People frequently approach me asking why
their website's copywriting doesn't convert more sales. They're
nervous, and rightfully so. After all, who wants to be told
that their site needs a complete copywriting overhaul that
could cost them thousands of dollars?
Some of my clients are surprised when I
tell them that their copy can be drastically improved, not
by editing the words, but by changing elements of their
website design. In fact... many times, it's not the copy
that's the problem at all. Here's why.
When you're deep in the throes of web design,
it's easy to lose sight of the big picture - the message on
the page and where it's going to lead your customer next.
From a copywriting perspective, this can be frustrating. You've
got a firm grip on the powerful words that can mean huge sales
conversions. However, because of poor design elements, those
words are fighting with the graphics to be noticed... and
losing the battle.
Copy and design are meant to complement
each other and work together to make an impact. I'll give
you a quick example. Which do you think will attract more
attention - a headline that's typed in the same size text
and weight as your supporting paragraphs? Or one that is designed
in a slightly larger, bold, sans-serif block letter font?
What about placing a pleasing photo next to the headline and
introductory paragraph? These are design aspects for sure,
and yet their application can make a drastic difference in
your copy getting read and appreciated, instead of merely
glossed over on the way to more interesting places.
Below you'll find six elements of website
design that can dilute what would have been an otherwise powerful
message - and how to correct such issues.
1. Poor use of space.
Imagine you're a web surfer, arriving at
a company's website for the first time. It's unfamiliar territory.
Wouldn't you want an instant explanation of what this place
is and why you'd want to be here... without having to click,
scroll, squint and scan? And yet so many sites greet new arrivals
with mesmerizing yet pointless graphic elements; or worse,
blank space! It's like flinging your front door open to a
visitor and pelting them with handfuls of confetti... or worse,
ducking and hiding, so they're standing there puzzled, looking
at nobody. This is why most web marketing experts advise:
always put the most important information above the scroll,
starting at the very top.
Another crime that's frequently committed
by amateur designers: leaving "holes" or empty pockets
of space on the page. Mind you, I'm not suggesting that you
get rid of white space entirely. Websites are meant to be
designed like magazine pages - in columns. Each column should
be well-balanced with a combination of white space, graphic
and text elements. A good designer will know how to make the
best use of the available area without leaving the viewer
feeling claustrophobic and confused. It has a lot to do with
balance, symmetry, and proportion. The "feng shui"
of good web design, you could say.
If your web visitors are falling through
the "holes" left behind by an amateur designer,
you can have those weak spots patched and spackled without
having to part with major cash for a site redesign. Moving
items from here to there on an HTML-designed site can be a
fairly non-complicated process to someone who has sufficient
experience.
2. Clashing type treatments.
When you work alongside of knowledgeable
graphic designers, you frequently see something called font
families being used in corporate marketing materials. This
is where the designer chooses one font (two at the most),
and no more than two colors, for the basic type treatment.
Let's say the general color selection is
pink, and the font choice is something curvy like Trebuchet,
because you'll be marketing to a female audience. The designer
would then select a larger sized, deeper pink, and bolder
version of Trebuchet, to use for all headlines. Next, he might
design the subheadline font to be a mid-range shade of that
same pink, and perhaps italic to help differentiate from headlines.
Finally, he'd choose the normal weight of that same Trebuchet
font, let's say in gray, for body copy text that's easy to
read. If there were areas within the body copy that he'd want
to play up, maybe a pink to match the subhead, and a bold
treatment for emphasis. For a website, you'd then create style
sheets that allow you to quickly pre-select your chosen type
treatments each time you publish a new page of content. This
way, everything "matches" and follow the same format
consistently.
This overall type design strategy has the
effect of guiding the reader along from headline to headline,
subhead to subhead. It also encourages them to click the links,
which stand out. Unfortunately, many "lesser" designers
get a little over-eager and select too many fonts, colors,
styles. The reader finds himself overwhelmed and unable to
concentrate or absorb the information. The result is loss
of continuity, loss of interest... and loss of what would
have been a potential new customer.
If your site shouts its many messages in
multiple colors and loud fonts, it may be worth springing
for the addition of style sheets. For a large site with many
pages, the initial setup *may* rack up a decent bill. However,
once it's all in proper working order, you will be able to
make global design changes on a whim, in seconds. For example,
if you wanted to change every single headline in the entire
site to any color and style you'd like, you could do that
with virtually NO hassle... and then change them right back
to the original. With style sheets, you'll have much better
page rank with Google and it will be worth every penny of
your investment.
3. Over or under-use of bold or italics.
Any experienced web marketer will tell you
that bolded subtitles help to break up what's on the page
and offer multiple focal points that encourage the eyes to
continue traveling downward. But the idea of course, is to
be subtle. Many new web business owners tend to bold every
single word or line that they consider important. When eager
egos are involved, that can end up being more than half of
the words on the page, which is too much!
Try to limit the use of bold - apply to
headlines and subheads only. You can also bold or italicize
links and "a few important words," if you must.
Whatever you do, be tasteful about it. I've found with my
own marketing that too-bold, too-big and too-bright adds "visual
noise" which can be a real turnoff to your readers. If
you can get a copywriter or VA who knows how to open web pages,
make small changes, and republish in HTML, you've got maybe
a couple hours' of low-cost labor ahead of you, and that's
it.
4. Absence of graphic memory triggers.
The world of graphic design may have an
official name for what I'm about to describe. I call it a
"graphic memory trigger" for lack of a better term.
This is when you take a call-to-action that you'd like to
appear on each page of your site (for example, "Sign
up for our newsletter!") and turn it into a graphic.
You'd need to open a graphic design program such as Adobe
Photoshop, Illustrator, or Fireworks, and create an image
file that coordinates with your site and the rest of your
marketing collateral. Select a visual that helps your visitor
make a quick mental association. For example, since my logo
features a baby chick, I've chosen to add the chick to my
Word Food Copywriting Newsletter
graphic. When people see it, they follow my instructions to
"click here and sign up."
Why bother spending time and/or money on
the little things, like graphic details that enhance your
copy? Because it's these details that can keep visitors tuned
in with what you have going on instead of drifting away to
shop with the competition. Graphics and copy work on a near-subconscious
level, providing sensory stimulus which prompts specific and
intended behavior. So if you're not great with graphics, which
you certainly aren't expected to be, invest in a professional.
Work together to develop visuals that add punch to your copy
and help get your website visitors to do what you want. This
is a job that can probably be turned around in just a couple
of days, maybe a week or more if your site is a heavyweight.
I don't know about you, but nothing frustrates
me more than clicking, thinking I'll be landing on one page,
and then ending up somewhere totally unexpected. It's like
following a map of directions that send you to New Jersey
when you're trying to get to Washington, DC!
There are a couple of fairly simple elements
which should be a part of every single web page you build:
a link to the previous page where you came from, and a link
to the next page where you'd like the visitor to end up. Typically,
if this is a business website, then the destination page (from
say, an article) would be a product page where they'd be able
to place an order. If it's a static page, and you'd like your
visitor to get in touch by filling out a form, then there
should be a link at the bottom of the first page, which leads
to the Contact page and electronic form. Seems easy enough,
and yet so many designers fail to add these critical details.
When you ask why people don't sign up, this is why!
For the main navigation pages, choose general
topic categories that can be expanded upon in the future.
For example, most people opt to feature an "About"
page in their navigation. Logically, it follows that the "About"
page would have an introduction to your company. Later, if
you wanted to expand this section, you could sub-navigate
the "About" section into pages such as Company Philosophy,
Company History, and Bio (if you plan to showcase the CEO).
Unfortunately, changing the page structure
of your site is considered a "major" improvement
and may also make a bit of a dent in your pocketbook - at
least this month. But once you've got a good, expandable navigation
nailed down, you can keep adding page after page without having
to worry if your visitors are getting lost in the labyrinth.
And that's really worth the temporary expense if you're serious
about getting the most revenue out of your website marketing.
Most people think of type treatment, graphics,
navigation and "directionals" as design, and not
copywriting elements. However, copy and design share a codependent
relationship. Each requires support from the other in order
to perform to its highest potential. If these aspects are
poorly coordinated, you end up with copy that doesn't support
the goal of "where to go next," navigation that
misdirects your reader, redundant pages that convey the same
ideas multiple times, and a website that sends folks clicking
in circles, not ever reaching that final destination - your
eagerly awaiting email inbox or electronic order form.
And that's the very reason why your beautifully
designed and impactfully written site may not be reaching
the sales goal you've been hoping for. So if your site doesn't
match up, is it all for naught? Of course not. With a few
small tweaks on every page and a good search optimization
plan, you might just get your website up to speed and in the
running for Page 1 positioning on Google.
Ready to put your
website to the test? Call on Wordfeeder.com to critique
the functionality of your website copy, navigation and design.
Contact dina@wordfeeder.com
to schedule your website review for the upcoming month!
