An Easy Way to Get More Downloads

Offering a free report on your Web site is a great way to get more prospects. However, after you’ve spent lots of time writing the report, designing it, and putting together a campaign to promote it, it’s easy to overlook one simple thing that can make a huge difference in how many people ask for your report.

Ask for as little information as possible; if you want it to go viral, don’t put any barriers at all. Just include your contact information at the end and encourage people to pass it on.

If you’re interested in building your list, just ask for name and email address. You’ll find that conversion rates will jump considerably. A friend just put up a report asking for 10 fields (name, company, street, city, state, country, postal code, etc.). I didn’t want to fill all that in, and I know the guy!

The Biggest Mistake Advertisers Make

if you talked like advertising

If you’re like many advertisers, you think that all you have to do is put your ad in front of readers and the orders will pour in.  You love your product,  and you just know that your service is the greatest ever!

You think that if you just tell people about it, they’ll agree with  you.  Why, they’re just sitting at their desks waiting and hoping you’ll advertise to them.

No, not really.

There’s an ad for BMW on the New York Times web site today. The ad:

  • takes over the entire page
  • darkens everything else, except the ad video
  • prevents you from clicking on the content you came to read
  • is on a web site for a newspaper with a large readership in a city where most people don’t have or drive cars

It’s impersonal, irrelevant, and unwanted.  Nobody will want to watch your video, read your ad, or listen to your jingle unless there’s something in it for them.

Before you pay for that ad, create that video, or compose that jingle, think about what the customer gets.

Leave a comment and share examples of the biggest advertising mistakes you’ve ever seen.

Cartoon: Hugh MacLeod of Gaping Void

How to Go Viral

Viral campaigns can be a great way to get more attention, press coverage, and gigs. But how do you create one?

Marketing Sherpa (August 12, 2009) just shared the tactics used by past viral marketing honorees at its B2B Marketing Summit.

Why go viral?

The payoff is that you can start small and power up to 3,000,000 views on YouTube, network press coverage, industry coverage, blog coverage, and speaking gigs.

You don’t have to break your budget to do this, and of course, if you’re already in the video production business, you can do it yourself.

How to go viral

*create something that’s humorous, encourages involvement, and is worth spreading
* encourage viewers to add their own photos and comments
* include a “treasure hunt” or contest that requires visitors to search for something (and spend more time on your site while they do it)
* start with a small seed of existing clients and contacts
* add YouTube postings, and links on Facebook, MySpace, and LinkedIn
* send press releases to trade publications

My personal favorite on Marketing Sherpa’s list is VeriSign’s campaign featuring the fictitious Liberty Fillmore (Cart Whisperer), who shows us that abandoned shopping carts can be saved.

http://www.nomoreabandonedcarts.com/

This campaign works because it’s funny, asks viewers to share their own photos of abandoned carts, and includes a contest to find the wandering shopping cart on the site (it moves around every day). It has over 3.3 million views so far.

See more past winners and details of their winning campaigns (open access only until August 19).

Got your own campaign that’s gone big?

Want to be honored for it? Nominate yourself here (deadline is August 21).

Photo: Mike Licht

The Goldilocks Guide to Making Your Website User Friendly

website navigation tipsRemember the story of Goldilocks and the three bears? The first chair was too big; the second was too small; the third was just right. She also had to try three bowls of porridge before finding one that suited her.

Goldlilocks was very patient (if also a housebreaker).  Your visitors won’t take the time to try three different buttons or search through five pages for your contact information.

I’ve talked a lot about the perils of putting up barriers to your customers (Flash, logins to comment on blogs, complicated contact forms, etc.),

Sites can be too easy, or too hard, but how do you get it just right and get a website that’s easy to use?

The site that was too easy to use

A client wanted me to update his Lexis/Nexis directory listing (not my usual thing, but he’s “technologically challenged”).

He said all I had to do was hit an update button and make the changes. This seemed way too easy (what, no login? no password?). Sure enough, he was right.

NOT SO FAST; it was also too hard

There was only a tiny box to enter three pages of text, and no way to tell what it would look like “live.” Then, I got a message saying the changes would go live at their next update (no indication of when that would be).

I called and was told it would take 7-10 days to go live. They review each entry individually, retype it, and then upload it!!

When I asked them to send me the changes, they wanted to fax them.  Then they emailed the client (who doesn’t use email). The changes were sent in plain text, so I couldn’t see the formatting and was unable to tell how it would look when it was uploaded to the site.

After that, I received a second email saying my listing was too long (they had a 300 word limit, and the listing had 682 words). No sign of this on the site anywhere.

I spent three hours talking to the client, making changes, checking them, several phone calls back and forth, reading emails, and getting strange messages, only to end up with the same inaccurate and misspelled listing I had when I started.

How to make your site just right

First, make sure you Include basic security measures.  If you allow users to update listings, set up a login and password system. Use security questions, but please don’t use the same 5 questions everyone else uses, or questions that can be answered by anyone, in a few minutes, by checking someone’s Facebook page.  Even better, use two-factor authentication.

Make data entry easy

If you want people to add data, include a preview window so that users can see what they’re doing. And, if they might need to click away, say to check a URL or get some other information from their computers, don’t clear the window and remove all the text.

Explain the rules

If you have a word limit or other requirements, outline them in the edit section. If there’s a delay or a waiting period, spell it out.

Don’t expect your customers to know your policies without being told.  I recently wanted to reserve a  library book and kept getting an error message saying there was a problem with my record and to see a librarian.  Turned out the “problem” was a new limit on the number of reserves, which I’d reached.  Why not just say that?

clear navigation

People expect navigation bars to be on the top of the page, or on the side.  Don’t make your visitors hunt for them.

Don’t load it up with every single topic on your site.  Put a few primary categories, and keep the drop downs to a minimum.

Give the categories descriptive labels; a name like “products” doesn’t really help much, try “iOS apps” or “email marketing services” instead.  If you have help buttons, or a page with common questions, make them easy to find, and put links on every page.

Easy to contact

Your contact information should be easy to find.  It should be easy to call, email, or physically send you something.  Add a pop-up chat button (in a bright color) so your visitors can get help right away.

Have you ever been frustrated by a website that was too hard to use?  Share in the comments.

 

Photo: James Emery

7 Sure-fire Ways to Get More Webinar Signups


Whether you’re using e-mail, marketing on your blog, or building a landing page, following these simple 7 steps will get more signups.

1) Speak directly.

Use “you” and “your”, not “us” and “our.” Banish the gobbledygook and the fancy words, just talk plainly, in a personal, chatty tone of voice.

2) Offer to make something difficult easy.

Describe how you’ll walk people through the steps, share the secrets, etc. Nobody wants to hear about your “customizable advertising mechanism”; they won’t know (or care what is is).

3) Use emotional triggers, not “rational” arguments.

These include: earn money, minimize risks, save time, win praise, to make your audience sit up and take notice of all the special, great stuff they will learn.

4) Add extra goodies.

Not just the webinar, but a special toolkit with more secrets and templates (again turning something hard into something simple) your readers can use in their own businesses.

5) Multiple links.

Put links throughout the email or the landing page. Give people several opportunities to sign up, at different points in your copy. Some may be ready to sign up after your first paragraph, others may need more information.

6) Limited time offer.

Urging people to act immediately increases the sense of urgency. You can throw in an extra bonus (more templates, an audio recording, etc.) for the first X people who register.

7) Scarcity and exclusivity.

Don’t admit everyone, restrict registration to a specific number of people. To make it even more exclusive, you can make the call “live” only – no recording. Attend, or miss out.

Photo: cambodia4kidsorg