Take This “Internet Sales” Test For Your Site

Take a look at your website, now pretend that each word on the homepage is being said to one of your prospective customers after they said “I might want to buy from you”. Would what was being said to them be relevant?

When was the last time you thought that spending money on Internet Marketing such as Pay-per-Click or SEO was going to increase sales?  It will if the people are sold, but getting them to a bad website that is not relevant to their needs (think of a sales guy babbling on  while you want him off the phone so you can work again, thats a bad website.)

A great sales person has an elevator pitch, knows how to summarize his solutions, he listens to peoples needs, he handles objections and helps people (even if they are not ready to buy at that moment).  A company website needs to be a great sales guy, not a great marketing guy (he did his job already by getting people to the site).

Kill the Brochure Site

I cut my “Internet Business” teeth in an “old school” manufacturing company. It was an $8 Billion company and at 1st did not look to the Internet to do anything more than have brochure materials online.   As the person in charge of the company’s Internet strategies and initiatives,  I knew I had to lead the company in the paradigm shift that was happening in driving B2B lead generation (people were going online 74% of the time to source a new supplier etc), and I knew this meant speaking the “old school language”.  A website had to be more than the digital equivalent of a brochure holder.  It had to be a digital sales person.

Emulate the Sales Group Online

My internal clients at this big old company were in “Marketing”.  I soon realized that the information I was missing the most was from Sales.   Each division of the company had a “Sales & Marketing” group, however I was only ever speaking to 1/2 of my client. Each of 300 or so sales people for the company knew how to present the company’s value to a prospect in less than 1 minute, they had the relevant materials with them to present and knew when someone was a qualified buyer.

In the end, I created a B2B website that acted like a Sales person, qualifying a person as a lead before closing it (the sales people still closed the sale, and made me feel like a hero every time I met them).

The company had a very strong brand in its industry, and the website got some decent traffic, but proportionately few leads were driven from it.  Marketing people spent lots of time with excellent interactive marketing agencies running Internet marketing campaigns that drove online leads, however the company’s website was left largely untouched by Marketing as a lead generation tool.  That was till I spoke to Sales.

Websites are Internet Sales, not Internet Marketing.

Websites perform the same job as a sales person. Think about it.  Marketing is generating traffic to sales, and sales is converting that traffic.

The Internet is so new that people have not realized the two functions are still there, its just the medium that has changed.  Companies today need to step back to traditional marketing and ask if something is a Sales or Marketing function, then approach it as such. Here are some typical “Internet Marketing” mainstays.  Lets look at them and classify them as they really are.

1. PPC – Marketing
2. SEO – Marketing
3. Websites – Sales
4. Social Networks- Both
5. eMail Campaign- Marketing

You can see that I’m calling Websites “Sales” and not Marketing.  I firmly believe this and there is a company with $350K/month in additional sales to prove it.  A website recieves traffic to to from Marketing which generates it online or off.  It is now the websites job to receive people looking for information and answers and convert them into buying customers.  Sounds like sales to me.

Lets Talk Resources

I love marketing people, but they are not normally sales people.  I have also seen sales people come back to “corporate” and fail in marketing.  The reason is the two functions are separate and involve separate strengths and talents.  The Internet is new, so if ou have not figured it out yet, let me be clear.  It is the same online as offline. When you have someone great at producing traffic for your website, don’t put them in charge of converting leads or online purchases.  If you have someone great at increasing conversion rates on your site/s, don’t assume that they can manage Google Adwords or Banner Ad campaigns.  Some people can do both, just don’t assume.

Another factor is specialization.  There is a lot to profiting online.  No one person can be at the top of their game in both Sales & Marketing skills and techniques.  PPC is a full time specialty now, as is SEO, as is web design etc and so forth.

Social Media in Sales & Marketing

I’m not saying that there is not some cross-over.  Social media is a place where a company can both drive r.  Social media is a place where a company can both drive traffic and build relationships that “Sell”.  I’m just pointing out there is a distinction and the sooner a company stops expecting a sales tool or person to do marketing and a marketing tool or person to so sales, the better we are.

80% of websites have adequate traffic to achieve their goals, they just don’t handle it well.

My last post was about the Internet Strategy Checklist my firm uses to “cover all the bases” with clients when brainstorming their Internet Strategies (albeit a useless list if I don’t already know the client’s audience, objectives and opportunities).  The list is arranged with the most important Internet marketing strategy components first, from the perspective of priority and hierarchy of what needs to be done 1st.  The 1st category on the list is Website Optimization.

Don’t Throw Money at a Bad Site

Without a website that can handle traffic, there is no sense of giving it any.  So often companies get caught in the idea that sending more traffic to a site will result in more sales, and they are normally right, but not normally making profiting off of it the way they could be. The 1st thing we do for clients is audit their incoming traffic.  If they are paying for clicks, we figure out the return on investment and estimate how they can better convert these “paid for” visitors once on the site.  This is a minor step in the big scheme of things, but it does “stop the bleeding” so we can get to the point of getting sites on a path towards optimal health.

You Know Where to Find the Yogurt.

A good website is like a grocery store. People coming in have a sense of where items they want might be located and easily follow directions and conventions to getting what they want.  This is no accident.  Retail Strategists lay out stores be easy to navigate and promote.  Sound familiar?

Website Optimization is getting the most out of people visiting an online property.  This might be apply to a landing page, micro-site, website, online catalogue, online slide deck, Interactive tool etc.  If your web presence is not handling visitors well, then paying to sending qualified traffic to it in large part a waste of money.

Good website optimization often starts with the website homepage strategy and how site visitors handle people once they arrive at it.  I wrote a post on this a while back, click here to read it.  The best place to start is to look at your website analytics and see were the top “landing pages” are (what pages people are entering your site) and then optimizing your landing pages (another previous post).

Keep Your Promises

When I look at a site for the 1st time, I look at its “Promises”.  What is the site promising the site visitor?  Then, is the site delivering on its promises.  This starts from the ad or search result that got the user to the site.  Do they arrive on a page that fulfills the promise of the search engine (This shows why SEO without strategy is worthless, as it can just create “broken promises”.  If you have a decent landing page and are getting more than a 20% bounce rate on it, it is likely caused by “broken promises”.  I don’t want this to be an SEO post, but having an integrated SEO strategy is part of Website Optimizing (sending qualified traffic in any way is part of it).

Focus on Website Optimization

Focus on website optimization as your primary web focus.  This starts off by making sure the site is simple and well organized from the user’s perspective.  Then it goes further into “giving people what they want”, when they want it and how they want it.  It also means spending time on statistics and testing out different things (check out

Achieve your Customer’s Goals, Forget Your Own

Your customers have their own goals when they are your site (forget about your site’s goals for a minute).  Once your site is organized from your site audience’s perspective, you need to set up analytic goals and track the “Goal Funnel” to see where visitors are falling off in trying to achieve THEIR goals.  Once see where they are dropping off, you can critically look and very likely see why.  Then you can fix it.

Now lets talk about your company’s and its site’s goals.  These are really just the goals of the site visitor.  If you achieve their goals, you will achieve yours.  (This needs to become your mantra.  Design it from your visitor’s perspective, give them what they want and help them achieve their objectives, you’ll profit from it, have faith).

Try User Testing

It is so easy these days to get user testing (See Get Tested) there is no excuse not to watch people trying to achieve their goals on your site on a regular basis.  This is the catalyst to website optimization because after watching your target audience trying and failing at core basic stuff, you will be compelled to do something about it.

Measure Progress

Your site needs “Core Metrics”. These are what you need to measure.  These metrics need to be from analytics, sales (or leads) figures, feedback data, and anything else that you could measure that would show that website optimization is working.

A Website Core Metrics Example

Website Optimization Summary

Give people what they want, do it from their perspective, make it easy and test test test. You likely have an SEO program.  Now you need a Website Optimization program.  They two have a lot in common.  Neither give immediate results, seem simple but are not, and require a strategy and lots of work.  There are there are website optimizing companies that provide such services, and even pair them with an SEO company.  I suggest getting  website optimization services before sending paid clicks at your site.  So many companies build something and leave it.  In reality, you can often get 100% better performance out of a page or navigational path through optimization.

User Testing Times, They are a Changing.

Website user testing is now cheap on a per user test basis.  Every website should undergo interface testing.  If you need user experience testing, and at a great price, read this review.

I have been recommending User Testing for years.  It used to take a lot of time, a lot of work, and be a royal pain in the butt .

That Was Then! When User Testing involved;

1. Convincing the Client of the value of User Testing.
2. Convincing the Client of the cost.
3. Convincing the Client’s boss of the value and cost.
4. Booking a User Testing Facility (Computer Lab or Training Room).
5. Recruiting other eMarketing Folks to Monitor.
6. Recruiting Target Audience
7. Developing handout materials
8. Conducting and Overseeing User Tests.
9. Keeping users focused on goals.
10. Compensating users.
11. Going home and kissing the kids goodnight.
12. Reviewing notes as interpreted by monitors.

There is a lot of pain in there. 1st, finding the right audience and getting them to actually show up is always a challenge.  The part I hated the most was the time of day user tests were held, since most users groups are held after work to allow for people’s schedules.  Well, that was then.

This is now! When all you need to do is;

1. Developer a User Testing Brief (Demographics, Goals)
2. Submit new user testing session to UserTesting.com
3. Review Videos.  See User Testing Example Here .

That’s it!

UserTesting.com

UserTesting.com is simple and effective. No, I am not being compensated in any way here, they don’t even have an affiliate program (although I would love to set up an affiliate strategy and program for them!).  They are the real thing.  A service that makes a difference.  Refreshing really.

How it works – Tell them what you want users to try and do, making sure your target demographic is clear.  Typically it takes about 3 days to get the 10 user testers I want, as opposed to about 7 business days for setting up a User Test.  It also costs $30/user test (see coupon below) as opposed to about $150/user test the old way (My client’s costs have been cut in half as a result).

Here is a screenshot of my account , the test you see are for a client of mine (sorry I had to blur out their name etc for confidentially reasons) that really needed to improve their website. In fact, it was completely insane to throw paid traffic at their site, which they were to the tune of $6K/month, with the site in its current condition. In order for me to illustrate how much their eCommerce site needed a major revision (I don’t believe in redesigns, but that is another post), I conducted a simple 10 user test session with UserTesting.com.

After watching bit of 3 tests, the company stakeholder through up his hands and said “WE SUCK”.

Here is what I suggest , get user testing for your site right away.  Start with 3 Tests just to get a feel for it and identify the big issues.  I even have a coupon making it $19/user instead of $30/user (if you use it before the end of May).

Get excited, your about to make discover you site’s biggest issues.

By the way , the service I use is www.UserTesting.com , and to my knowledge they are the only such service.

Coupon

Here is the coupon , good till the end of May, 2009.  Enjoy!

People Don’t Read Your Website… They Scan it.

Make it Easy to Scan your Information, and They’ll consume it.

Anyone writing copy for web needs to understand how to write web copy. The reason is that copy writing for the web determines how and what of what your write actually gets read.  If you write to have your copy scanned, then you are writing good web copy!

Headlines

A page’s headline needs to interrupt and be relevant. It does not need to be descriptive, explain or introduce anything.  It just needs to stop people and get them to the Sub-Header.

Sub-Headers

A Sub-Header needs to engage a website visitor while expanding on the headline and its relevance to what the subject of the web content.

Image Captions

Following reading the headline and Sub-Header of a page, people will turn briefly to images and then read the image caption. This is why it is so important to write the best image captions possible, as this is what people are reading to determine if going further is going to be a waste of time or not.

Bullets

Write in bullet form;

• As much as possible.
• When appropriate.
• When a paragraph is going to be too large.
• When you want it read.

Paragraphs – short and start bold

Keep your paragraphs short.  I suggest 6 lines or less. It really helps to bold the first part of your paragraph (no more than 1/2 of it), and place the most “to the point” copy there.

Use your Colours

Use your website colours as the colours for your headline and Sub-Headers. You don’t have to use the exact colours, but doing this will help your copy stand out a little.

Calls to Action

Calls to Action (what you want people to click on to fill out a form, become a sale or go further in the sales or lead process) should not be copy unless it is also accompanied with button that repeats or expands on the text link.

Perfect Example

Just look at those image captions! This comes from www.eightbyeight.com , the website of an excellent eCommerce optimization company.  I have met Amy Africa who is a partner at Eight by Eight and knew I would fine the best practices she and I both advocate.

I hope this helps!

Lets step back from the site objectives and underlying need for business profit for a minute.  Lets talk about website architecture design and how to structure information in a way that it will get found and consumed by its intended audience.

Internal Perspective vs. Customer Perspective

For a lot of years (and still today), web professionals and website owners have organized websites as they saw their business , that is from their Internal Perspective .  For those same # of years, months, days and hours, visitors to those sites have had trouble finding what they were looking for.  This is because customers were looking for information from their external Customer Perspective .

So, website information architecture is often ignored or undervalued. Why does it matter?  Well, lets step ahead again. When it comes to the way information is organized, which perspective, Internal or Customer, do you think ultimately leads to achieving more site objectives and more profit?  I’ll give you a wild guess.

The problem with organizing information from an Internal perspective, or what a business feels is the  “logical” organization of the business they know so well , is that customers don’t know the business that way. Customers only know their needs, and at the end of the day, they won’t put much effort into learning more than that, they’ll just leave the site.

9 /10 People Search Out Of Frustration, Not Interest.

Nine out of Ten people will not search until they have failed trying to navigate a site and have failed to find what they’re looking for.  Therefore, search can be viewed as an indicator of customer frustration, more so than customer interest.

The top search results for a site are far more likely terms of things that can’t be found, not popular terms. I had to be responsible for leads worth a million dollars each month before I drove to the bottom of that fact!  In the end, after reorganizing the site with the theory I advocate in this post, the search results really were for the most popular items, as the 1 in 10 people who searched as a preference rose to the top.  But this only happened after the majority of users found what they wanted, they way they wanted (site navigation).

The result :  The company expanded the sales force.

Streaming Visitors, The Best Architecture For Websites

A website needs to present content from the user’s perspective, then offer complete clarity how to get to the information they seek. The problem is, most sites have more than one type of audience and each audience likely has more than one perspective. This is a lot to handle on a site, in particular  while designing a website homepage .

So how to you organize a site to handle multiple audiences with multiple perspectives.  Enter Streaming.

Most sites have these 3 Streams.

1. Audience
2. Products & Services
3. Markets

Audience Streaming

If you know that your site has 3 types of visitors, you can “call out” each type of audience and lead them to what they are interested in. It is important to determine your Primary audience.  They may not represent the most visits, but should represent either your greatest revenue stream or opportunity.

Products & Service Streaming

Lead people by the product categories and product types they are interested in . This approach works great for product everyone knows, but if your customers are not REALLY familiar with your product and service offerings, then they are not going to know how to get to what they want, or even what they want.  Product & Service categories are most often a useful way to present information on a site for some customers, so by all means offer it, but don’t organize your entire site around it.

In some cases, when the product is unfamiliar to customers, but the products are key to organizing content, it makes sense to lead the product stream through a wizard to help users figure out what they need.

Markets Streaming

If your company’s audience or products and services span across markets, you need to lead people by the market they consider themselves to be in.  Lets say you were a cleaning contract company.  You could span the corporations, schools, hospitals, small business etc etc.  Each market you service could have specific preferences (i.e. Government wants cleaners with security clearance).  By streaming by market, you get to present your “pitch” to each market individually, so they know everything you have to offer them.

Navigation & Destination Pages

There are only two types of web pages when it is all said and done.  They are;

1. Navigation Pages
2. Destination Pages

Navigation Pages

Navigation pages are used to get people to where they want to go.  Their purpose is offer information needed to make the decision on where to go next, then offer them a clear path in the direction they need to go.  If you have good navigation pages, your search statistics will go down, the need to search will go down.

The thing most people don’t realize is that people on a mission don’t pay attention to anything except what they are after. Therefore, trying to promote something on these pages is useless, in fact it is a waste of time for you and your customers. Promote and offer “Next Steps” with relevance on the Destination pages AFTER people have found what they are looking for.

Destination Pages

Destination Pages are the final page on the user’s “quest” for information.  These pages are focused on providing the information on the product, service, topic or solution that customer has come to your site in search of.  This is where you deliver what the site visitor needs and organize it from their perspective. This way, they understand it and take the action both you and they want to take.

Destination pages need to “hit the spot” everytime. There is a good chance you will have to have more than one destination page for one product or solution.  This could be due to different audiences wanting the same product or different markets wanting the same solution.  What ever the case, Destination Pages need to speak directly to the people reading it.

Once your site visitors are satisfied , you can lead them to a “next step”, “promotion” or some other “call to action” you want them to take, and more importantly, an action you think they will want to take at that point as well. Keep the offers relevant!

Summary

So by now I hope your understand the need of stream and how they affect your site Architecture.  Handling multiple streams throughout a site, and perhaps resolving each into Destination pages that drive leads and builds your business, requires a lot of thought and planning.  Don’t just spend 20 minutes on a white board with a catalogue and your product manager (pssss, get sales and customer service in there).

I hope this help you think about how others are viewing and using your website, and helps you organize you site better.

…and remember, you can do this!

A business today has a lot of options in building a website site, and they all cost less, and do more than they did just a few years ago.  If you have not figured out how to put together and host your own site in the last 3 months, then this article is for you.

I should mention that we are about to cover the best way to make a non-eCommerce website for a typical small business today.  If you plan to sell online, or have "special" needs like advanced catalogues, than this is not the best solution for you.  This is the solution for a company that need to create a good website that they can administer themselves and they don’t want another SBA loan to get it.

The solution is simple, complete and cheap compared to building a custom site.

First I want to make sure everyone understands.  A small business today does not need a custom site built for them.  Having web design done is a great idea, and we’ll cover that, but having a web developer do more than "connect the dots" for you today is likely unnecessary.

Introducing WordPress 2.7

You might have heard of WordPress .  It traditionally has been Blogging software, and still does a fantastic job at it.  But recently, and especially since the January release of version 2.7, it is highly regarded as a tool for small business website content management.  Basically, this changes everything .  You can now have a site set up quickly that allows you to manage it yourself, and oh yeah, its free.

If you are not a tech savvy person, you will still need one to create your site, but it will take a 1/2 hour to set up and another 1 or 2 to configure, so not a big deal.

Getting Started

Let’s get started with the Step-By-Step run down of how to create an awesome Small Business website for 10% of what it would have cost to get the same thing 4 years ago.

1. Register a Domain. There are lots of domain registrars.  For the sake of keeping it simple, I suggest registering the domain with your hosting company.  The two hosts I recommend below include a domain in your hosting costs anyways so you can relax there.
2. Find a Web Host – This site will need to be hosted somewhere, and since we are talking about having a WordPress CMS, you will have to select a web host that can host WordPress installations.   I can recommend the two web hosts I use, Start Logic (for beginners) and Dream Host (for the techies).  Just sign up for the basic hosting packs and keep your log-in handy, if your not technical, you’ll need to share it with the resource who assembles your site.
3. Get the Site Designed – The best way to do this is covered in Crowdsourcing Web Design .  Just make sure you specify the site will be a WordPress Blog.  It will save you additional money if you can find a free theme that you like.  It takes some searching, but if you find a free theme, than you really just need a header image to be designed.  The place to start is 413 best free WordPress themes of 2008 from Elite Freelancing.
4. Get the Site Configured - Notice I did not say developed?  Basically you will need WordPress installed at your host.  That takes 15 min.  You’ll need to find a developer that is familiar with WordPress as well. If you have a developer who does not work with WordPress (yet), find a new one.  After WordPress is installed, instruct the developer to install the theme you have selected and to configure the site according to how you want it (you will have to have decided the layout of your site first).  The theme will take 5 minutes to install.  Configuration of the site (so the pages you need to work with are there) will take about an hour if routine.
5. Create Content – This is adding copy and images to your page.  The theme you use should keep the site nice and clean for you.  If you don’t like something about the look of the site after you start adding content, enlist a developer to "tweek" the site to your liking.

That’s the nutshell.

I believe this would suit about 90% of "brick & Mortor" small business website needs .  If you need more for your website solution, the next "step up" is Joomla .  If you need to get really serious content management, you will want to look at Drupal .  Anything more serious than that will involve custom development (if you go that route, stay with development within a couple of time zones of where you are, trust me, Newfoundland is about as offshore as you want to get for web development).

I hope that helps.  This is not "Secret Stuff", in fact, once you start digging, you will see there is a complete WordPress world out there ready to make your web world an easier one.

This article is for any Local, Niche or Small Business that is looking for the best online advertising , or wants to learn about the online advertising market (i.e. online banner advertising ). If you are looking to start an online advertising campaign and want to post online ads on an online advertising network , then this article is meant for you. We’ll show you how to place ads online and make the most of your efforts.

Banner Ad Networks

When you see a graphic ad on a site, that ad is probably coming from an ad network that sites use to place advertising on their site. For example, you can see the two small square ads to the right of this, where the sponsors of this Blog show their ads. In my case, I use a popular and effective ad network for blogs called Performancing Ads .

Let’s say you are a local business selling "Guy Stuff". You would want to place ads on sites where the audience is men. You could start by signing up for some ad networks like the ones listed below, and look for sites that match your audience well. Think about who your BEST customers are, then troll for sites that you think would appeal to them. If you see a site on an ad network you think is a match, go to Quantcast.com and see if the demographics for the site are what you expect.

Here is one site you might want to advertise on, and look a great ad spot.

Lucky for you this ad is served my an ad network that allows local targeting, so you can serve your own ad where you see the ad for the BBQ Grill.

Creating an Ad

Prior to placing ads of course, you have to have the ads created, and perhaps a landing page created. To have the best ad possible created, read the post Crowdsourcing Web Design , and to create the best landing page for the ad, see Nail a Niche with Landing Pages.

Before you assign any ad creation work , you’ll need to have a well defined vision of what you will be advertising.  You will also want to make sure the locations you have decided to advertise in warrant the cost of developing an Ad.   I would consider being able to get a minimum of 1000 impressions of your ad each day before considering creating a new ad.

Effective Banner Sizes

When you create ads, you want to make sure you create them in the most common and effective styles.  If you find a great site to place an ad on, but don’t have your ad in the size they offer, then you are going to miss out or have additional work in managing the creation of a new ad.  Here are the most common ad sizes, with "effectiveness" in mind (I did not include some common sizes like regular skycraper because they are normally not effective enough to warrant the time and expense of running).

Here are the sizes I see as being the most effective at the time of writing this article , ranked in the order of effectiveness.

#6 is the 728 x 90 – Leaderboard which was too large to show on this page.

Effective Ad Locations

Here is a great Ad Placement Chart from Google . Here the darker the Ad, the more likely it is to convert. Don’t get hung up on the ad size, but rather focus on the location, as the ad size could vary.

Anatomy of an Ad

1. Colour Scheme – Blend in with Light Backgrounds, Stand out (contrast) with Dark Background.
2. Logo/Brand – If you have a known brand, brand it.  If not, don’t take up the space.
3. Headline – Should "interrupt" the reader and get their attention.
4. Image
5. Image Caption – Will be the most read part of the ad, must inform and intrigue.
6. Call to Action – Needs to be clear.

Ad Tips

1. Don’t auto-start audio.  If you have audio in an ad, make the user choice to hear it.
2. Sell an Offer, not a Product – Instead of Free Shipping, why not pay them for shipping.  Negative Shipping is an offer!
3. Don’t have anything blinking – it just annoys people.
4. Call to Action should stand out.
5. When trying to blend an ad into a site, don’t give the ad a border.
6. Use Animation if appropriate
7. Stay away from Red.
8. Use the word "Free" if appropriate.
9. Use a short message.
10. Direct Traffic to a custom landing page for that offer/ad.
11. Change out banners often to stop people from getting used to them.

Online Advertising Terms

Channel – The type of sites you want to target. i.e. Automotive.
CPI – The Cost-Per-Interstitial ad, which is an advertising page that is inserted in the site navigation flow like TV commercials.
CPV – Cost Per View
CPM – Cost Per 1000 Impressions.

Ad Networks

Once you have concluded your contest, and have the banners created. You are ready to return to the ad networks and sites you have decided to target.

• AdReady.com – Pre-Made Interactive Ads.  Easy for Small Business to get started.
• Clicksor.com – Friendly, helpful and affordable.  Good targeting.
• MyADMarket.com - Great Tutorials. Good place to start learning.  Great for targeting.
• AdOnion.com – Great for teenager audience, especially boys
• Project Wonderful.com – Targets niche BLOGs & sites with modest traffic.  Inexpensive.
• Tribalfusion.com – Place ads on Niche Sites.
• Advertising.com – For more experience Marketers.
• Doubleclick.com – Higher End Ad Network.  A Place to "graduate to".

Example

Here an an example of a well done banner ad. This is an up-and-coming online T-Shirt company called MyTShirtCompany.com doing a great job with Online Advertising. Notice the choice of Banner Ad, and how well the ad blends into the current site. I am sure this company is experimenting with placement, and their choice of advertising on a job search site is more of a test than a strategic placement. Who knows, it might just work well!

Its also nice to see the website system that drives this site (A project I directed) being used so well. I recently wrote an Internet Marketing Manual for the Application Service Provider (ASP) of this system with much the same information in it as in this post, so it appears my advice is being taken already and applied quite well.

Part of the Mix

I hope this helps businesses start or improve their online advertising.  Now is a great time to be into Ads as the economy has lead to lowering costs and less competition, while at the same time, the ad networks have released better targeting, especially for local ads.

Just remember, this needs to part of your online advertising mix.  For a word on that topic, visit
Banner Advertising Is But One Small Component Of Digital Marketing from Twist Image who is indexed as part of our eMarketing Search Engine as a great place to find Internet Marketing information.

Purpose of a Website Homepage.

If more than 12% of the visitors to your homepage leave right away, you may need to read a bit more. We’ll show you how to make your new homepage, or change your homepage, depending what stage you are at.  This is not technical, this is what your need to do as a business, then hand off to who every is “technically” taking care of your site, if not you.

A homepage isn’t what it used to be.  It used to be the single entry point for a website, a place where you dazzled all visitors with what your business and mission was.  Well, that was the 90′s if ever at all.

A good homepage is a popular entry point, and likely the place most visitors arrive.  In fact, it may be just the way you imagine it, or it could be far more people enter from sources like search engines and other sites to the places on your site where they actually want to go.  It could be that they have bookmarked another page on your site, or even published that bookmark on social sharing servies like Digg.com , StumbleUpon.com or Del.ico.us.

Regardless of how people enter into your site, your homepage is the convention for visitors to orient themselves to your business, and navigate to where they want to go.  This means that your site is one part sitemap, and one part branding message.

Site Transparency

A homepage needs to offer transparency to a site.  A site visitor, regardless of how they enter a site, should be able to arrive at the homepage an know 3 things.

1. Who are you.
2. What do you do.
3. What does it mean for them.

Site Transparency also means visitors should know what is on the inside of a site, by looking at its homepage.  Is your website transparent from the homepage?  Let’s talk about how to get it there.

Other Must Have’s

1. Hours of Operation
2. How to Contact the Business
3. Steams into site (See below).

“Streaming” Visitors

Not all visitors are the same.  Your site likely serves more than one audience.  Your homepage design needs to handle each audience in a clear concise fashion.  Each audience needs to know where to go, and what areas of your site are useful and intended for them.

Consider the Best First

Every page needs a primary audience.  If you are a new business, when you create the homepage, design it for your ideal customer.  If your business is established, the homepage should be designed for your best customer.  Other audiences your serve will have their place, ut you don’t want to risk the experience of the audience that brings in 60% of your business revenue for the audience that brings in 15% either.

Local Businesses

If your business’ clientele is locally based, than your website homepage needs to have certain information on it.  You should have the following on your homepage;

1. The area your serve
2. Address (include street, city, postal code & neighbourhood if applicable).
3. Location Map (cross roads version will suffice)
4. Phone #
5. eMail

For a local business, this information should be available on on EVERY page, not just the homepage. This is why I suggest placing it in the top right of the header. It is easily placed on every page, but is also quite visible do to the way people scan a page (top to the right 1st). There might be a bit of “banner blindness” to this position, but when someone is looking for something on a site, they most ofter return to the top right of the page.

Here is a local business I love . They make organic ice cream, serve fair trade coffee and have a great environment. But the one issue I have with their website is that when I went there to get their phone # so I could book a meeting in their back room, I could not find it. To make it worse, my meeting was with people who have never been and they might need a map on the site to get to this popular meeting place. In the case of the Red Trolley, they are on 32nd street, but not the more popular part of it. In fact, 32nd street is broken up buy a couple of streets and park area, meaning it is hard to get from the more know part of 32nd street to the now “emerging” part of 32nd street they are at.

This business obviously needs a map, and it needs to be prominent with their phone number.

If I were to “tweak” the site, I would use the area in yellow to provide a map with the crossroads defined well, along with the phone # and physical address. I would also try to get “Open Hours” in there too. I might even through up a link to map it with Google Maps and “pop-up” a layer with the map. The other page elements this would displace could easily go to other areas once the top navigation was tweaked with “About Us” and “Faces of the Red Trolley” being combined”, “Giving” could move into “About Us” as well. This would free up the best navigation spots for “Parties & Meetings” which could move to the left with About Us and a “Menu” area, standard in this industry.

Might Have’s

1. Special Promotions – If so, make it clear which of audiences it is for to avoid confusing the others.
2. Newsletter/eMail sign up – See the Quadrant below to see where to put this. hint:You want them to do this.
3. Most common tasks or popular pages.
4. Search – 9 out of 10 people will try to navigate from the homepage.  If you have heavy search usage than you likely have a poor homepage.
5. News – If you really have to, remember this is most likely you wanting visitors to know your news, not vice versa.  Consider of a link to news instead.
6. Trust or Policy Info – Letting them know you ship UPS or have Verisign Security on purchases is great, but not pressing information.

User Experience – Give ‘em What They Want.

Your website, especially your homepage will be more successful the more you organize information from the perspective of your site visitors.  Basically, you give people what they want before you try to present them with what you want them to know or do.  We call this user centric design, and it is important to remember who the site is really for.

Homepage Quadrant Guide – Put it in its Place

Here is a guide to use when you are organizing the content mentioned above and anything else you might have. Each quatrant (area) of the page is representative of a web page.  i.e. If user often go to an online tool, then place that in the top right quadrant.

Using this Quadrant as a tool to organize your Homepage, will ensure you are presenting your business from your customer’s perspective, not yours.  It is also great for any page, but works great with home, product and service page.

Quadrant Breakdown

Top Left – This is the information your site visitors want the most. This is what they want to KNOW. This is not the place to place specials unless you 1st “satisfy” your visitors questions about what you do and what it means to them.

Top Right – This is where to place the things your site visitors want to do. This is not an area to sell. It might be a good area for search, but only if that is what your customer WANTS to do. Offering quick links to the most popular areas of your site would work well here. If you take orders by phone, put it here.

Bottom Left – Here is where you should tell them what you want them to know. Additional services your offer, your specials, charities you support etc.

Bottom Right – This is where you offer thing you want them to do, like sign up for that workshop you offer, or sign up for your newsletter (unless your site is so great that is what they want to do, which is rare).

Summary

What you read is more than a philosophy of page design. It is based on best practices, common sense, experience and long term strategy. If you organize your homepage as suggested, covering the key points mentioned here, your homepage will be what is supposed to be, and what your customers need. I suggest finding out your current “bounce rate”, the % of people immediately leaving your homepage, and compare it after you reorganize your page. If is not cut in half, I would be surprised.

If you have a homepage you would like to have feedback on, please leave a comment and I will take a look it and give my two sense, as will (I hope) other readers.

What is a Landing Page?

A Landing Page is the 1st page you intend a site visitor to see 1st.  With search engines indexing every page of your site, any page can be a landing page, so each page has to be designed with that in mind. For our purposes, a Landing Page is a page designed as an entry point into a website.  We all know that the Homepage is one of these, but it can’t be everything to everyone.  No, really.   It can’t!

Why Does a Niche Need a Landing Page?

Your Niche product or service needs a Landing Page so you don’t lose business. 80% of business websites receive adequate traffic, but few handle the traffic very well.  This leads most businesses to believe they need more traffic, ironically to just lose more business.  What most businesses need to do is stop focusing on getting prospective customers to their site, and start focusing on getting real customers through the site.  You can focus on increasing traffic after your site is optimized, and biggest factor in optimizing for converting customers online is Landing Page Design.

Toddler Syndrome – To get visitors through your Niche website, you need to keep them FOCUSED.  That means lessening distractions like navigation.  Think of the visitor as a 2 year old.  They want what they want, when they want it, how they want it, and they want it now!  That is an online visitor’s mentality, and this is what Landing Pages are designed to do.

Keep the Promise.

Website success often boils down to keeping promises.  If you tell a customer that there is a sales rack at the back of your store, it better be there right?  Same with online.  Lets break down the typical Internet Marketing “Promise”.

Offline or Online Ad –> Website –> Form or Shopping Cart .

Simple enough right.  Now think of each stage as a promise.  When a customer finds you online via a search engine, the customer is being promised you have what they searched for, especially if it is a paid result.  They expect to see what they are looking for right away, and expect all the information they need will be one the page the result link takes them to (or else they would not have clicked it). Today’s Internet users additionally wants the information they are expecting to be well laid out for them and from their perspective.

This is why you don’t send everyone to the homepage (unless your niche is so narrow, you only sell one product).   Homepage are meant to offer transparency to an entire site, for information and navigation purposes.  Homepages are not meant to handle a site visitor on a mission, with the attention of a… well, toddler.  When it comes to visitors expecting information on SOMETHING, having information on EVERYTHING is going to confuse , delay and frustrate them, all of which means they leave (bounce) right away.

Keep ‘em Focused

A landing page is about one topic, and has one obvious way to navigate, that is towards the “objective” you set.  For a niche product or service, you need to lay out a landing page that provides all the information a customer wants, and in a way they they are willing to consume it. Here is an excellent Landing Page “Wireframe”  This layout has excellent psychology, and keeps the user focused well on what they want.

Tell The Web Designer

Before you engage a web designer to create a Landing Page for your Niche, you need to determine a few things;

• The Landing Page’s business objective (There should really be only one)
• The copy and content for the page.
• The Branding for the Page (if it will help with the sale, use your website header, if it doesn’t, don’t)

The free Landing Page design wireframe shown below is a “how to” of how to approach laying out a Landing Page.  Don’t worry about images and making it look good yet, that happens at a later phase with a designer (see Crowdsourcing Web Design )

Download the wireframe shown above in PowerPoint or OpenOffice Impress .

Once you have a final draft of the above wireframe, take this to your Webdesigner so he can create the web page, add images and complete the look and feel, making it consistent with the rest of your site (if they don’t do this, get a new web designer ).

You have 5 Seconds

Online vistors SCAN.  Write your landing page for scanning, not reading.  Within 5 seconds a Landing Page visitor knows if they are going to stay.  keep it simple and relevant.

Embrace the Space

White space can be used to bring emphasis to areas of a page you want a visitor to have their attention focused on.  Make sure your page does not look crowded, especially around your form or call to action button.

Always Be Relevant

A Landing Page needs to be extremely relevant to the visitor, especially the headline. For example, if you have products for women and men create a separate Landing Page for each sex. You need to be as targeted as possible, even if that means having dozens of landing pages. If you do search engine marketing, you more likely need to create landing pages at the Ad Group level, not the Campaign level.

Sell the Offer

Landing Pages promote offers, not products. You don’t need product details, company information or more about your services. You just need to confirm that they are on the right track, get them excited about it, and give them a clear path to go down.

Lose the Navigation

A Landing page needs to be without Top and Sidebar navigation. You want to keep them focused. You can have footer navigation which tells the user the page is part of a greater site, a must for some and key to search engines, especially when evaluating the quality score that determines your cost per click, should be be doing paid search. You should also have your logo linked back to your site.

Image a Better Life

Images can help or hurt. A fantastic image can lure people away from your objective. Imagine using a celebrity wearing your type of product only to have people leave in pursuit of more information about that celebrity. You images need to promise a better life if they purchase from you, leave it at that.

Also, the image needs a caption These captions are more likely to be read more than any other text on the landing page.

Write for Scanning

Writing Copy online is a bit of an art. Here is a basic formula to follow;

• Headlines are to capture attention.
• Bylines (Secondary Headline) are to expand on the Headline, fitting in what you could not say with a Headline alone).
• Write in point form as much as possible, and keep each point short
• The 1st few words of each point should be focused on selling the offer, and be in bold.
• Use Video when you can, and keep it short

Test with Constraint

I spend far more time testing what I have, then making more new stuff. That is because time spent testing pays off more than time creating new online content.

Test the following (Ordered by importance).

• Headline
• Image Captions
• Call to Action Button or Form
• Graphical elements.

Test one thing at a time, its the only way you will really know what caused improvement or damage. Also, don’t stop a test till you can be sure the results have meaning.

Make a Template

If you are going to have several, even dozens of Landing Pages, don’t pay a Web Designer for each one. Have the first one created as a template, where text and images are easily swapped out. Make this need clear to your web designer.

No Example?

We debated for a while on including some examples of the Landing Page wireframe discussed here and in the end concluded that people would just copy the pages and end up with what they saw, not what they need.

Work with your web designer and this wireframe to get something for your business niche. If you are looking at paying more than $500 for the Landing Page Design, I highly suggest looking at crowdsourcing the web design instead.

I have every confidence if you present a good set of requirements, and ask for the wireframe to be followed above (plus your site’s footer links, and header if appropriate), you will end up with an extremely strong Landing Page, ready for testing to further capitalize on it.

If you’d like to know more on the subject of Landing Pages, check out the excellent Blog Unbounce

Crowdsourcing Web Design Changes Everything

It used to be that designing for a site meant selecting a web designer and being limited to the talents, ideas and inspiration of that web designer. Then came crowdsourcing . According to Wikipedia.com , crowdsourcing is taking a task traditionally performed by an employee or contractor, and outsourcing it to an undefined, generally large group of people or community in the form of an “open call”.

This works great for web design! You can also use it for Logos, Stationary, and even T-Shirt designs!

Before you start Crowdsourcing Web Design

1. Decide which design crowdsourcing site to use. The choices right now are 99Designs.com or CrowdSpring.com . Browse through each site, checkout the categories you will be listing in and see where you think you can get the best value for what you are looking to get.
2. Be ready to go public. This is a public process. 99Designs.com allows you to set up a private contest, but it costs more. Ask yourself if your competitors really have nothing better to do than find your contest, and if they don’t, will they actually do anything about it after they see it?
3. Have a clear vision of what you want your design to convey. You should also be clear the objective of what online presence. The key here is for you to be clear on what you what to convey through the design.
4. Make sure you have the time to write a good design brief. The design crowdsourcing site you use will walk you through this, you just need to make sure you take the time to fill it out thoroughly. Remember, designers will only give you what they think you want, so that is what you need to communicate to them. If you have a Marketing Summary already, use it!
5. Research how much you should spend. Take a look at contests similar to the one you will be creating. How much are they offering to the designer. You will notice that the greater the reward, the better the contest entries. This is already the “cheap” way to go, don’t be cheaper!
6. Know there will be additional “middle man” charges of around 20% on top of what your set the contest for. You need to factor this cost in when you set the amount the design contest winner receives.

Create a Design Contest

Now let’s walk through the design crowdsourcing process I used to get the eMarketing Matador web logo and header image you see in the header area of this site. For just over $200, I got 7 very talented designers to submit 27 designs, and compete to win the design contest.

In this case, for the logo/header contest, I used 99Designs.com . At the time, I was more impressed with the logo/header designs I saw on 99Designs.com , and they appeared to be going for about $50 cheaper.

In submitting my contest, I did not select a lot of the options available, which all cost extra. Some of these make sense, such as promoting the contest in the forum area of the site, especially if you are in a hurry and want the attention of the best talent. For me, I give the design period about 5 days, ensuring me time to work with the designers through feedback etc. You can also highlight the contest etc and make it stand out. All these things might work, but how much more than just throwing the additional costs into the contest reward is debatable. I personally would rather see the extra money go to the Designer.

Here is my Design Brief for the eMarketing Matador Web Logo/Header

In the Design Brief , there was 4 key points I wanted to make;

#1 – I gave the address of the site so they could see where the logo/header image would live.

#2 – I “sweetened” the pot by offering to recognize the designer and link to their site. You can see this in the footer of this site.

#3 – I wanted the design or part of it, to have good icon appeal. If you look at the address bar, you will see the icon for this site.

#4 – I pre-paid the prize money. This showed I was serious and that someone was going to win.

Once published, a Design Brief looks like this to prospective designers

You can see that the summary is just that. I used it to give the basic and vital information, as well as provide the incentive related information of what I was going to do above and beyond just the contest.

Below are the different entries I received.

You can see I got a lot of variety to select from. It is amazing what 7 different designers will come up. Each has their own style and interpretation of your design brief. This is where crowdsourcing design excels. With a single designer, you get one set of “vision” and “talent”. A single designer also does not have brainstorming access with other designers trying to achieve the same task. Let one talented designer see anothers work, and the clients feedback to that work, the quality and direction of their own work will end up being more targeted and what you want. This is where you win!

Tips to Getting the Best out of Design Crowdsourcing

1. Give Timely Feedback – I try to check my contests at least twice a day and provide feedback for each design. I rate the ones I don’t like and the ones I do like, I let them know. If I see something with potential, or going in a direction I like, I let the designers in the contest know so they can all go down the right path together. Design feedback is crucial.
2. Get a good start – If you don’t see at least 5 designs submitted after a couple of days, review other contests and see what the bids are there. You might need increase your bid a bit. For this contest, I raised the bid by $20 once and saw better results after.
3. Build a relationships – If you see someone with talent, keep in touch. You may want to go direct to them in the future, cutting out the competition and middle man. Going direct to the designer will easily cut costs by 2/3′s. Worse case, you can let the designers know of your next competition and have them “raise the bar” a bit.

The Winner

In the end, the winner of the contest was UaLz, a university senior taking time out of studying for finals to made some much needed money to pay rent etc. If you’d like to use him, his email address is

To visit the contest I hosted for the eMarketing Matador logo/header image, simply visit 99designs.com here.

Related Article on Landing Pages

I recently wrote a post on Landing Pages, which are perfect for Crowdsourcing. One page, simple goal. Its a good place to start!

Listen to Seth

I’m a big Seth Godin fan. He’s a great Marketing author, blogger and Entrepreneur. He wrote an article “How to live happily with a great designer” that captures the essence of working with a designer, web or not, crowdsourcing or not. I recommend reading it before working on any Web Design Brief to any Web Designer.

Remember: You can do this!