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Apple, Google Search, and the Four Way Stop

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Written by Steve Reeves
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7 Steps To Improve Your Website

What do you want people to DO when they first visit your site? Call to arrange a consultation? Request more information? Book a coaching session? Reserve a space at your next workshop? Have a clear MWR for each and every page of your website and then only include the content that moves visitors towards your MWR and strip away anything that doesn't. 


 

Begin by understanding the difference between direct-response websites and brochure websites. Brochure websites have a nice, safe logical layout of information but little, if any, clear calls to action. Direct response websites are geared towards getting visitors to take action.

 1.  Tell them who it's for and what you can do for them in the first few seconds. Instead of simply having your name at the top of your website, use that space to announce WHO your site is for,  and WHAT you can do for them. That means that in the first few seconds you target visitors will have the reaction "Yes, this is for me". Of course, that will be at the expense of any untargeted visitors who will click away, but you didn't want them anyway! 

2.  Remove anything that does not support your MWR. MWR is short for 'Most Wanted Response' a term I first heard about from Ken Evoy, author of Make Your Site Sell.

 What do you want people to DO when they first visit your site? Call to arrange a consultation? Request more information? Book a coaching session? Reserve a space at your next workshop? Have a clear MWR for each and every page of your website and then only include the content that moves visitors towards your MWR and strip away anything that doesn't. 

3.  Capture visitors' details. Less than 1% of visitors will buy on their first visit to a website, that's why it's important to capture their details so you can follow up with them.
 

4.  Less is more. In many of the sites I critiqued today, it was almost like the site owners were thinking "I don't know exactly what I should say to my web visitor, so I'll just throw out a load of things in the hope that SOMETHING grabs their attention". Unfortunately, just adding more and more options or information is simply going to confuse your visitor, and if they aren't sure what to do next, they will probably take the easiest option and click away...forever!
 

5.  Personalize your site. Include your photo and a biography.

Let visitors see the person behind the website. It's true that people buy people!
 

6.  Use a mixture of 'towards' and 'away from' language in your sales copy. Some of the sites I reviewed today were for coaches who are very solution oriented in their approach and web-copy.

The trouble is, this only works for visitors who have the same solution-oriented outlook and people with problems are typically... stuck in their problems! 
 

7.  Copywriter Robert Collier said that you have to "enter the conversation that is already going on in the prospect's mind" and sometimes that means you have to start with the problems that are preoccupying them. So show people that you can both solve pressing problems as well as achieve desired end solutions.
 

It is critical that your direct response website connect emotionally with visitors who are in your target market.  You can do this by making them feel at home so when they visit your site they know they are in the right place.  Remove anything that does not lead to your most wanted response, capturing their contact details, limit unneeded text and images, making your site more personal, using the right mix of copywriting that appeals to your target market and addressing the problem visitors are experiencing and explaining the benefits of working with you. 

 



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An interesting footnote to corroborate the message. In the security screening line at the airport stands a guy carrying a brand new Macbook Pro, in it's delivery case. Apple works just as hard with its packaging as it does with its products, so the case is elegant and functional but why advertise to the world you're carrying $2,000+ of new notebook? The guy obviously wants everybody to know he's one of the converted. It wouldn't happen with a Dell.

 


 

Three weeks in Chicago can be an uplifting experience for an Englishman normally resident in Scotland. The windy city seems to be the true center of innovation. Forget Silicon Valley or Redmond. In Chicago they find new ways of making money every day.

What does Chicago have to do with the title? Not much really except Apple, Google Search and the 4 Way Stop are wonderful examples of the innovation that's driven by competition, and in Chicago competition is a way of life.

Visiting the Apple store in the Oakbrook Mall is an experience worth the price of the ticket, on its own. Every store in the Mall is virtually empty, but the Apple store is heaving. The plain white and glass front with only the opaque Apple logo for signage belies the hive of interest and activity within. This is a truly amazing experience. People from every demographic are lined up, to try out the new toys or maybe just talk Apple to others just like them. Mac's, Displays, iPods and iPhones are all there together with all the new software but it's so busy it's hard to find somebody to take the money. At the back of the store the Genius bar is crowded, and you need an appointment to speak to the experts here who can help with anything Apple.

It's obvious that. alongside all it's other innovations, Apple is redefining the retail experience. Just like the products the Apple store is simple, elegant, functional and fun. OK it's expensive but there's something special about an experience where somebody else has taken all the complexity and hard work out, so the customer can just enjoy the functionality.

An interesting footnote to corroborate the message. In the security screening line at the airport stands a guy carrying a brand new Macbook Pro, in it's delivery case. Apple works just as hard with its packaging as it does with its products, so the case is elegant and functional but why advertise to the world you're carrying $2,000+ of new notebook? The guy obviously wants everybody to know he's one of the converted. It wouldn't happen with a Dell.

Just as Apple is redefining everything it touches, Google Search has transformed the world of information with the same commitment to simple, elegant functionality. When the TV screen is obscured with a huge white error code in the middle, don't call the repair man. Just punch the numbers into Google Search and you'll be offered a page written by some helpful geek explaining the remotes for TV and PVR are out of synch and telling you how to fix it by pushing buttons. Google has taken all the hard work out of finding information and made it simple, and fun.

Apple and Google can be seem to be innovating in the same technology space, but where's the relevance of the 4 Way Stop? Twenty years ago, the 4 Way Stop seemed, to Europeans at least, the most ridiculous device. European roads are dominated by rules, regulations, signs , lines, traffic lights and roundabouts. The 4 Way Stop seemed so archaic.

In 2008 its a very different matter. The 4 Way Stop is now simple, elegant, inexpensive and best of all, it works much better than all that road furniture. And it doesn't matter what you're driving or how much money you have, the rules are the same for everybody. First to stop is first to go.

Back to the theory of competition driving innovation the three examples don't seem to fit that well. After all the 4 Way Stop has been around as long as automobiles. It's hardly innovative, but would be if introduced in Europe.

The commonality across the examples isn't the innovation per se, it's the simplicity. There's been no need to innovate the 4 Way Stop, because it's already so simple it can't be improved. Most other stuff in the world can be, through innovation driving simplicity, and it's competition that drives the innovation. Making goods and services available to more people at lower cost is the point of competition, and "available" in this case means "simple".

And finally back to Chicago to note Ludwig Mies van der Rohe, widely recognized at the architect who "built Chicago" is best know for his philosophy - Less is More.

Steve Reeves
About the author:

CEO of Widespread Solutions d/b/a Front Office Box out of Chicago Il. He also provides business development consulting in Europe and is appointed Exploitation Manager for the European Union Avert-IT research project. Steve used to be a CFO (but says he's feeling better now) and has spent the last 30 years in sales and sales management positions in the computer and consulting industry.

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