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It’s not you, it’s me

it's not you, it's me.

It’s a terrible break up line, and a bad premise for a website, yet it’s a mistake that many businesses make with their web marketing. Creating a site that focuses on your business, rather than your customer’s concerns won’t win you many fans.

If you think of your website as an online brochure, a place to promote your services and list your achievements, then it’s unlikely to bring you many leads. It’s a sad fact of life that people don’t really care about your business. What they care about is what your business can do for them. How can you help them?

But surely, you might say, my company website has to be about my company? And you’d be right, in a way. It’s a matter of reframing what you do, and seeing it through the eyes of potential clients. It means putting everything you’re writing through a customer reality check.

Does your customer care that your business was established in 1853, and that you have delightful waterside offices, or do they want to see that you understand the issues they’re facing, and that you have the answers?

This is where valuable content comes in. By creating a lot of helpful content that directly addresses the issues your clients are wrestling with you can show rather than tell that your business can help. Building a bank of genuinely useful stuff, and having it upfront on your website home page is a great way of letting potential clients know they’ve come to the right place. A blog, where you share what you know and give away knowledge for free, speaks far more loudly of a generous approach than any number of awards.

There is a place for your business history and heritage on your website – by all means include it in your About Us section – but make sure it’s outweighed 10, 20, or even 100 to one, by pieces of content that are really valuable to your clients.

How to make your website all about your client, not you.

Valuable checklist – does your website include?
A blog which you update regularly.

Quick win articles – top tips – how-to guides offering useful advice that will help your clients right now.

A longer piece of content – a white paper or e- book -something to satisfy people looking for more depth and detail.

Video – not everyone likes to read, so getting your content into video format increases its accessibility. (NB the video has to be useful. Not you standing in front of your office saying ‘Established in 1853….’)

Case studies – more show, not tell, of the way you help your clients.

If you need help with creating a website that’s all about your clients, or with content creation for your current site, get in touch.

You might also like:

How great content gets you found
Know your audience
Creating case studies that sell

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