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Q: How can we generate more leads through our site? ( Answered 4 out of 5 stars,   0 Comments )
Question  
Subject: How can we generate more leads through our site?
Category: Business and Money > Advertising and Marketing
Asked by: jvic-ga
List Price: $65.00
Posted: 03 Mar 2003 13:21 PST
Expires: 02 Apr 2003 13:21 PST
Question ID: 170137
I'm looking for advice on how we might improve our site
[http://www.mensdivorcecentre.org/] and encourage visitors to take the
step of calling our reps or filling out the contact form.

The site is used as to generate leads for our organization.  Once we
receive a call or contact form, our representatives help them complete
their membership registration.  We have purposely avoided being too
"hard-sell" in our approach, but we do want to increase membership
leads.

Specifically,
a) what, if anything, should we add to the site, to attract and
interest potential members
b) what, if anything, should we modify in the current site
b) how can we improve the path a prospective member takes through the
site, in order to make the initial contact easier.

Suggestions on layout, navigation, color, logo, graphics, copy,
information provided, information missing, would all be welcome.
Answer  
Subject: Re: How can we generate more leads through our site?
Answered By: kriswrite-ga on 03 Mar 2003 14:29 PST
Rated:4 out of 5 stars
 
Hi jvic~

Right now, when I enter your site, what catches my eye first is the
photograph, then the MDC logo, and then all the testimonials. However,
my recommendation is that you put the introduction ("The Men's Divorce
Center is a national...") in larger type. After all, it explains
simply and readily what MDC is all about. On the page, lower the body
of text a bit, so that it reads more like a real introduction, rather
than an afterthought stuck in at the top of the page at the last
minute--perhaps centering it between the photograph and the MDC logo,
or putting the MDC logo on top.

I also suggest you put your list of links ("How can MDC help you?,"
"Becoming a Member," "Testimonials," and "Contact Us") in larger type.
Right now, they get a little lost--yet, after your introduction, they
are probably the most important aspect of your home page.

Although the testimonials on the home page are helpful, your first
concern must be to tell potential members what you're all about. Only
then can they really appreciate the testimonials. Also, although
you're avoiding a "hard sell," the fact that the testimonials are in
larger type and take up *so much more room* than the explanation of
your organization makes your home page lean toward the "hard sell"
technique.

Therefore, make certain that the testimonials on the home page are
akin to a footnote. The type size needn't be smaller, but the whole
testimonial section should be more of a secondary nature. Right now,
they dominate the home page and potentially confuse visitors. Again,
the goal of a home page is to be uncluttered and state clearly and
simply what you're all about. If you don't achieve this, it's unlikely
visitors will explore your site further.

I would also move the "MDC in the News" link in with all your other
links, since it tends to get lost under the logo.

On the "How MDC Can Help You" page, I recommend that you change the
wording on the following paragraph: "MDC membership entitles you to
plain language reports and videos to help you deal with your spouses,
lawyer, your own Lawyer, as well as the biased courts." When I
initially read this, it seemed to me that you were promoting reports
and videos ON spouses...for fodder during the divorce. (In other
words, you were promoting the digging up "bad stuff" about a spouse in
order to bias a divorce case.) Only after clicking the link and
reading the resulting page did I realize that in fact you were
providing references and resources to help members learn about
subjects like saving money, emotional rescue, etc. Whereas the first
was a turnoff, the latter is helpful and encouraging.

Also on this page, in a bullet format, you highlight some of the
services you offer. The bullet format is excellent, since it is quick
and easy to read. However, I recommend that within each of those
bullets, you offer a link. In other words, "How to get and manage a
good lawyer for less" should have a link within it, as should all the
other topics listed. Otherwise, the viewer is left wondering *where*
they can find such information on your website.

I recommend that you make the "Recent Questions Our Lawyers Have
Answered" page much more accessible. I'd put a link to it on your home
page, since this page vividly shows the sort of information men can
learn through your organization. Make it clear that these are just
*samples* of the questions you can answer, and that they are not the
limit of what you can offer.

The fact that you allow some of your lawyers to "personally introduce"
themselves is excellent. I'd make it more clear on your "How Can MDC
Help You" page that you offer such an introduction. For example,
instead of simply having "family law lawyers" as a link, you might
instead write: "Our lawyer Hotline provides access to unbiased advice,
5 days a week, from family law attornys. Click here to meet some of
them."
	
As a potential member, I'd be turned off that the "Becoming A Member"
page doesn't detail how much membership costs. I realize that you'd
prefer potential members call in and talk to a rep from your
organization, but frankly, if I'm on an organization's website, I
don't want to have to call a rep and listen to what I think will be a
"pitch." I don't even want to have to send an email in order to find
out how much a service costs. I expect to find that information on the
organization's website. And if I don't, I'm likely to think that it
must be "too expensive," and forget entirely any idea of becoming a
member. It's one thing to have to call a phone number in order to
actually apply for membership, and quite another to have to call or
write in order to find out how much membership costs. (In addition,
the ability to sign up for membership online would be extremely
helpful. If someone can just fill out a form and type in a credit card
number, it makes it much easier to them to become a member at that
very moment...before they start putting it off or rethinking the
idea.)

In addition, you should probably add to this section ("Becoming A
Member") a more obvious link to the "Contact Us" page. Instead of a
link in very small type, consider adding an "Email Us" button, or
setting the words "Email Us" off on their own at the bottom of the
page, in larger type.

Your "Men's Divorce Centre mailing list" appears to be free of charge.
On a website, it's always an excellent idea to stress what you can
offer for free,  so I recommend that you include a better link to this
section on the home page. (Probably in the same list of links as
"Becoming A Member," "Contact Us," etc.  Although the current home
page link to the mailing list is large, because of it's placement, I
missed it *entirely* until much later.)

Overall, the site has a good design. It is, except for the home page,
uncluttered and well laid out. I especially like the
photographs--particularly in the sections where we're introduced to
the lawyers and where we read testimonials. It makes me feel like I am
dealing with "real people" and that the organization can help an
average "guy like me."

In general, it's an excellent idea to provide as much free information
and advice on a website as possible, without devaluing your own
services. With that in mind, additions to your website might include
articles that offer tips and advice. All that's necessary is a small
handful--and they needn't be long. Not only does this generate kindly
feelings (since, let's face it, browsers expect to find free
information on the web), but it will make your website show up more
often on web searches.

A final thought: Consider rewording the title of the "How Can MDC Help
You?" section. To some people, this phrase will reek of a sales pitch.
Instead, you might try "Help, Tips, & Advice" or "Resources &
Advice..." something along those lines.

Good luck!
kriswrite
jvic-ga rated this answer:4 out of 5 stars
Thanks very much... we're already implementing some suggestions.  We
have another site we'd like reviewed, and will post the question late
this afternoon, if you're interested.

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