Apr
03
2009

16 Quick & Easy Ways to Increase Usability On Your Business Website

usabilitysantaroseoldskoolUsability is the science of making things easier to use.  Usability is especially important to websites since visitors can easily and quickly go somewhere else.  Try these tips to make your website easier to use and help your visitors find what they’re looking for.

  1. Search in the upper right – Especially for large sites, make it as easy as possible for visitors to find what they’re looking for.
  2. Consistent menus – generally on the left or top of the site. Visitors should be able to navigate wherever they want and get a feel for the site structure.
  3. Include a home link – Visitors may want to get back to the homepage easily.
  4. Contact page – with a business phone, address and email.  It increases your reputation and makes it easy for potential customers to get in contact with you.
  5. Sized to fit – Fit into the minimum standards screen resolution of 1028×768 without scrolling horizontally.
  6. Easy to read – Use text colors with good contrast, size and easy to read fonts.
  7. One layout – If your site has a consistent layout throughout, it will make it easier for visitors to navigate and find information.
  8. Pleasing to the eye – Color scheme is important to your professional image and makes it easier to visitors to understand what you do, as well as navigate your site.
  9. Use white space – Don’t bunch things up.  People need white space in order to scan and read your site.
  10. Speak normally – Overly technical text or too much hype makes reading difficult.
  11. Use bullet points and lists – when feasible to make it easy for visitors to scan your content.
  12. Move forward to the right – Submit, next, go, etc. buttons should always be on the right, cancel buttons on the left.
  13. Use Flash, rich media, video, audio, etc. sparingly – If you have a video page, great, but your whole site shouldn’t be in rich media or people without the plugins, on mobile devices, or using text browsers will not be able to see your content.  Audio, Video, Flash and rich media should preferrably not play without the visitor clicking a button.
  14. Restrain movement – Animation, flashing and movement make it difficult for people to read and scan your website.  Use for relevant informational purposes, not just as a gimmick or ad.
  15. Limit advertising – We all understand that advertising has a place and a purpose.  If you choose to include advertising, keep it relevant, limit it to specific spots on your site, limit then number of ads and mark them clearly as advertising.
  16. Include a Sitemap – Sometimes it’s just easier to see a list of all the pages on a website.  This helps search engines find all your content as well.

Do you have other tips to increase usability?  We’d love to hear them in the comments…

(photo by SantaRosa OLD SKOOL @ Flickr CC)

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Apr
02
2009

Why Customer Satisfaction is the New Marketing ROI

No one is certain why business valuations keep climbing above assets, but there is a good hypothesis. The theory is that businesses are realizing an increasing level of value from intangibles—things that help a company create value, but that don’t show up on the balance sheet. Identifying those intangibles so they can be modeled, measured and optimized is a powerful market driver that is sending managers scrambling into every corner of business operations. – Christopher Kenton – What’s Really Behind The Drive Towards Metrics

satisfactionandrecharlandThanks to the Internet and social networking, customers have more input than ever before into a company’s intangible valuation.  Marketing and brand management are no longer done in a vacuum with a company broadcasting how it thinks customers should feel about its products.  Customers are talking directly to each other about companies and products.  Word of mouth marketing is trusted much more than anything a company says about itself.  Therefore, how customers feel about a company (customer satisfaction) is an important measure of a company’s intangible valuation.

Luckily, increasing customer satisfaction usually has a direct effect of increasing sales and profitability. When customers have a good experience, they will share that experience with others who trust their judgement.  They are also more likely to purchase from the company again.  And vice-versa for poor experiences.  Successful marketing strategies take into account the customer experience and satisfaction to create long-term gains for the company.

(photo by Andre Charland @ Flickr CC)

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Mar
27
2009

Using Social Media to Create Great Experiences for Your Customers

relationshipwroteCreating great experiences comes from listening, respecting and getting to know your customers.  Think about a satisfying purchase experience you’ve had recently.  You probably had some personal interaction with the company, they listened and were helpful in guiding your purchase decision.  You felt like they really understood your needs and what you were trying to do. Many of us no longer have in-person interactions with our customers, but we can still use social media to accomplish many of the same touchpoints.

  • Listen – Join social networks where your customers are.  Listen to what they are saying, both in general and about your company.  You’ll gain insight into what your customers really think and what their needs are.
  • Help – Help your customers anyway you can.  Advice and assistance, even if they are not related to your products will be appreciated and will help build trust.
  • Build a Relationship – Reach out to your customers.  Say hello.  Have a personality.  Have conversations.
  • Respect – Don’t shout at your customers.  Don’t spam them.  Don’t send them uninvited email or advertising.  This can be difficult, but asking your customers to take action occasionally is different than bombarding them with marketing.

You’ll find that once you have built relationships with your customers it is much easier to understand what they need and want out of your products.  You’ll spend less time with inefficient marketing and advertising and more time giving your customers the experiences they want with your products and company.

(photo by Wrote @ Flickr CC)

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Mar
26
2009

What Type of Experiences Are You Providing For Your Customers?

friendshipbbjeeTraditional marketing focuses on product features and benefits. But your customers are more interested in the experiences they can have with your products.  Usually when a customer decides to purchase a product it’s not because of the features it offers, it’s because of what they can do with the product. For example, we purchased a flat screen HDTV not because of the number of pixels or brightness or refresh rate, but because it looks awesome when you’re watching a movie or sporting event.  The experience we’re interested in is how the picture looks when we’re watching TV… the features of the TV just help fulfill that particular experience.

What about online?  It can sometimes be difficult to figure out what types of experiences customers are looking for on your website.  It helps to think in terms of tasks instead of products or features or benefits.  What are your customers trying to accomplish when they come to your website?  There probably are many different types of tasks – browsing, searching, contacting, support, purchasing, etc.  The trick is to try to make all these tasks as easy as possible on your one website.

Now, instead of thinking of these actions as tasks, think of them as a chance to interact with your customer.  What would you do if you were in-person?  What types of interactions would you want with a company?  Think of each of these interactions as an opportunity to build a relationship with your customer – or add to a relationship.  Try to think of website visitors as individual people with their own stories and emotions and opinions.

Now, how would you design your website differently to interact with your customers and build relationships? What do your customers say about your website? They may have some great insight – if you just ask.

(photo by bbjee @ FlickrCC)

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Mar
03
2009

Empower Your Employees to Help Your Customers

customerdantaylorYesterday Jason Falls over at Social Media Explorer wrote a post about whether brands were playing favorites on social media.  The problem is that many customers have problems, but often it seems that people who are influencers – who have a popular blog or twitter feed – will get responses from companies that normal people can’t seem to get through normal customer support channels.  I commented that right now many of the people monitoring social media at companies are higher up and actually have the power to fix problems.

Why is this exactly? Why do people have to complain on Twitter or their blog or to their influencer friends to get their problems solved?  Most of us have had an experience with a customer support system where the employee had to follow a script and wasn’t allowed to make any kind of decision. You usually have to try to get up to a manager or another department and even then there’s no guarantee that you’ll get any kind of decision.

What would happen if you allowed your customer support employees to make decisions?  You’d have to provide them with some guidelines, obviously, but what if they could actually help your customers? Many years ago I used to work a few hours a week at Bed, Bath & Beyond (ok, mostly for the discount).  They allowed their employees to give up to a 5% discount to any customer for any reason (usually having to do with a flaw in the merchandise).  Do you know how happy it makes a customer when they come up to you to show you a flaw in a product, ready for a fight, and you just give them a 5% discount without arguing?  How many of those customers were repeat customers?  I’d imagine quite a few.  I’m sure BBB made up the 5% discount with increased sales from happy customers.

All the employees at your company will influence your brand and reputation.  If you give them the power to make decisions that help customers, it will only help your company in the long run.

(photo by dan taylor @ FlickrCC)

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Feb
26
2009

What were they expecting?

the-conversationSucceed at managing your customers expectation and you can never fail.  Fail to manage your customers expectations and you can never succeed. ~ me

This is one of my all time favorite universal lessons I have gleaned from business.  There isn’t really any part of my life that involves other people which doesn’t benefit from the practiced art of managing the expectations of those I’m interacting with.  When another human knows exactly what they can expect from you, on your terms, and when you consistently meet or beat that expectation on their terms, you have set the stage for a powerful ally in business; trust.

The reason this is so important is because people on a whole are very self-referential, which means they see their own perceptions and actions within the conversations and interactions they have with other people.   Imagine two people talking business over lunch.  The speaker could say ‘it will be a short project that we can deliver with limited resources and for a reasonable amount of money’.  The listener will build context around the statements with their own assumptions, drawn from their own experiences of what is short, limited and reasonable, that will ultimately create very different picture than the speaker meant to convey.  At that moment, an expectation was set in the mind of the client that may or may not be ironed out in the contract negotiations but will greatly influence the customers satisfaction when the project is completed.

I worked with a fantastic colleague on the team that had a very bad habit of responding to challenging technical requests with an automatic ‘Not sure yet, but that should be doable’.  What he meant to deliver was ‘It SHOULD be doable, but of course I won’t know until I work on it” and what the customer heard was “That WILL be EASY and there is no reason it won’t be done on time”.  So when said colleague moved heaven and earth to deliver on what turned out to be a very difficult task, the customer was unimpressed.  They had already expected it to be done without effort and was maybe a little disappointed that the colleague didn’t work on some of the other, less important features.  This is what I would call a ‘Technical win and an Expectation fail

Here are some tools and tricks I use when working with other people to help set the expectation

  • Pictures and mockups.  When you are working in the web industry, their really isn’t an excuse to not mockup what you are seeing in your mind for the customer.  A tool I like to use is Balsamiq, which is a Flash based web mockup framework that is quick and easy to use
  • Agile Development.  The agile process focuses on rapid delivery of code, typically every two weeks, that gives the customer something to wrap their head around.  I think Ill do a full post on agile tomorrow
  • Closing summaries.  When I talk with customers, I have developed a technique of always closing out a conversation by saying ‘So, what I understand you want is…’ and just re-summing everything you’ve been talking about.  Etiquette might frown on dragging on a conversation past what the listener wants to endure, but I almost always find mismatching expectations in the closing summaries.

What do you do to manage someone’s expectations?

photo attributed to polandeze

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Feb
12
2009

Do You Know What Your Customers Don't Know?

questionandreannaThis is the question that every business asks themselves (or should) – What do our customers not know?  It is vitally important to know the answer to this question because that is the very information you need to have on your website and in your brochures.  Potential Customers come to your website to get the answer to their questions.

The hard part is that the question is not the same for everyone.  But there are some easy ways to find out what customers want to know.  Most obvious and easy is just to ask them.  Much of this information is also already known by employees of your company.  Anyone who takes sales or support calls will have information about what customers have questions about.

Helping customers answer their questions will lead to higher customer satisfaction and an improved sales process, plus provide you with better content on your website and brochures.

(photo by Andreanna @ Flickr CC)

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Feb
06
2009

Take the Time to Connect with Your Customers

dotserixAfter dropping my daughter off at school this morning, I stopped by the local bagel shop.

“Sausage, egg and cheese on wheat.  Salt bagel, double toasted, extra cream cheese. Coffee refill, please.”

“Do you have a daughter who goes to school?”

“Yes, she’s seven.”

“And your husband has a beard?”

“Yup.”

“Tell him I said hi.  I recognized this bagel must be for him from the extra toasting, extra cream cheese.”

The bagel shop owner took an extra few seconds to connect with me on a more personal level than just saying hi.  Not only did I mention this exchange to my husband, but it also struck me as important enough to blog about.  In this tight economic times, spending a few extra seconds connecting with your customers, remembering an extra little personal detail, can go along way to providing you with good referrals and future business.  All it takes are a few extra seconds and bit of effort to connect the dots.

(photo by erix! @ Flickr CC)

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Jan
16
2009

Are your FAQs Questions your Customers Actually Ask Frequently?

question-bastWhen was the last time you went to a website looking for some information about a product or service?  Did they have a FAQ (Frequently Asked Questions)?  Was the information you were looking for actually there?  A lot of times FAQs are only marketing driven – trying to cover any doubts a customer may have about purchasing a product.  But there is a real opportunity to provide useful information for your customers by providing answers to questions they actually ask frequently.

Obviously listening to your customers is one way to find out what types of questions they may have – and the best way -  support and sales people often are a good source within your company.  Another source of information is the search functionality on your website (if you have one).  What searches are people performing on your website?  Those may be the types of questions that are worthwhile to provide answers for (and make easy to find).

If you don’t have search on your website, or don’t have a good way to tell what people are searching for (both I would recommend remedying), take a look at the searches (keywords) that people use to come to your site from outside search engines.  This is information that the search engines feel you are good at answering, so it may be a good idea to make sure your answers are well rounded and provide all the information your customers (or potential customers) need.

The best source of FAQs really should be your customers.  Provide contact forms and periodically poll your customers (both in-person and online), to make sure you really do have all their frequently asked questions answered. By providing FAQs that your customers actually need, you’ll provide more support information for current customers and more purchasing information for potential customers.

(photo by -bast- @ Flickr CC)

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Dec
11
2008

Content is King – So What's Your Content Strategy?

kingmark_cogginsYou’ve heard it before – content is king.  Well without regularly updated useful content your business website will stagnate.  It’s the end of the year and a good time to reflect on how you’re using your website and the Internet to further your business goals.  Take a few minutes to think about how you can use content to help your customers and further your goals.  The good news is that content strategy can be cheap (in dollars) to implement and can provide excellent returns on investment (helping you reach your goals).  Here are some questions to consider in your content strategy:

  • What goals are you trying to reach with your content?
  • How will you measure your progress towards those goals?
  • What content should you provide?
  • How often will you post new content?
  • What types of content will you post (text, audio, video, images)?
  • How will you use your content and get your message out to your customers?
  • How will you connect with your customers and have rewarding, useful conversations?

In the next few posts I’ll give you an example of a content strategy that can work for any business and how to measure progress towards your business goals.

(photo by Mark Coggins @ Flickr CC)

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