Convert Your Website into a Sales Engine

Your website not only reflects your brand image and personality, but is also the most powerful marketing tool you can use to attract buyers, promote your products and grow revenue. If designed well, your website can become your ultimate sales tool open to the world 24/7.

Achieving your business goals online calls for a solid plan. Here’s how to determine and organize your web design process in order to create a powerful sales engine.

 

Research and Discovery

To design a stellar website, you need to start by examining your business model. It’s imperative to evaluate your key goals, struggles and target audiences. You have to be precise and put together in-depth information about your market positioning.

As an example of the R&D steps below, we will be using a made-up company called “West Coast Travel” offering trips and tour packages in the Florida Everglades.

 

Stakeholders’ comments on current website:

What are key executives in your organization saying about your website? Start by interviewing everyone. This is a great way to the distance yourself from the project and collect opinions about the look and feel of your current site. Write down a summary of all comments.

Examples:

“Not user friendly”

“Our website does not reflect our store locations”

“No mobile version”

 

Stakeholder’s comments on desired tone/messaging:

Note the information you hope to highlight on your corporate website. What should your website sound like?

Examples:

“West Coast Travel knows the Everglades like no other local tour company”

“Traveling with us is an adventure”

“Bring your baby aboard, our tours are family friendly”

 

Stakeholders’ comments on direction of new site:

What is the vision you are looking to embrace?

Examples:

“Be authentic”

“Capture the experience”

“Build excitement”

  

Current Paint Points related to website usability:

What isn’t working right now? Which web features could you improve? Write a report about a visitor’s user experience and think of possible ways to solve problems.

Examples:

Paint Point: No UX or persona segmentation

Recommendation: Edit, reorganize and redesign the “tours” portion of the website to make it more identifiable, more informative and more user friendly for each audience.     

After you interview everyone and compile detailed notes, you should have a pretty good understating of what is missing from your current website (your weaknesses) and what new information should be incorporated (your strengths).

 

Market Segmentation

Who are your buyers and what are their many personas? You need to identify your ideal customers and document their details. It’s critical to study your customers’ goals, needs and challenges as well as their demographic and ethnographic make up. Each market segment should have its own profile. 

Get as detailed as you possibly can. In our example with West Coast Travel, we have looked into one primary and one secondary audience below. Your company could have several primary, secondary and maybe tertiary audiences. If this is the case, spend the time qualifying each one of those customers. One important rule is to keep the information as lean as possible. Over-complicating the process and creating too many personas with overlapping characteristics could cripple the method. In most cases, a group of 3 to 7 personas should suffice.

Once your research is complete, you will be able to craft customized content that resonates with each buyer persona, improve their online experience and increase your conversion rate.

ExamplePrimary Audience 1: Florida Families

Who they are:

Young parents with kids under the age of 5

Families who like to travel and love the outdoors

Florida residents

Families with an average income of $70,000/year

What they buy:

One-hour airboat ride

Day tour in the Everglades

5 night/6 days Everglades adventure package 

What we want them to know:

West Coast Travel is the oldest Tour Company in the Everglades

Safety is our priority

We offer family friendly adventure tours

West Coast Travel has been awarded a state safety award

Part of the proceeds go towards the John Darling Wildlife Fund

What we want them to do:

Sign up for a tour

Like our Facebook page

Subscribe to our newsletter

Submit user generated content through our site

Participate in social campaigns

Points to emphasize:

West Coast Travel is the most famous tour company in South Florida

Great value for your money

 

Secondary Audience 1: Single Couples

Who are they: Young couples without kids (mainly from Europe and South Africa)

What they buy:

One-hour airboat ride

What we want them to know:

West Coast Travel offers the best airboat rides

The rides are a great adventure you cannot miss 

What we want them to do:

Find West Coast Travel through Google

Sign up for a ride online ahead of time

Points to emphasize:

West Coast Travel is the most famous tour company in South Florida

Great value for your money

 

Once you have the market segmentation down, it’s time to think of your objectives, principal competition and site must haves.

 

Company Key Pillars

Take some time to analyze and prioritize your company’s core pillars. What makes you stand out? What makes you unique? This will be very useful and will help your design inspiration.

Examples:

Leader in airboat rides in the Everglades.

A family owned company for 5 generations

Winner of consecutive state safety awards

  

Site Must Haves

This is where you should summarize the needs for your presence online.

Examples:

Clear company messaging

Targeted user segmentation

Intuitive user experience

Social integration

Responsive/mobile design

  

Hopefully going through this detailed R&D process will help you analyze your business value proposition, key strengths and buying personas.

Most websites tend to be all things to all people and the messaging is “corporate centric” instead of being “customer centric”. In a world where your competition is a click away, brands should spend time tailoring their digital content to exactly what each buyer is looking for. The more relevant, the higher the chances of earning your visitors’ trust and converting them into buyers.

 

If you’re ready to boost your online presence, ask us for advice. Say hello@edesigninteractive.com