Hot direct response SEO copywriting tips for cool online writers.

No info=no sale. Why Berlitz’s site lost me as a customer

The question came up yet again just a few days ago.  “I’m afraid of having too much information on our site - I want leads to call us instead.”

And to that, I always answer, “Well, what if they don’t want to call you? Or what if they need more information before they feel comfortable picking up the phone? Are you willing to lose a conversion because you were afraid of “giving the lead too much information?”

When it comes to the sales process, the Web is a weird and wonderful place.  Doing in-depth vendor research is as simple as a few Google searches - and researching a consumer product is easier than ever. Like it or not, people are conditioned to start their research online - and then move it offline if (and only if) it suits them. If your Website doesn’t immediately answer their questions, you can’t assume that people will call you for information. In fact, a non-informational site runs the risk of making the prospect so frustrated that they choose to walk away rather than contact you.

Last night, I came across a perfect example.

So, I figured it was time to learn another language.  I’ve been jonesing to learn Dutch for a couple years.  I travel to Amsterdam at least once a year - and I’m constantly embarrassed at my inability to speak the language (International travel hint: gesturing wildly does not make up for an inability to speak Dutch. It just makes you [OK...me]) look like a chicken.)  After doing some searches for Dutch language instruction in Portland, OR, I came across this well-known, corporate site:

All I wanted to know is how much it would cost and how many classes a week they’d recommend. That’s it;.  Since it was 11pm, there was no-one to call - and I didn’t want to talk to anyone at that moment anyway.  All I wanted to do was figure out cost and the time commitment.

Here’s where the site completely failed me:

• There was no FAQ section - or much online content at all. The questions I had were probably pretty common.  Why wasn’t there a place where I could quickly get the information I needed?  OK, so they mention that I could download a brochure. But how can I when the…
• …”download a brochure” line isn’t hyperlinked?  Suddenly, I’m hunting around for a download link.  Nope, not on the right hand side of the page.  Nope, not in the navigation bar.  It took me about three minutes to read “download a brochure” (it’s below the navigation bar and above the “Contact a Berlitz Consultant” button.”)  OK, I was tired and it was late. That could have contributed to the time spent. But still.
• When I did download the brochure - guess what?  It didn’t answer my questions.  The brochure’s main focus was to get me to contact a Berlitz Consultant…which I didn’t quite want to do yet.  Even so, I clicked to the “contact us” and found this:

Uh, “corporate sales representative?”  I didn’t want to be “sold to.”  I wanted to figure out the cost and the time commitment. Didn’t they call these folks “Berlitz Consultants” earlier? That seems much more palatable than “corporate sales representative.”  Hmm, I have a business - but maybe since I’d want individual lessons, that site section would give me more information? Let’s see:

Uh, ok.  The page devotes 19 words to telling me more about their program for individuals.  That’s it.  No class schedules.  No fee structures.  Nothing.  And look - apparently, individual customers aren’t as desirable as businesses. The individual page is a contact form only - no friendly representative contact numbers.

I gave up after that. And don’t even get me started about their SEO copywriting…let’s just say that it could be vastly improved upon.

This was a clear example of a company wanting me to get information about their service their way - not the way I’d prefer - and because of that, they lost a conversion.  If they only provided a bit more information - possible class schedules, an idea of pricing, anything that would help me move along the conversion cycle, I would have happily converted.  I looked for it.  I wanted to read something.  But, no.

Instead, the site was like one big, unsuccessful tease.  And for Berlitz, there will be no happy ending.

In the meantime, if you know of anyone who provides Dutch lessons in Portland, OR - have them contact me. You can contact (and follow me) on Twitter at @heatherlloyd.

What Stephen King taught me about online copywriting

I used to love Stephen King books.  “Carrie.”  “It.” “The Stand.” As a teenager, I had them all. Heck, I even had them in hardback. Whenever I’d make a new book acquisition, I’d crawl into bed, turn on my reading lamp and faithfully turn to the introduction before chowing down the main story.

Why? Because the introduction was just as creepy, scary and weird as the rest of the book - sometimes, even more so. It warmed me up to the book’s theme and set the stage for what I’d find next.  Sure, Stephen King would go through the normal stuff every author does in an introduction. He talked about the inspiration for the book. He talked about what was going on in his life when he wrote it. He mentioned a few characters, and thanked a few people.  But, where most book authors make the first few pages a dull litany full of “thank yous” and factoids, Stephen King seamlessly folded fact and emotion into the copy.  In essence, King made a book introduction - the most mundane part of every tome - spooky. And expertly set the stage for the rest of the story, placing the reader on the edge of her seat before she reached the first chapter.

Stephen King is a master of eliciting an emotional response through his writing’s tone and feel.

Direct-response SEO copywriting is a type of storytelling. Every Web page - whether it be about industrial blenders, women’s coats or gardening shears - is there to draw the reader into a purchasing frame of mind.  If your prospect is at the consideration phase of the buying cycle, he’s looking for information, comparing features and kicking the virtual tires. If your prospect is ready to buy, she wants to purchase from a company she feels she can trust.

Read the text on your Website, and ask yourself these questions:

• Would I feel comfortable reading this text to a prospect?

• Would these be the words I’d use to showcase our services?

• Does the wording sound way too formal for your “family owned, small business” atmosphere?

• Do the words inspire trust and confidence?

• Do you feel energized after reading the copy? Or does your site sound exactly the same as all your competitors?

 
Isn’t it time to erase mediocrity from your SEO content?

Your Website copy is your front-line, virtual salesperson. Never, ever be afraid to be engaging.