Websites have changed. People have changed. Consumers run on information and websites are their fuel. They search. They learn. They search some more. Before they even talk to a sales rep, they’re 60% through the buying decision according to Gartner.
With buyers in the driver’s seat, what does that mean if you’re designing or upgrading your website? A lot. It means you’ve got to build a brand-focused, inbound marketing-friendly website, with all of the content your prospects are surfing for. So ask these 6 questions to make sure you’re capturing, converting, and cultivating customers.
1. WHO’S MY TARGET AUDIENCE?
It’s amazing how much we focus in on target audiences when we create brand strategies and marketing communications, yet seem to make a website more general to attract more people. It’s imperative to clearly define the prospects you want to attract because they’ll be interested in what you have to offer. Use buyer personas to really understand their mindsets, motivations, and pain points. That way, you can start creating pages, content, and offers that appeal specifically to them.
2. DOES MY WEBSITE REFLECT OUR BRAND?
Your website is the hub for all of your communications and the center of your brand experience. It’s the first place everyone goes to when they want information. So make sure it’s a sterling representation of your brand’s mission, vision, and values. And every page should reflect your positioning, purpose, brand story, brand face, and brand voice. This can be a difficult task if you’re struggling with your brand. But it’s all in a day’s work if your brand is fully defined and well articulated.
3. ARE MY PAGES BUILT FOR THE BUYER JOURNEY?
People don’t buy right away so they certainly don’t want to be sold right away. It’s a process—of turning browsers into visitors into leads into customers into brand ambassadors. That means you need to develop a variety of content that’s right for each step of the buyer journey. Someone looking for information doesn’t want “BUY NOW!” shoved in their face. They want information that is useful in their decision process, stuff that helps them learn why there is a need for your product or service. The right content, from e-books to whitepapers to webinars, nurtures your prospect through the buyer journey.
4. IS MY SEO REALLY O?
Optimizing your SEO doesn’t start with search words. It starts with the right content. Like meaningful pages that appeal to your buyer persona. Pages filled with meaningful information. After you’ve got that, you can optimize your copy, page URLs, page titles and meta descriptions with keywords based on what they’re looking for. Think about what prospects going through the buyer journey would use for real-world search terms – the kind of stuff they type into a Google search window. That’s how you optimize your SEO for real people, not search engines.
5. IS MY NAVIGATION IDIOT-PROOF?
People aren’t stupid, but navigation sure can be. Think about it, you go through all the trouble to get your website on the first page of a Google search, only to lose your prospect in your maze of menus and drop downs. They’ll drop out and go right back to Google. So make sure your prospects can get to where they want to go with the least number of clicks.
6. IS MY WEBSITE MOBILE FRIENDLY?
It’s absolutely mandatory that your website has a responsive design that looks awesome on a desktop, laptop, tablet, and smartphone. Why? Because your prospects are mobile. In fact, according to a recent study, roughly 56% of consumer traffic to the leading US websites is now from mobile devices. And all of those people want websites that are easy to view and understand.
Meaningful branding and compelling information is the way into the hearts and minds of your prospects. And your website is your digital hub for it all.
So make each page work hard—turning prospects into loyal brand advocates.