Define your buyer persona
A buyer persona is just a semi-fictional representation of your ideal customer base. This is based on your market research and real data about your existing customers. This will help you in not only identifying the target audience for your website, ads, or social media, but it can also help identify who are ideal people for your sales team to go after.
Make your content skimmable
News flash, searchers will not read all your copy. Crazy, I know! I bet you are skimming this right now, which just proves my point. You need to make it easy for people to scan or skim your content. Numbered and bulleted lists will help people digest your content. Add a few well-placed headlines, and you are well on your way to building a great page.
Be clear and succinct
You need to make it crystal clear what you do and even what you don’t do. A little transparency can go along way in actually building your credibility. Make sure you also describe the characteristics, parameters, or capabilities of what you can do.
I don’t want to use a GPS on your site
Your website should be easy to navigate and find the information people need. Nothing is worse than coming to a site and not finding the information you are looking for. Unless it is a landing page where you only want them to focus on the one call to action, make sure your navigation is prominent. I often tell clients that you won’t want to switch the gas and the brake on your car, what would you want to change where your navigation is?
Searchers want and need reviews and/or references in the form of social proof. It comes in many forms.
Here are a few impressive statistics about social proof:
- According to Voices.com, placing the logos of business customers on a company website can increase conversions by as much as 400%. I also refer to this as the NASCAR section.
- The average consumer reads ten online reviews before making a purchase decision.
- 57% of consumers will only buy or use a business service if it has at least a 4-star rating.
- 88% of consumers trust user reviews as much as personal recommendations.
Don’t Ghost Your Prospects
While ghosts may be ok at Haloween or a graveyard, the bottom line is they have no business being around your website. Just as they shouldn’t be around your website, you shouldn’t ghost a prospect. Be sure to promptly answer all inquiries and/or respond immediately with automated e-mails stating when you will follow up.
Keep The Vegas Strip In Vegas
The goal of your site is to attract prospects. If you have too much flash, sound, and fury, then you will alienate them before you even have a chance to convert them. While it might be nice to win a design award, that might not mean you win over visitors. Often less is more.
Too much detail
I will admit, I am passionate about what I do, and I tend to over-explain things. I have realized that, just like the design, less is often more. The 3,000-word blog post with 50 images may say what you need to say, but what will your prospect say about it? Will they wait for all the images to load? Can they find what they are looking for? Or would it be better to trim the fat and the number of images to better convey the message? Hint, its the latter!
It’s Not Hide And Seek
In other words, don’t hide the essential information from searchers. Make sure you present information in order of its importance. Make things clear and concise.
Your small business website can be your single best sales tool if you let it. You simply have to give it the attention it deserves.