up! Your audience’s needs are what define your daily work, so get to know them.

Step 2: Create a value proposition for your product/service

Think of this value proposition as your elevator pitch. How do you succinctly describe what you are selling?

If you’ve never thought about a value proposition before, you might have no idea what that means or what it could look like. So here’s an easy little formula to follow:How to create a value proposition for your sales page

Does that make sense? Here’s an example for someone who teaches cake baking.


Having this statement in your backpocket will be your northstar as your write your sales page. When you have a question or are confused about whether your copy is aligning with your mission, you can check back in with your value proposition.

Step 3: Set up your pricing

The price of your product absolutely has a huge impact on the conversion rate of your sales page.

Finding that perfect price point for your audience comes from knowing your audience well. What do they historically purchase? What are they currently look for now? Are they beginners or advanced?

And just like Step 1, we have some great articles to help you figure out where that price should land for you:

How Do You Price Your Online Course?
7 Extras to Make Your Product More Enticing

Once you have the basics of your offer figured out (audience, value proposition, and price), it’s time to get to the work of actually creating your sales page. This process comes in two parts:

  • Design
  • Copy

These two parts are equally important to creating a sales page that converts. First we’ll look at design.

Step 4: Create a thoughtful design

Great design is all about building trust and guiding your reader along an experience. When creating your sales page you want to draw the reader down the page by creating interest and value.

So what goes on a sales page? That’s the first question, right?

The basic design elements of a sales page

  • Headline/Header section: This is where you can put a hero image and a strong, compelling headline and a subtitle.
  • High-quality images: Images not only help illustrate your product, they also help to break up the copy as your reader scrolls. Imagery can include:
    • Header
    • Mockups
    • Charts and graphs
    • Video
  • Body copy: This is the description of your sales page and where you get down to the details of your product.
  • Customer testimonials/ Social proof: Customer reviews and testimonials increase your credibility with new members of your audience.
  • FAQ section: Don’t let any skepticism sit around in your audience’s mind. Tackle any questions and objections you foresee them having right away on your sales page.
  • Pricing details: Make sure to CLEARLY state your pricing details on your sales page. No one is going to buy something before they know how it will affect their bank account.
  • Call to Action (CTA) buttons: These need to be prominent on your page. After all, the main point of the sales page is to get your reader to click these CTA buttons.
  • Guarantee: Make sure you check your local law to know if you have to include a refund period or guarantee for your product, program, or service. If yes,  add it to your sales page!

Now that we know all the elements of a solid sales page, let’s discuss how to design them in a way that increases your conversion rate.

High-quality images and videos

Images and videos are incredibly important to your sales page design. Not only do they break up the copy, they also direct their reader to the most important areas of the page.

Create thoughtful design with your sales pages through images

Think about it. If you’re looking at a webpage (heck, even this page), where did your eyes go first? Even as a writer, my eyes always go to the pretty pictures.

Your images and videos also can add to your like, know, trust factor with your audience. Copy doesn’t always connect with each person, so having these types of elements can help you connect with all types of people.

Videos in particular (whether they are testimonials, information, FAQs, etc) will increase you conversion rates. In fact, 84% of consumers have made purchases after watching a video. Seeing a product or service in action is a great way to put your audience in the driver’s seat and make them feel more connected to you and your business.

Make it responsive

The internet doesn’t exist solely on computer screens these days. You have to think about where and how your audience takes in information (another reason why Step 1 is so important).
Make your sales pages responsive
To make sure you’re checking all those boxes, you need to design your sales page (or use a template that is) responsive. That means it will resize to fit the medium it is being viewed on.

Because whether your sales page is seen on a phone screen, tablet, or computer monitor, you need it to still look coherent, in line, and well-thought-out.

Mix it up

Because our brain pays attention to patterns and ignores repetition, it’s important to mix up the elements of your sales page. Here are some super simple ways to do this:

  • Alternate images with text
  • Add in subheads
  • Don’t be afraid of white space
  • Add background color to blocks of copy
  • Use bullet points

Adding in these elements will keep your page feeling fresh and take out the intimidation for those skimmers to run through your copy easier.

Speaking of copy….

Step 5: Write captivating copy

After you’ve designed your sales pages (at least a simple wireframe of it), you can get down to your copy needs. Knowing what you want your sales page to look like first will help you know what kind of copy you need, where you need to put it, and how long it should be.

So let’s talk about length first.

Length of your sales page

There’s no wrong answer to the question, “Should my sales page be long-form or short-form?” But here are some ways to come up with your own specific answer:

Tip #1: Think about your audience.

Historically, what works for your audience? Are your readers skimmers, video watchers, novel experts? Finding out this information in Step 1 should make your answer here very clear.

Tip #2: How detailed do you want to be?

A pro of having a long-form sales page is you can go in depth on things like answering  prospective customer objections, explaining your product, or telling your story. But if that’s not your style, a shorter page filled with bulleted points about your features, a video, and maybe a short FAQ section will be just what you need.

When it comes down to it, the length of your page should be as much as you need it to be to convey your point.


You could say your headline is the most important part of your sales page.

It’s the part that makes a reader stop and think, “Hey, I might be interested in this.” In fact, on average, eight out of 10 people will read headline copy, but only two out of 10 will read the rest. That means, you’ve got to write an exciting, informative, and intriguing headline to get someone to read your whole sales page.
#of People who read a sales pageHere are a few tips for writing your best sales page headlines:

Tip #1: Keep it short

Your headline should be quick and to the point (10 words tops). But don’t forget you have your subhead to go into more detail if you need.

Tip #2: Fill it with keywords

Remember the importance of SEO. If you want more than just your readers to find out about you, you need to be working on your organic search even on your sales pages.

Tip #3: Write a lot of versions

I’m talking 25-30 variations. That may seem like a lot, but as you write more and more, you’ll find that your versions are getting better as you go. And everything you’ve written in that exercise can be used as one-liners to pull into the rest of your sales page.

Body copy

This is the description of your sales page and where you get down to the details of your product.

Here are some things to think about while writing your body copy:

Tip #1: Focus on benefits over features

While the details of your product are important to spell out, they are not what sells your product. What sells are the benefits your client will experience because of your product.

For example, let’s say you’re selling an online course about budgeting. Your sales page can say that your program includes 3 modules filled with videos, worksheets, and a quiz and that’s true and important for your potential customer to know. But that’s not really exciting or attention grabbing, right?

But when you talk about how the students of your course have saved up for vacations with their family or cut their debt down to $0 in just a year, that gets a new reader interested.
When writing sales page copy, think about benefits over features

When you can put potential clients in a state of mind where they can see themselves living the benefits of using your product, you’ll be much more likely to increase your conversions.

Tip #2: Write like you’re speaking to a friend

Keep it casual. Think about a friend you have that would be helped by your product and write your sales page like you’re talking to that friend.

Don’t be dramatic, salesy, formal, or impersonal. Be empathic, talk to them directly (ie- say “you”, and “your”), and tell stories. The more you can make your reader feel comfortable with you, the faster they will trust what you have to say.

Tip #3: Make it scannable

Sales pages shouldn’t be a novel. Most people who look at your sales page will want to be able to skim over the content quickly to see if it’s something they’d be interested in.

Here’s a quick list of ways to make your sales page copy scannable:

  • Incorporate lists- usually with bullet points
  • Keep paragraphs under 4 lines.
  • Add in subheadings for every 2-3 paragraphs
  • Add in quotes from happy customers

Step 6: Have ONE Call to Action (CTA)

The whole point of your sales page is to get your audience to do one thing: take you up on your offer.

Whether it’s purchasing a new product, signing up for your online course, joining your mastermind, setting up a one-on-one coaching call, or buying your eBook, you want them to do just that one thing at the end of reading your sales page. To help you reach that goal, you need to keep you CTA clear, simple, and direct.

Here are a few ways to have a solid CTA for your sales page:

Don’t have external links

You don’t want to send your reader anywhere off your sales page.

Have a noticeable CTA button

That means think about a good color that pops on your page as well as a line that makes the reader NEED to click on it that purchase button.

Use the call-to-action button multiple times

It’s not likely that a reader will automatically click a “buy now” button at the top of your page, but you better be safe than sorry, right? Put your beautiful CTA button at the top, the middle, and the bottom of your sales page to give your readers as many chances as possible to sign up.

Step 7: Automate your sales funnel

Make it easy for your “almost” client to pay you, then get access to whatever they've purchased from you, and nurture them with your post-sales email automation sequence. This will assure them that they've made the right decisions to buy from you and decrease the likelihood of refund requests. At ConvertKit we offer intuitive and visual email automation funnels that allow you to build a 100% customizable post-sale care scenario.

Grab your sales page template today!

Want a little more direction to help you get your sales page started? We’ve got you covered.

Click the link below to download your own so you can mock up your next sales page.

Elements of a Sales Page that Converts

Ready to build that sales page?

With ConvertKit's free plan, you can choose from professionally designed landing page templates to build a customized sales page that fits your brand. Just change some colors, add your imagery, write your copy, and in just minutes you can have your sales page live and ready for transactions.

Create a free landing page that converts

ConvertKit landing pages were designed by world-class pros to be fully customizable and give you the quick data to improve your conversion rates and grow your business.

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Dani Stewart

As a daughter of an entrepreneur, the wife of an entrepreneur, and an entrepreneur herself, Dani has lived and learned all sides of creating and growing businesses. She is excited to bring all that life experience as well as a decade of crafting content to the ConvertKit community. She is a part-time baker, dinner-party planner, and lover of good bourbon living the simple life in Nashville with her husband, Sean.

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