Many companies design websites, social profiles, or landing pages with internal motivations in mind. Product managers push for feature lists, leaders want to highlight recent acquisitions, and sales teams clamor for lead-generating offers. While these elements have their place, it’s crucial to remember the most critical aspect of web design:
We don’t design and build websites for companies; we design and build them for visitors.
A common mistake among marketers is focusing too heavily on the home page. In reality, every page of your website is a potential landing page. Visitors can enter your site from any page, depending on their search queries, ad clicks, or referral links. Therefore, it’s essential to approach your website as a hub-and-spoke model, where each page serves as both a destination and a gateway to other relevant content.
This approach means ensuring that every page has:
Clear navigation to help visitors find what they need
Relevant calls-to-action guiding users to related content or conversion points
Sufficient information to stand alone as an entry point to your site
Adopting this mindset creates a more cohesive and user-friendly experience regardless of where visitors begin their journey on your site.
Understanding Visitor Intent
There are several key reasons why people visit your web pages. By recognizing these intents and designing your pages accordingly, you can create a more effective and user-friendly online presence:
Research: The majority of visitors are seeking information. They might investigate industry problems, troubleshoot product issues, compare pricing, or educate themselves professionally. Ensure your content answers common questions and provides valuable insights. As Marcus Sheridan advises in his book, They Ask, You Answer!
Comparison: Visitors often compare your offerings with competitors. Facilitate this process by creating comparison pages, highlighting unique selling points, and presenting features and benefits. Make it easy for potential customers to see how you stack up against alternatives.
Validation: Some visitors are in the final stages of their decision-making process but need reassurance. Provide customer testimonials, case studies, awards and certifications, and ratings and reviews. This social proof can be the tipping point for hesitant prospects.
Connection: Provide clear contact information and offer multiple communication channels to make it easy for visitors to reach you. This might include phone numbers, email addresses, chat options, and prominently displayed login buttons for existing customers. Don’t forget to feature a careers page for job seekers.
Conversion: For visitors ready to purchase, streamline the buying process by offering clear calls-to-action, providing multiple payment options, and considering direct purchase options without forcing demos or sales calls. The easier you make it to convert, the more likely visitors are to do so.
Implementing an Audience-Centric Content Strategy
Adopting an audience-centric approach creates a more relevant and engaging experience for different audience segments, increasing the likelihood of meaningful interactions and conversions.
Business-to-Business (B2B)
I’m currently redesigning the website for our company. Because it’s a B2B site, I’m focused on providing distinct landing pages for our company, each of our products and services, the industries we cater to, the job titles that seek solutions, and each problem we solve. To answer the visitor’s intent and create more relevant experiences, consider implementing an audience-centric content strategy:
In B2B, decision-making processes are often complex, involving multiple stakeholders and longer sales cycles. An audience-centric approach for B2B should focus on addressing specific industry needs, catering to various organizational roles, and providing detailed, value-driven content. Here are key strategies to implement:
Industry-Specific Pages: Create dedicated pages for different industries you serve, addressing unique challenges and solutions for each sector. This allows visitors to find information relevant to their specific business context quickly.
Role-Based Content: Develop resources tailored to job titles such as C-level executives, managers, and end-users. Address each role’s specific concerns and decision-making factors, ensuring that all stakeholders find value in your content.
Problem-Oriented Solutions: Structure your content around specific business problems you solve. This approach helps visitors find information relevant to their pain points, demonstrating your understanding of their challenges.
Buyer’s Journey Alignment: Craft content for each stage of the buying process: awareness, consideration, and decision. Provide whitepapers for early stages, detailed case studies for the middle, and ROI calculators for later stages, supporting the entire decision-making journey.
Channel-Specific Landing Pages: Create pages optimized for traffic sources such as LinkedIn ads, industry publications, or professional forums. Tailor the messaging to match the visitor’s professional context and the platform they’re coming from.
Company Size Segmentation: Organize your offerings based on company size (enterprise, mid-market, small business). This helps businesses quickly find relevant solutions and pricing structures that fit their scale.
Vertical-Specific Solutions: Showcase how your products or services apply to different business verticals. Provide industry-specific use cases and success stories to demonstrate your expertise across various sectors.
Business-to-Consumer (B2C)
For B2C businesses, the focus shifts to individual consumers, their personal needs, and often more emotional decision-making processes. An audience-centric strategy in this context should aim to connect with different lifestyle choices, personal preferences, and individual pain points. Consider the following approaches:
Lifestyle-Based Categories: Develop pages catering to different consumer lifestyles and interests. Create sections like Outdoor Enthusiasts, Tech Savvy, or Eco-Conscious to help visitors quickly find products that align with their identities.
Persona-Driven Content: Create content speaking to different consumer personas. Address the specific needs of groups like New Parents, Fitness Buffs, or Budget Shoppers, tailoring your messaging to resonate with their unique situations and priorities.
Problem-Solution Matching: Focus on common consumer pain points or desires. Organize content around solutions like Time-Saving, Health & Wellness, or Home Improvement to directly address the issues your customers are trying to solve.
Customer Journey Stages: Align content with the consumer decision-making process. Offer educational blog posts for awareness; product comparison guides for consideration, and customer reviews or unboxing videos for the decision stage, supporting consumers at every step.
Social Media-Optimized Landing Pages: Develop pages tailored for Instagram ads, influencer partnerships, or price comparison sites. Adjust the tone and offers to match these sources’ casual or promotional nature, creating a seamless experience from the ad to a landing page.
Price-Based Segmentation: Segment products by price range (budget, mid-range, premium). This helps consumers quickly find options within their desired price point, improving their shopping experience and increasing the likelihood of a purchase.
Occasion-Based Categories: Organize products by usage scenario, season, or occasion. Create sections like Everyday Essentials, Special Occasions, Holiday Sale, or Gift Ideas to help consumers find products that fit specific needs or events.
By implementing these strategies tailored to either B2B or B2C audiences, you can create a more targeted and effective content approach that speaks directly to your visitors’ needs and interests, regardless of your business model.
Creating a Comprehensive Single-Page Journey
While we’ve discussed the importance of tailoring content to different audience segments and intents, there’s also significant value in creating a comprehensive experience on a single page. This approach can increase conversions by providing all necessary information and conversion points without requiring visitors to navigate away. Here’s how to create a complete journey on a single page:
Compelling Above-the-Fold Content: Start with a strong headline, subheadline, and clear value proposition. Include a hero image or video that immediately communicates your offering’s benefits.
Trust Indicators: Incorporate elements that build credibility early on. This could include customer logos, testimonials, awards, certifications, or security badges.
Concise Product/Service Description: Provide a clear, benefit-focused overview of what you’re offering. Use bullet points or short paragraphs to enhance readability.
Detailed Features and Specifications: Include an expandable section with in-depth information for those who want more technical details. This allows interested visitors to dive deeper without cluttering the page for others.
Visual Elements: Use high-quality images, infographics, or short videos to illustrate key points and break up text. These can significantly enhance understanding and engagement.
Social Proof: Embed customer reviews, case studies, or success stories. Consider using interactive elements like carousels or tabs to save space while providing comprehensive social proof.
Frequently Asked Questions (FAQs): Address common questions or objections directly on the page. This can alleviate concerns and remove barriers to conversion.
Multiple Conversion Points: Include primary and secondary calls to action (CTA) throughout the page, catering to different stages of readiness. This could range from Learn More buttons that reveal additional information to Buy Now or Schedule a Demo CTAs.
Easy-to-Use Forms: If lead generation is your goal, embed a form directly on the page. Keep it short and only ask for essential information to reduce friction.
Live Chat Option: Offer immediate support for visitors who have questions or need assistance, helping to address concerns in real-time.
Related Content Suggestions: While the goal is to convert the current page, provide links to related content for those who need more information. If they’re not yet ready to convert, this keeps them engaged with your site.
Clear Navigation: Include a navigation menu that allows visitors to explore other parts of your site if needed, ensuring they can easily find what they’re looking for without feeling trapped on a single page.
Mobile Optimization: Ensure all elements are responsive and function well on mobile devices, as many users may be browsing on smartphones or tablets.
By incorporating these elements, you create a comprehensive, conversion-focused experience that caters to various visitor needs and intents without requiring them to leave the page. This approach can significantly improve conversion rates by reducing friction and providing all necessary information and trust-building elements in one place. Remember, the key is to balance information density with clarity and ease of navigation, ensuring that the page remains engaging and not overwhelming.
When designing and developing your web presence, shifting your focus from internal motivations to visitor intent is crucial. By understanding the five key reasons people visit your site – research, comparison, validation, connection, and conversion – you can create a more effective and user-centric online experience.
Implement personalization strategies further to enhance the relevance of your content for each visitor. By tailoring your approach based on referral sources, devices, user behavior, geolocation, and customer journey stage, you create a more engaging and productive web experience.
Remember, your website isn’t just about showcasing your company; it’s about serving your visitors. By adopting this mindset and implementing these strategies, you’ll create a web presence that attracts visitors and guides them effectively toward meaningful interactions with your brand.
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Originally Published on Martech Zone: The 5 Reasons Visitors Landed On Your Website and How Audience-Centric Content Drives Conversions