Website Optimization Playbook
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Website Optimization Playbook for Agile Marketers - PowerPoint PPT Presentation

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We all know how critical a website is to your business strategy, but what does it really take to have a great website that drives traffic, generates leads, and converts them to revenue? \n\nThis free unfunnel playbook is the ultimate resource to having a killer website. With it, you\'ll learn... \n\n1. How to get found online with new SEO tactics, linking strategies, and more \n2. The essentials of UX design and web usability \n3. How to use content to drive traffic to and keep them on your website \n4. Easy ways to use your website as a lead generating machine...including Calls-to-Action, Landing Pages, and Form optimization methods.

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Website Optimization Playbook

Design = Traffic + Leads = Revenue












Social & Shareable Content

Other Forms of Content



Landing Pages



Linking Strategy

On-Page SEO

XML Site Maps

301 Redirects


First Impression





Gone are days where all it took was a URL, Flash, and an expensive ad campaign to

temporarily boost traffic. The reason for this shift? Changing user behavior.

Today’s user consumes information when and how they want, often without the

involvement of a sales pitch. They want to be educated – not sold.

New forms of content are a life-saving vitamin in the customer lifecycle.

We need to integrate each of theminto the web experiences we create.

FIRST THING’S customer lifecycle.



Female, age 65 customer lifecycle. – post graduate, married w/ 2 grown children

Annual HH Income = $125,000

“The internet is a functional tool, I don’t want to express myself online. I like emailing, checking the

news, sport & weather but also online shopping. I’m not very interested in running my social life online

and I’m worried about privacy and security. I’m older and have been using the internet for a long time.”



Over 50% smartphone owners; < 20% tablet


Communication Preferences: Email, website, social media (Facebook)


Purchase Behavior: Travel, flights, computer hardware, software, books



Email blasts/newsletters/response, Facebook, organic SEO, Pinterest, website features


Most likely to convert: 9:00 to 9:30am

College-educated Female, age 45 - Married with 2 older children, 1 in Household

Suburban, Annual HH Income: Over $100k

“I use the internet to gain knowledge, information and to educate myself about the world. I’m

not a big user of social networks but I do want to hear from like-minded people especially to

help me make purchase decisions. I’m very interested in the latest thing.”



Over 50% smartphone owners; < 20% tablet


Communication Preferences: Email, website, social media, SMS/mobile, online communities


Purchase Behavior: Travel, gifts, software, books, telecommunications, banking, insurance



Email newsletters/response, SEO/SEM, social media, website features, blogging, web video


Social Tactics: Facebook, Pinterest, YouTube, Google+, Twitter

PART 1: children, 1 in Household


Social Media children, 1 in Household


Profile Links / Nav


Bitly links in Posts


Social share meta tags

Blog + PR + RSS Feeds

Cross-Site Linking on

Social Bookmarking


Delicious, StumbleUpon, Reddit, etc.

Brightcove + YouTube


Campaign Links in YouTube Channel Navigation


Push campaign promo videos to YouTube


Optimize YouTube for clicks to the site

Tagged bitly links

Call-to-Action overlays and / or annotations









Review Sites

children, 1 in Household Pick a primary keyword for each page

But remember to write for humans first

…Search engines second.

• Place keyword(s) in headline & sub-


• Image file names & ALT tags

• Header Tags (H1 – H6)

• Page URLs

• Keyword density of body content

Title Tags children, 1 in Household


The ONLY remaining meta tag that affects

Google rankings


NEVER begin it with the brand name

Meta Description


Unique for every single page


While it can’t boost, duplicate meta descriptions

can significantly hurt your search ranking



Improve on-site search rank & SEM


Too many tells Google SPAM

Not the public HTML sitemap children, 1 in Household used as an index for content, but rather a dynamically

built sitemap that updates on a regular basis to include the most current pages of any site

as we create them.

Typically, this is only available for subdomains ( or campaigns

that have a separate URL (

• Separates the campaign from holistic site to reduce clutter

• Tells search engines to rank campaign over for certain keywords

• Prioritizes landing pages by user intention


Home Page = title search


FAQs = informational / inquiry search


Register = decision search


Donate = Conversion-style search query

1. children, 1 in Household

Easy way to prevent 404 problems – with Google & the user


Tells Google that many different URLs are all one page  improves ranking


Friendly URLs (e.g., also help keyword ranking and

the overall user experience with the campaign site

PART 2: children, 1 in Household


Tips for Great Web Design children, 1 in Household


Proper use of colors: Use the right colors for your

audience to draw attention to select elements. Don’t

try to make everything jump out – or nothing will

stand out. Avoid a chaotic mix of colors and instead

pick 2 to 4 colorsfor your web templates.


Animations, gadgets and media:Avoid anything

unnecessary. No Flash animations, no animated

background and NO background music.


Layout: Create a clear navigation structure and

organize page elements in a grid fashion (as

opposed to randomly scattered).

And don’t be afraid of white space– avoid clutter!

Your site represents who we are and what

we offer the user. When people see it for the

first time, they’re thinking…


Is this credible / believable?


Is it trustworthy?


Is this a REAL business / event / product?



Is this company stable?

Does this site make me feel welcome?


Am I in the right place?

Consistent children, 1 in Household



such as Logo,


Links &


RELEVANCE children, 1 in Household

Effectiveness increases as connection between image

and perceived value becomes clearer. Choose images

with direct implication of value.

Most important…NO STOCK IMAGES!


The force of an image increases with authenticity.

Images bring realism that reduces the “virtual distance”

between an offering and the user’s perception of its

value. Choose images that help the visitor see and

touch the core value.

I’m a happy



Image effectiveness increases with relative graphical

proportion. Used properly, images should draw the

natural eye-path of a visitor, bringing more force to the

value communicated by the image. Too many visual

elements only confuse the visitor.

children, 1 in Household Keep the structure of primary navigation simple

(and near the top).

Don’t offer too many navigation options.

• Don’t dig too deep –it’s best to keep your

navigation to no more than 3 tiers.

Include navigation in the footer.

Use breadcrumbs when needed, so people are

aware of their nav trail on bigger sites.

• Include links within your page copy and make it

clear where the links go. This is also great for SEO!

Include a Search box near the top so visitors can

search by keywords.

• Avoid use of complicated JavaScript and

(especially) Flash. Mobile devices hate Flash – so

does Google. And so does the user.

In order to gain significant traffic, your site needs to be compatible with multiple browsers

and devices. Make sure anyone visiting your website can view it no matter what browser

or application they are using.

PART 3: compatible with multiple browsers


Questions to ask yourself about compatible with multiple browsers anyweb experience…


Will the user know what the campaign does for them – within seconds?


Will they understand what page they're on and what it's about?


Will they know what to do next?


Why should they sign-up or convert to your offer over any other?

1. compatible with multiple browsers

Create a few headlines and sub-headline ideas for your most important pages.

Use a powerful value proposition and avoid clichés, gratuitous poetry or corp-speak.


Include clear call-to-actions and next steps. Include links in your copy, next step

links at the end and calls-to-action where appropriate.


Test your copy. For the most accurate indicator of winning headlines, use A/B

testing to see which variation drives the most conversions.

compatible with multiple browsers In donation-specific content, speak to

your audience.Use words like “you,”

and “we.” Be transparent. Make yourself

sound human. Speak their language.

• Write as if you are helping them solve

their problems.Avoid “we are the best”

or “Brand X was blah blah blah” speak.

Instead, use “this is how we help you

______ with _____”

• Offer more than just the ask.

Provide calendars, eCards, videos, and

other value-added content. This nurtures

prospects until they’re ready to buy. Plus,

they get a story – not a sales pitch.

compatible with multiple browsers Provide unique content. People love it

and so do search engines.

• Evidence when needed. If using facts,

awards, testimonials, etc., back up with

sources and give credit when it’s due.

• Write for humans, not search engines.

People don’t read like robots.

• Know your subject well. You probably

don’t want a mechanic writing about

brain surgery. Accurate equals quality.

• Provide value with educational content

that helps others.

• Keep content fresh.Having news that’s

two years old still on your home page

probably gives visitors a bad feeling.

• Know your audience. Providing content

specific to users makes it more relevant

for them, and in turn, higher quality.

Avoid “Gobbledygook” compatible with multiple browsers

 Next Generation

 Flexible

 Robust

 Scalable

 Easy to use

 Cutting edge

 Ground breaking

 Best of breed

 Mission critical

 And so on…(I think you’ve had enough)

Be Clear, NOT Clever. If awareness is one

of your goals, then step 1 is ultimately to be

understood. Just be clear with what you

want people to do on your site.

Reasons you compatible with multiple browsers need a Blog:

1. Creates fresh content and more pages of

unique content, which is great for SEO

2. Establishes you as industry thought leader

3. Helps drive more traffic back to your website

– and captures more leads than ANY tactic

4. Enables lead capture via “Subscribe” or

“Sign Up for Updates” calls-to-action

5. A great way to get inbound links!

compatible with multiple browsers Product Reviews - on content, products,

and campaigns. Let donors fundraise for

us with insights next to info we provide.

• Become a Social Network - Do donors

log-in on your site? We have social sign-

in for updates, information, or support.

Why not offer social features like forums,

reviews, etc., using the same tools?

• Encourage Commenting - Allow user

comments and ideas – give ownership

via blogs, forums or a My Starbucks

Idea, where feedback drives programs.

• Plant social sharing across all core

offerings and calls-to-action.

• Allow Users To Curate Content – A

website full of new content is hard. Give

users power to submit content they

create or find.

Visual Content Types: compatible with multiple browsers

1. Imagery

(e.g., Infographics)

4. Online Utility Tools

(e.g., Giving Calculator)

2. Video

5. Games

3. Audio

6. You name it!

compatible with multiple browsers Provide authentic customer stories and don’t hide these behind a form!

• Place real, short and powerful testimonials on your site.


Consider placing testimonials on certain topics on the pages relevant to them

• The more proof you have – the better


Make it part of strategy to collect case studies and testimonials when possible

• Leverage other online sites that provide reviews like Yelp or Google

PART 4: compatible with multiple browsers


compatible with multiple browsers Make them bigger and bolder than most

elements, but don’t overdo it.

• Make the CTA look clickable. Use buttons or

add a hover effects.

• Consider colors of the CTA, whether it is a

link, button or image.

• Less is more. Keep it simple and clear what is

being offered.

• Offer CTAs that provide value, like events,

reports, rewards, donations, sign-up, etc.

• Test when possible. Different colors, effects,

shapes, words, and placement.

“Contact Us” is the worst form of a CTA

Segment offers by Customer Lifecycle. compatible with multiple browsers Place lead gen offers (newsletter sign-up, download) on

top-level pages. Next-level CTAs (demo, event register, free trial) as user digs deeper.

CTAs both above and below the fold. Above the fold area gets the most views. Be sure to add

some at the bottom and within body content as well.

Some studies suggest placing CTAs to the right of the page work better…but testing this will

ultimately determine what’s best for your website.

Use Thank-You Pages for Additional CTAs. compatible with multiple browsers

Seen right after someone completes a web form. There’s often plenty of real estate to offer more

CTAs. Once a prospect completes a form, don’t stop there. Offer them additional ways to help

(demos, trial purchases, social shares, 1x versus Membership, etc.).

Test, Test, Test!

It’s unclear which version will drive the conversions. Test different placements to know which one

works best for your site.

Brief description and bullets to scan. compatible with multiple browsers

Form directly on page with sub-head re-

emphasizing the offer.

Content focuses on value.

Not too long.

Main navigation has been removed

Logo remains in the top left corner.

Clear headline describing the offer.

Clear image of the offer.

Social share icons

(bottom left - not shown)

compatible with multiple browsers Only ask for the information you need for

your CRM. Avoid asking for sensitive info

they may not want to give.

• If download is your CTA, fulfill instantly.

Include confirmation link and next-level CTA

on the next page (e.g., “Thank You” page),

with an auto-responder email as well.

• Consider the value of the offer. The more

valuable an offer, the more information you

can ask for in return. If it’s a newsletter

subscription, only ask for email address

(maybe first name).

• Reduce anxiety. People are resistant to

give up their info. Add a privacy message (or

link to privacy policy) indicating their email

will not be shared or sold.

• Don’t use the word “SUBMIT” on your

buttons! No one wants to submit anything.

Not all CTAs need to be big offers. compatible with multiple browsers

You should definitely offer a newsletter

subscription on your website.

Newsletters or mailing lists are the perfect way

to collect email addresses so you can nurture

leads over time to become customers.

Just make sure it’s easy for people to

find your subscription form!

Join us… compatible with multiple browsers