Use The Most Valuable Real Estate On Your Web Site To
Capture Your Visitors' Attention ... In 10 Seconds Or Less!
Just like in spy
movies where the hero has 10 suspense-filled seconds to dispose of
his or her latest assignment before it self-destructs, you have an
equally short 10 seconds to grab your vistiors' attention before
your chances of making a sale self-destruct... and your first-time
visitors leave your site forever.
Your mission,
should you choose to accept it, is to make those critical 10
seconds count by ensuring that the first fold of your web site
(the first screen of your web site visible without scrolling) snags
the attention of your visitors with a compelling benefit that
persuades them to stay just a few minutes longer to find out what
you offer.
What's Up
With This 10-Second Rule, Anyway?
The first fold
is literally the most valuable real estate on your web site because
this is the screen that your visitors absorb during the first 10
seconds of their visit and use to make their "should I stay or
should I go" decision. That's why you'll frequently hear me refer to
"the 10-second rule."
The first fold
of your web site needs to be strategically designed so that, in 10
seconds or less, it clearly communicates the biggest, most
compelling benefit you have to offer your visitors.
I know this
concept probably sounds simple enough; however, most web site owners
make fatal mistakes here that drive visitors away and limit the
sales potential of their sites. In the process of trying to "tell it
all" ... "sell it all" ... or "dazzle `em all," they just end up
"confusing `em all." Or they assume that their web site will sell
the offer itself and don't provide any
information.
Think about all
of those times you've arrived at web sites that:
- Overwhelm you
with graphics
- Point you in
14 different directions with links here, there, and
everywhere
- Annoy you
with flashy banners
- Slow you down
with a long, pointless Flash presentation
- Spend the
entire first page talking about "Mission Statements"
- And just
plain drive you away with a lack of relevant information
... We've all
been to (and been frustrated by) these sites. So what can you do to
ensure that your site isn't one of them?
Communicate
Your Biggest Benefit With Your Headline
Any professional
copywriter will tell you that your headline can make or break your
success. Unfortunately, this is an element that is sorely
undervalued by most site owners.
The very first
thing that should draw the eyes of your visitors when they arrive at
your web site is a headline that clearly states the biggest benefit
your site has to offer. Graphics, logos, illustrations, menus,
links, etc... should never overpower or distract from this critical
element.
Your headline
should be located at the very top, center of the page in a larger
font size that naturally attracts attention. It should communicate
information about what you offer and how you're going to:
- Make
visitors' lives easier
- Save them
money
- Save them
time
- Help them in
their personal lives
- Provide
additional income
- Entertain
them
- Make them
more attractive
- Help them
feel better
Plus, it should
be visually appealing. For your headline to be most
effective, your visitors must be able to absorb the benefits it
shares in a glance. So you not only need to write a killer headline,
you need to strategically format it! Use bolding, italics, and
underlining to tastefully emphasize key points. And watch where your
lines break.
To illustrate
these points, let's pretend that you're brainstorming headlines for
your web site that sells plastic cutlery (i.e. plastic knives,
forks, and spoons):
|
Headline: |
Comments: |
1) |
"Welcome to PlasticCutlery.net" |
Your
domain name should NEVER be used as your title. It doesn't
communicate a benefit or give visitors a reason to
stay.
|
2) |
"Buy Our Perfect Picnic Pals" |
You know
what this means, but your visitors won't. Are you selling bug
spray? Wine? Picnic baskets? Friends to picnic with? Visitors
should never have to read through your site to understand your
title. The benefit should be clear to everyone
immediately.
|
3) |
"Stick A Plastic Fork In It When It's
Done" |
Don't
worry about being clever, worry about being clear. While cute
slogans might be fun to write, be careful that they're doing
more than amuse -- make sure they're selling visitors on why
your site is worth their time.
|
4) |
"Durable Plastic Nourishment Ingesting Utensils
Comprised Of Plasticizers, Fillers, Pigments, And Other
Additives" |
Huh?
Speak in a language that your target market is going to
understand. You're only impressing yourself by overusing big
words in long, complicated sentences. Good writing is clear
and concise. So are good headlines.
|
5) |
"Choose From Our
Wide Selection Of Brand Name Plastic Cutlery (Over 200 Tested,
Proven Durable Styles)... Including The Top 10 Patterns The
Hollywood Stars Use" |
Now I
admit that this last headline is a bit of a stretch, but if
you are in the market for designer plastic utensils, these
might be the major benefits you are looking for. Notice that
this headline clearly expresses benefits like:
- Choose from a wide selection of plastic cutlery (over
200 styles)...
- Choose from brand name cutlery...
- And choose from patterns the stars use.
|
Now
let's look at a couple of different ways you might choose to format
this last headline for the greatest response:
Example #1:
"Choose
From Our Wide Selection Of Over 200 Tested, Proven Durable
Styles In Brand Name Plastic Cutlery Including The Top 10
Patterns The Hollywood Stars Use"
Example #2:
"Choose From Our Wide Selection Of Brand Name
Plastic Cutlery (Over 200 Tested, Proven Durable
Styles)... Including The Top 10 Patterns The Hollywood
Stars Use" |
See
the difference? Example #2 not only makes effective use of centering
and line breaks, it also using bolding, italics, and brackets to
place special emphasis on text that makes it easier to read in a
glance. This is how you make the benefits in your carefully written
headline jump out at your visitors.
Capture Visitors' Names And E-mail
Addresses
The next
critical element that should appear within the first fold of your
web site is an opt-in e-mail form that offers visitors a
compelling reason to become a subscriber.
Not every person
is going to buy from you the first time they visit your site, so
it's very important that you capture their names and e-mail
addresses before they leave. You've spent the time, money, and
energy getting your site listed in the search engines, recruiting
link partners, purchasing advertising in industry newsletters,
writing free promotional articles, etc... Why would you let these
targeted visitors slip away?
Of course, these
days including an opt-in e-mail form with text like "Subscribe Now"
or "Free Newsletter" is not enough. E-mail is no longer a novelty
for most people, and there are literally thousands of sites pushing
their "free" newsletters. So it's extremely important that you give
your visitors a compelling reason to share their names and e-mail
addresses.
For example,
referring back to the plastic cutlery web site, a good subscription
offer might read something like this:
Subscribe to our FREE monthly "Plastic Cutlery"
Newsletter and learn the secrets Hollywood stars use to
throw some of the hottest, most talked-about parties... for
almost no cost!
PLUS,
Subscribe today, and you'll immediately receive our
exclusive report, "10 Secrets About Buying In Bulk
That Plastic Cutlery Manufacturers Don't Want You To
Know!" |
Notice that
you're not only letting visitors know that their subscription will
be free, you're telling them exactly what your newsletter is about,
how frequently they'll be receiving it, and how they're going to
benefit from it. Plus, you're giving them the added incentive of a
special bonus report that contains information they're going to
value (and that's going to establish your credibility!).
Make Getting
Around Easy With Your Navigation Menu
The other
critical element that should appear within the first fold of your
web site is your navigation menu, which should be placed somewhere
on the top, left of every page. When visitors first arrive at your
site, they should be able to see in a glance that your site is going
to be easy to navigate.
If your visitors
are struggling to get around, then they're not thinking about your
offer. And if they're not thinking about your offer, they're going
to leave! So rather than scatter links around your homepage, group
them together in a concise menu that's easy to understand and
use.
I should point
out that part of making your navigation menu easy to use involves
carefully choosing your menu button names. For example, a poorly
labeled menu on your plastic cutlery site might look something like
this:
- What's
Cool
- Meet
Bob
- Statistics
- Background
- Product
Notice that none
of these buttons give the visitor information about how they're
going to benefit from clicking on them. This is a very common
mistake. Don't assume that your visitors will instinctively know
what these buttons mean. Choose compelling link and button names
that are both benefit-oriented and clear!
A better menu
might look something like this:
- Home
- FREE Plastic
Cutlery
- Hollywood
Star Favorites
- 200 Cutlery
Designs
- Cutlery Care
Tips
- About
Us
- Contact
Us
Notice that each
of these menu options clearly tells the visitor where they're going
to go or what they're going to get by clicking on them.
Avoid These
Common Design Errors
Once you
understand the key elements that should immediately grab your
visitors' attention within the first fold of your web site, the
elements to avoid become obvious:
#1: Avoid
Links And Banners That Drive Traffic Away From Your
Offer
Be careful not
to drive traffic away from your web site with distracting banners
and links. While there are some situations that warrant placing a
banner at the top of your homepage (i.e. you're promoting an
affiliate product or you're selling your advertising space), you
need to make sure you're not driving your traffic right into the
hands of your competition.
For example, if
you're selling books about plastic cutlery, you shouldn't have a
link to Amazon.com at the top of your homepage. Amazon.com is a
HUGE, well-established bookseller that has already established its
credibility with online book buyers. If you present your visitors
with the choice of purchasing their plastic cutlery books from you
or Amazon.com, they're likely going to choose Amazon.com.
Think carefully
before placing any links or banners within the first fold of your
web site; this is where you should be directing visitors towards
your offer, not away from your site!
#2: Avoid
Distracting Graphics And Animation
Words sell, not
graphics. So if visitors spend the first 10 seconds at your site
trying to figure out how to make your long Flash presentation stop,
or waiting for large graphics to load, you can be sure that they're
not going to stick around.
While there is a
time and place for graphics and animation, be certain that if you've
chosen to include any on your site, you've done so to strategically
enhance your message and illustrate a benefit -- not for your own
self-gratification. Your friends and family will be far more
impressed by the long-term profits your site generates than by
flashy, spinning images.
#3: Avoid
Sharing Ordering Information Too Soon
While your
product type and offer will ultimately dictate how you lead your
visitors to the sale, it's generally a good idea to avoid any
mention of ordering or buying until you've established the value of
your offer as this tends to scare people away.
Like any good
salesperson, you first need to establish your credibility and
explain how your product or service is going to benefit the visitor
before asking for the order.
#4: Avoid
"About You" Text Like Mission Statements
Here's a
personal pet peeve of mine. Sites that seem intent on boring you to
death with long, elaborate pages that talk about company goals and
mission statements. Think about it for a minute... A mission
statement is about what your company wants to achieve, not about how
your visitors are going to benefit from doing business with you.
Yes, in some
cases these benefits may be implied in your mission statement. But
you can't honestly expect your visitors to wade through all of your
pomp and ceremony to figure out how you're going to help them. If
you MUST include this information on your site, don't place it in
the first fold of your homepage where visitors are looking for
clear, specific details about why your site is worth their
time.
Final Thoughts:
The first fold
is the most valuable real estate on your web site because this is
where new visitors make their 10-second decision to stay or go.
That's why you need to side-step the tempting design errors like
misplaced banners, distracting animation, wordy mission statements,
and premature ordering information, and use this space to carefully:
- Communicate
the biggest benefit your web site has to offer,
- Persuade your
visitors to opt-in to your mailing list,
- And convince
them that your site will be a breeze to navigate.
This is how
you'll not only dramatically increase the average length of a
visitor's stay, it's how you'll also dramatically increase your
overall sales!
ABOUT THE AUTHOR: Corey Rudl is
the owner of four highly successful online businesses that attract
more than 1.8 million visitors per month and generate over $6.6
million each year. He is also the author of the #1 best-selling
Internet Marketing course online.
Click here to check out his site that's
JAM-PACKED WITH THE EXACT INFORMATION YOU NEED to start, build, and
grow your very own profitable Internet business starting from
scratch.
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