How to Create a Services Page That Gets You New Inquiries on Autopilot

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Let’s say you’re a copywriter and you want to create a services page to tell people what kind of copy you write to attract new clients.

Your cousin is a designer. He, too, needs a services page to tell his prospects what he designs hoping they’ll get in touch.

Your grandma and her besty are opening a catering business. The moment she finds her glasses, she’ll google how to create a services page for her new business website.

You seem like a versatile bunch of business owners, so your service pages must be different, right?

Well…

What if I told you that every effective service page has the same core structure? Even better, what if you could easily adjust that structure to create a stellar services page for your business website?

But before I unveil this too-good-to-be-true approach, let’s take a step back and answer one fundamental question.

What do your prospects want from your services page?

When your prospects land on your page, they have many different questions.

  • What is it?
  • Is it a good fit for me?
  • How does it work?
  • What do I get from it?
  • Does it really help?
  • How much it costs?
  • What if I don’t like it?

…and so on.

So, they want answers.

And your job is to provide them with these answers in an engaging way to make them think, “I want this now!”.

The question is, how?

You may have heard about the inverted pyramid principle where you are supposed to tell your readers the most important things first.

Great advice! If only there was a way to establish what’s more important in your case!

Spoiler alert: There is a way, and there has been a way since like forever.

How Does Selling Work?

…meaning what them (the buyers) need to hear from you (the seller) and in what order.

When you think about it, selling works the way it used to work and will work forever and ever pretty much like this:

Step #1: Get their attention

First, you get the attention of your prospects by telling them what they’ll get from it: What problem your solution solves or what benefit they’ll get from using it.

If you did your homework on defining your target audience, they’ll stop and listen.

Step #2: Tell them what it is

Then you tell them what your solution is. If it makes sense to them, they’ll stay with you and will keep listening but start wondering whether it works.

Step #3: Give them the proof

Then, to strike the iron while it’s still hot and is paying attention to you, you show them the proof that it works.

Step #4: Explain how your solution works

If the proof is credible, they’ll want more specific info – how your solution works in detail, what is needed from their side, etc. Explain to them in detail how your solution works.

Step #5: Final nudge

In case they still aren’t convinced, add another strong benefit or proof to give them the final push.

Cha-ching!

Obviously, there is some order in this story. For example, if Ronald had made his appearance before our knight understood what you’re selling, your social proof would have been more of a social poof – wasted efforts.

You may say “duh!” but if I had a dollar every time I saw a testimonial on a services page before a clear explanation of what that service actually is, I’d be writing these lines from my beach house in Portugal munching shrimps.

Whatever seems obvious in a story, is not always that obvious when it comes to a web page.

Here’s a fundamental principle that will help you order the sections on your services page to create an intuitive journey for your prospects and take them from where they are to where you need them to be to hire you.

Drums, please.

The Biggest Deal Breaker Principle

Raise your hand if you think your goal is to keep your website visitors on the page as long as possible!

Really? Then this will come as a surprise to you.

Fun fact:

Your goal is not to keep people on the page as long as possible. Your goal is to make people that aren’t a good fit leave as soon as possible.

Keeping this in mind will automatically force you to write with clarity, putting the most important deal breakers for your ideal clients first.

What do I mean by a deal breaker?

An example:

Services title is the most important deal breaker, because if I need a copywriter and you’re a web designer, I need to know it right away.

Fees are an important deal breaker, but not as important as the benefits I’m going to get from your services. You may convince me to pay a higher price I was originally planning to, if you prove to me that the benefits I get from your service are worth it.

A services page structure that never fails

Based on the biggest deal breaker principle, you can use this structure to create a highly effective services page.

#1 What is it?

  • Title
  • What it is and for whom
  • Benefits and results
  • [Call to action]

#2 Proof that it works

  • Testimonials / stats / client logos

#3 How does it work?

  • How it works
  • Testimonials / case studies
  • How much it costs
  • [Call to action]

#4 Final nudge

  • FAQs / guarantees / testimonials
  • Strongest benefit
  • [Call to action]
Important:

  • The order of the 4 main sections should be preserved, but you can adjust the order of the subsections the way it fits your message best.
  • It’s up to you how many call to actions to have, but at least one call to action is a must.
  • The final nudge can be anything. FAQs, a combination of a strongest benefit and a testimonial, guarantees and a strongest benefit – whatever you think will give your prospects the final argument to convert.

What else to include on your services page?

Based on your situation, you may want to include additional info in some of the 4 main sections of this page structure. For example:

  • Anything that helps you win in comparison
  • You can be sure that your prospects will have several tabs open in their browser researching who to hire for their next project.

    Why should your prospects hire you over your competition? Make sure your services page reflects your unique value proposition.

    Address all the things your competitors are addressing. They are displaying their range of fees? I’m afraid you’ll have to do it as well.

    Make sure your proof is the same or better. They have case studies and you don’t? Oh-oh…

  • “This service is (not) for you if…”
  • Don’t wait for your prospects to draw these conclusions on their own. Tell them clearly in what situation they’ll benefit from your services most (or not). We need to get rid of the people who’re a bad fit for you, remember?

  • What happens if they don’t like the results of your service
  • One can send back a pullover if it doesn’t fit, but how does one send back a copywriter or a designer?

    The prospects of the service providers have to take bigger risks, because a service is less tangible than a product, and have a higher level of uncertainty.

    Reassure them that if there’s something they don’t like you have a plan how to give them the results they’ll be happy with – for example, answer all their additional questions, let them make unlimited number of revisions during a whole week, let them book a free 20-minute session to see if you’re a good fit, etc.

  • Your photo and a short “about you” snippet
  • If you’re using your services page as a stand-alone landing page and your prospects will be landing on it directly without visiting your website, they’d need to know who’s talking. Add a headshot of your likable and professional self and 1-2 paragraphs about who you are.

3 service page examples

Let’s look at some examples, yet not at the screenshots of the pages but at their structures. The images below show how long a service page is and how much space each section occupies.

And this is what the colors mean:

– What is it? – Proof that it works – How does it work? – Call to action

Service page example #1: Simple self-explanatory service

Service: Email copywriting

Website: Proemailcopy.com

Sarah Anderson is an email strategies and a copywriter. Her website is one of my favorite because of how every word has its place and purpose, and there is barely a word too many.

Her email copywriting services page is no exception.

Her prospects already know what email copywriting is and how it will solve their problems. They are solution-aware, so the page doesn’t have to be long. It still has to do the what / proof / how / final nudge dance to make it clear to her prospects that she’s perfect for the job.

  1. What is it?
    • What it is + benefit
    • What problems it solves
    • [CTA button]
  2. Proof that it works
    • Specific results with data
  3. How does it work?
    • How it works
    • Benefit
    • [CTA button]
  4. Final nudge
    • Types of projects
    • Testimonials

Service page example #2: A service that needs explanation

Service / website: My homepage review

Oh look, it’s my services page for the homepage review – a service that you may think you need but not sure of how it works.

Do I do it in writing? On video? What do I focus on in my review? My prospects will have a lot of questions I have to address.

That’s why my “how does it work” section is longer than Sarah’s, and I also have an FAQs question at the end.

I’m really happy with how this page performs. It regularly gets me new projects and the leads I get from it are always of high quality.

  1. What is it? + Proof
    • What it is
    • Testimonial
    • Whom is for
  2. How does it work?
    • What it includes
    • Testimonial
    • How you can request a review and what happens next
    • How much it costs
    • Testimonial
    • [CTA button]
    • Contact form
  3. Final nudge
    • FAQs
    • Testimonial
    • More FAQs
    • [CTA button]

Service page example #3: An expensive service that needs to prove its value

Service: Written case studies.

Website: Casestudybuddy.com

Has Joel Klettke ever created a bad page? We’ll never know. But this one is a masterpiece.

With his case study writing services, Joel is targeting higher paying clients. Obviously, no one will throw thousands of bucks at you out of the blue, unless you make a really compelling case for yourself.

That’s why this page is reaaally looong. But you won’t notice, because it’s so well structured and designed that you never get bored.

  1. What is it?
    • What it is
    • Benefit
    • [CTA button]
  2. Proof that it works
    • Data
    • Testimonial
  3. How it works
    • Process: What to expect
    • Testimonial
    • 4 different packages (one section with description + price + CTA button per package)
  4. Final nudge
    • Testimonial
    • Contact form

Final words of wisdom

There you have it, a fail-proof structure of an effective services page.

Have you been putting off creating a new page for your services because you didn’t know where to start? Start with creating an outline based on this structure.

Do you have a services page you’d like to improve? Check if you have all 4 sections present, if your structure is evident (think vague copy, untypical phrasing, weird fonts), or if you’ve missed something important.

Whether it’s a new iPhone, life insurance or email copywriting – selling works, used to work and will probably work forever the same way. And you cannot possibly be wrong following a pattern that has survived out there for so long.

7 Comments

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  1. Sound advice. I like the third grid. Nice and short.

    I really think these very long sales pages are a turnoff – even though I know, I know, they can make your heartrate go up. I bought a course I did not need from a guy last month, because of a page like that – only to find I had done so before. And that was useless too. So his name had not stuck, and I am too freaking impulsive.

    Yet. I like to let people decide more coolly. I will never ever recommend that guy to anyone.

    1. Actually Kitty, the last example is a reaaally looong page. The image seems short because it’s just a snippet. I couldn’t include it in full as it would have taken too much space. I was hoping the button “view full image” would communicate that there’s more to it 😬 I guess I should rename it to make it even clearer.

      Sorry to hear you bought something you didn’t need! But I don’t think the length of a page was a problem. It was probably the copy that haven’t been clear regarding who is it for. I guess that person didn’t know about the “make sure the people who aren’t a good fit leave as soon as possible” idea πŸ™‚

      The responsibility here lies totally with the page author, because even if you trick someone into buying something from you, if they weren’t your target audience and are disappointed, it’s bad for business because you may get bad reviews or “un-recommendation” behind your back.

      Also, if you don’t like a page that is long, I would say it’s not the length but the copy and/or design. Because imagine, I created a page called “Everything you need to know about Kitty Kilian”. Even if it was really long, you would read it all, wouldn’t you? It’s because it’s relevant to you.

      Same rule applies to any web page. Make it as long as you can keep it valuable, relevant and not boring for your visitors, but not a word more.

      1. Ha. My mistake. I scanned the last bit, I thought they were just schemes and I did overlook the mention of the authors – in this case Klettke. Yeah, that is a great sales page. I especially like the bit above the fold.

        Anyhow. Nah, it was my mistake. It was a cheap course, luckily. It was about writer’s block. Now I don’t really have writer’s block, I have a lack of subjects to write about. But I thought he might have some new ideas. He promised some good stuff. But it was all generic. I should not even have bothered.

        Would I read a whole page about me?
        Probably. But I would be grinding my teeth all along πŸ˜‰

  2. Gill!

    Your articles and tips are awesome.

    You are helping me a lot with my website. After reading this, i have to change my service page.

    By the way i am from Argentina πŸ™‚ You have a latin american fan! lol

    1. Hi there, Esteban. hank you so much for your kind words πŸ™‚ Really happy to hear you’ve started putting these tips into action! Glad you found the article useful.

      Sunny greetings from Germany,

      Gill

  3. Thanks for including the links, Gill.
    We can see how live websites use these principles in the real world. This makes it easier for us to understand the theory, and how it’s used.