[MUSIC] The landing page is where we generate the information necessary to drive our nurture marketing program. When you look at a landing page, it contains a number of important components. First, you immediately notice it is different on the right and left sides. The left is where we attract and engage a prospect, and the right is where we gather the data necessary to drive the strategy forward. On the left side of the landing page, you will notice the following elements. At the top is the company logo and an engaging title with graphics to quickly connect with the targeted reader. It is generally a title which tells them a significant benefit they will receive for becoming part of the nurture program. Next is a sales copy, it tells a reader the benefits they will receive from reading, listening to, or viewing your content, keep it high impact and really speak to their needs. Remember, you know the persona segment, so speak to it. It is wise to give them social links to the sites they like to use. Whether they are a business or consumer prospect, let them tell others just like them about your great content. If it really appeals to them, they will. On the right side is the knowledge-based data. This is what the prospect must complete to receive your relevant content. This is the data which creates our nurture marketing database. The knowledge-based data you seek is one of three kinds. First and most important, you need to acquire information to link the prospect to your marketing database. The most effective is their email address. If you are building a private virtual community they will also need a password. Many landing pages have an individual put in the password twice to ensure its accuracy. In addition to the email, many companies ask for name, address and other data. For example, business to business landing pages often ask for company and the title of the individual. Just remember this important rule; the more you ask, the more likely the prospects will leave. If you want more access data, use technology to minimize it. For example, if you want City and State information, you can derive that from the zip or province code. If you want my business title, give me a drop down of titles to select from. Remember, keep it simple and relevant. Next, you can ask three to four questions to help you better understand my needs and wants. Again, the key to success is to make it simple and extremely relevant. For knowledge-based data, remember this important rule, if at any point I stop to wonder why you're asking me this question, I will immediately leave, regardless of how great your content is. Ask me my age, gender, income, and other data irrelevant to the relationship, and your registration rates will plummet. Finally, give me control of the business relationship we're building. Have a great blog, interesting newsletter, great new product announcements, that is fantastic, but let me determine if they are relevant to me. Give me control in the form of opt-out boxes where I can check. If you are developing a profile page for me, I can always opt-in. The key to success is to give me control of the relationship and then stick to it. I will be happy and you will likely be a key consideration when I am ready to buy. Remember why you are collecting this data. First, you want to send them an email to ensure the accuracy of their email address. Next, you want to attach a tracking cookie to allow you to understand their current market segment and current point in the product purchase lifecycle. You want to take the knowledge base questions and add them to your marketing database to begin the nurture process. Finally, the opt-in data will then drive your real-time marketing systems. The landing page starts and drives your nurture marketing program. Test a number of variations to develop the landing page which best drives people to complete it, and enjoy your relevant content. It will be well worth your time and investment. [MUSIC]