This is a guest post by Tom Albrighton, a professional copywriter and founder/director of ABC Copywriting, based in Norwich.
Planning the home page. So important, and so difficult. Often, our answer is to throw everything at the wall and see what sticks. The trouble is, you end up with a lot of stuff that you really don’t need. So in a spirit of ‘less is more’, here are five things you could consider hacking away from your home page.
Welcome message
This is a contentious one. Many marketers and copywriters feel that the ‘welcome’ statement is embarrassingly old hat, and shouldn’t be present on a modern website.
I agree that it’s a cliché, but that doesn’t mean you shouldn’t use it, or that it’s not effective.
In my view, a ‘welcome’ statement has its place if it talks to the priorities of your visitors and makes them more likely to stay. If it just wastes their time or irritates them, drop it.
For example, a niche online retailer selling speciality coffees is the kind of cosy ‘shop’ you’d like to be welcomed into, while an all-business insurance comparison site would probably do better to lead with an eye-catching offer.
If a welcome message isn’t appropriate, you can use the space to offer ‘doorways’ into other parts of the site, or an orientation statement that tells the visitor where they might like to begin browsing.
Background info
I’m a strong believer in a simple, straightforward positioning statement somewhere on the home page, just so visitors can confirm they’re in the right place. For example:
We are a small, friendly team of accountants serving clients in Carlisle and the surrounding area.
Nothing wrong with that. Every word conveys information that visitors almost certainly need, and it’s almost certainly good for SEO too. But the ‘about us’ chat should end as soon as you get into things you want to say, rather than things the audience wants to hear.
For example, it’s unlikely that anyone needs to know immediately when you were founded, how you developed, how many people you employ or (being brutally honest) anything about your beliefs, values or business ethos. Provide that stuff somewhere by all means, but don’t put it on the home page where it could get in the way of a visitor who wants to get facts or make a purchase.
Generic pitches
Many, many websites fall into the trap of making a generic pitch for the products or services they offer, rather than selling themselves specifically. For example:
If you’re setting up in business, you can give your image a major boost with a professionally designed logo and letterhead.
The visitor already knows that. That’s why they went to Google and typed in ‘logo designer’, ‘business stationery design’ or whatever. They’re already persuaded of the general benefits offered by firms like yours, so don’t fritter away their patience by restating those benefits. You’re not writing an ad for the back of a bus – online, your audience is pre-vetted, proactive and attentive.
Remember, the user has probably got a set of nine similar search results sitting right under the ‘back’ button whenever they want them. So draw them in with some reasons they should stay on your site – in other words, the specific benefits of choosing you over a competitor.
Generic selling does nothing to advance your cause and arguably gives a hand to the competition – there’s a risk that you merely reinforce the visitor’s generalised interest, allowing another site to convert it to a lead or sale later on.
Scattergun content
Looking at some home pages, you get the feeling that the company got a bit bored with their own business. On top of the basic text and the navigation, you’re looking at case studies, client logos, special offers, awards, company news, blog posts, knowledge portals, newsletter signups – everything’s been thrown into the pot.
Making a home page is a bit like making a soup. You can put in ten different vegetables if you want, but your users won’t be able to discern every last taste. Instead, you might want to use just two or three really strong flavours and give them a more focused experience. Adding more can lead to dilution rather than concentration. As I’m often telling clients: the more you write, the less likely people are to read it all.
If you look at your home page for years, it’s inevitable that it starts to look a bit dull or elementary. But your visitors have never seen it before. (OK, they might be returning for a second visit, but it still won’t be familiar.) In fact, it may be that your whole industry is a completely closed book to them. Some basic info and a reassuringly simple layout that they can get their heads round in seconds might be just the ticket.
Irrelevant imagery
If you’re selling a product, it makes sense to show the product – holidays, showers, cars. But what if you’re selling a B2B service such as web hosting or copywriting? What should you show then?
Well, you could try to show one of the tools of your trade – a web server, perhaps, or a fountain pen. Unfortunately, those things aren’t that interesting visually, and they run the risk of making your audience think about computer hardware or stationery rather than website uptime and effective communication.
So you go down the road of metaphorical or figurative illustration – light bulbs (=innovation), fast cars (=high performance), shaking hands (=partnership). That gets you a pretty picture, but again, you’re risking the audience thinking about something irrelevant, like cars. And unless you can sustain the metaphor far enough to make every point you need to make, your text is going to end up being on a different theme from your imagery, which means that the overall message will not be harmonious.
It’s difficult. Believe me, I’ve grappled with this beast many a time. But even though it’s hard, you don’t have to make it harder by choosing a design that obliges you to have a leading or ‘hero’ image. Ask your designer to solve the problem with text and graphics.
Ideally, every image should have a semiotic, rather than purely aesthetic, justification – paying its way in terms of meaning as well as decoration.
Tips for a better home page
It’s so easy to criticise. So here are a few positive pointers to help address the problems I’ve covered in this post.
- Imagine yourself as a newcomer to your site – one with little or no knowledge of your field. How will it come across?
- Develop your home page for visitors – not for yourself, or to outdo competitors.
- Make sure everything on your home page has a reason to be there.
- Don’t be afraid to use space and simplicity to emphasise key messages (or a single message).
- Keep in mind what you want the user to do. Include a call to action and don’t be afraid to state it early on. You’re selling products or services, not website content.
- Think of your home page text as an ‘elevator pitch’, or the words you would choose to say if you were introducing your company. Be memorable, but don’t be afraid to state simple details. Facts are reassuring.
- Don’t sweat it. Remember the user is actively searching – they want to use you. All you have to do is remove the barriers in their way.
