Welcome to today’s episode of The Agency Accelerator Podcast.
It drives me crazy that so many websites fail to truly serve their audience, so much so that I decided to record a episode of the podcast on this topic.
I recently posted on LinkedIn about this and it generated lots of opinion including some conflicting viewpoints to my own which I always love and show that this is an important topic.
If you follow my podcast or regularly read these emails you will know I am a big fan of making your website the “centre of your marketing and business development universe” and that means all of the various biz dev activities, such as email marketing and social media, should drive traffic to your website and then when the reader gets there, it should be really clear about the action you want them to take next. It also means making your website more than just 'brochureware'.
Yet most websites fail to do this.....
Instead, so many marketing agencies pay little attention to their website but rather make it look the same as their competition following the same old designs. For example, they start off by saying how great THEY are & what THEY can do for YOU!
This is a typical website header (taken from a random agency website I found on Google):
'We’re a creative design consultancy. For fifteen years we’ve been creating and redefining brands, helping our clients stand out and be more successful'
Let's explore what is wrong with this:
1. Your website should very quickly demonstrate who it is aimed at & show that you understand your audience so that it motivates the viewer to want to read on. So talking about what you do at this stage, is completely wrong! And this headline gives no clue as to who they help.
2. If your website is full of 'We' then you need to change your language to make it about YOUR CUSTOMER, not YOU (at least at first).
3. The “above the fold real estate” of your website is super valuable & you want to make it clear what you want your reader to do next. That usually means adding in a button to download something of value (e.g. an eBook, a top tips sheet or a tool) in return for their email address.
Bear in mind in this part of your website you want to show your customer that you really understand their pain points and then show how you can solve them. So for me, I might say on my website “Is your agency taking one step forward and one step back?” or “Are you frustrated that you can’t win a consistent flow of ideal clients?” or “Do you wish your staff would step up?” I know these are some of the key pain points and if a viewer were reading these and they fit my ideal target customer profile, then they would be inspired to read on because they would feel the website was talking directly to them!
4. Using a "subscribe to my mailing list/newsletter" or "contact us" link is a waste of time because people who don't know you will rarely jump to this stage of the sales process (and without being a mind-reader, I bet you get few enquiries/leads this way).
Remember you need to build KNOW-LIKE-TRUST before someone will buy from you.
5. Be clear what you want your website to be: If it’s just ‘brochureware’ then you're missing out on a great opportunity to use it as a lead generator.
As I said, there seems to be comfort in conformity, in that if you look like every other agency then it’s easy, safe and you are not rocking the boat.
But surely it would be better to buck the trend & look different, and that starts by showing your ideal target customer you really understand them and their pains (that your product or service can solve).
Subscribe & Review
Are you subscribed to my podcast yet? If you’re not, please do so to avoid missing out on any episodes!
I would be very grateful if you left me a review too as they will help other people to find my podcasts and it's also great to read your comments!
Thanks so much.