Archive for September, 2011

The single, best thing you can do to improve your website!

September 23, 2011

(Ed: ok, so this is a ‘link bait’ headline – a sensationalist type headline designed to actively encourage people to click on it, but often contains little substance. I’ll allow it and see where the writer is going with this.)

I remember, in late 2000, buying this book from Whitcoulls in Cashel Street Mall, Christchurch. I also remember my wife and the sales assistant questioning my judgement. I paid $90 for a thin little book with cartoony pictures and what seemed like very little information. But, the truth is that Don’t’ Make Me Think by Steve Krug contained gold, Internet gold – little nuggets of information that formed my thinking on a range of web design and construction issues for years to come.

At the time a lot of best practice information on web usability was coming from Jakob Neilson and his Designing Web Usability: The Practice of Simplicity book, which I had read, and his www.useit.com website. I found Neilson’s work interesting but a little dry. Steve Krug on the other hand was sharp, humorous and to the point. His book really resonated with me. It seemed to incorporate everything I needed to think about when constructing websites and presented it all in a common sense manner.

Krug’s message was simple: ‘Don’t make me think’, ‘Omit needless words’ and use ‘Street signs and breadcrumbs’ to design your site navigation. In addition he laid out a blue print for a simple method to find out if your website works; usability tests. And that’s where the title for this blog post comes in….

The single, best thing you can do to improve your website is conduct usability testing!

Just as the name implies, it’s about putting your hard work to the test by checking your website is functioning as smoothly as it should be.
Whenever we conduct usability testing here at TSBC I’m always amazed at what little nuggets of gold it turns up – things that seem obvious when you’re made aware of them that you wonder how you missed it before – Krug calls these ‘Forehead slappers’. Try it, you’ll be amazed.

So how do you do it?
There are a few online usability services that we’ve used before with varying degrees of success, such as www.usertesting.com or www.usabilia.com, but the truth is you can run your own usability tests. I’d recommend reading Steve Krug’s book for more details, or his other book Rocket Surgery Made Easy which focuses specifically on finding and fixing usability problems. Here’s a brief outline:

  1. Find suitable participants – people not associated with your company, maybe friends of friends and definitely not family. Give them a bottle of wine or something similar for their time. (Ed: But only after the testing, right?)
  2. Sit them down in front of your website and give them a series of tasks to do such as place an order for product x. Testing should take 20-30 minutes.
  3. Look over their shoulder as they perform these tasks and prompt them with questions about what they’re thinking at any particular time. Do NOT give instructions on what to do unless they’re absolutely stuck.
  4. Record the sessions (video and audio) for later review, including showing others in your company who might not believe what you tell them.
  5. Implement solutions to the most glaring of problems the testing identified – the forehead slappers. Don’t be alarmed if it throws up a large list of problems, fix the most important ones first.
  6. Test again.

I guarantee you’ll find issues and problems that you never even knew existed, you’ll gain a deeper understanding of how your website visitors think and operate and your website will improve in the process.

P.S I love her dearly, but my wife still questions my judgement on a number of things…

(Ed: Didn’t turn out too bad in the end.)

Targeting your top 20%

September 2, 2011

Everyone says you need to target your market, which is all very well if your target market is obvious. The Small Business Company has loads of bank clients, so there are no prizes for deducing that one of our key targets is the small business banking sector.

But let’s say you own a local café in town, and someone asks who you target and you reply: “Hey, we target everyone. We have families come in for the lunch specials and young people come in just for the juice, and office workers after a quick caffeine fix, and, well, anyone is welcome to come in. We aren’t going to turn anyone away!”

In a quiz, you’d get the buzzer saying ‘wrong’.

You haven’t actually defined your target market; you’ve just described the last 20 minutes. Targeting isn’t about describing who you serve now, it’s about having a think about the BEST type of customer to target in the future.

So, do you want to have the families who come in and take up all your space with their screaming kids, or the young people making one juice last an hour or two because that is all the money they have? Or the office worker who only ever buys one cup of coffee and never up-sells to a muffin?

Don’t just list your current customers. Rather, identify the specific types of customers you currently have who you really like. Not ‘like’ because they are polite (though that helps), but ‘like’ because they pay full price, on time, order lots, refer customers to you, and never get lured away by the competition. That sort of ‘like’.

Your database should give you a clear picture of who your customers are. Look through the information you have on your existing customers and see if there are common elements. The easiest way to do this is to look at the top 20% of your customers who spend the most money with you.

The type of customer who consistently spends the most money with you, is usually* the best type of customer to target. (Only usually* because some large customers also demand large discounts, which erode your profit. Let’s not count those ones.)

If you look hard at your best customers - those in the top 20% - you’ll find that they share some common characteristics. They’re quite possibly from the same area, a similar type of business, or a similar type of person in similar circumstances.

What is your best type of existing customer?

If you were the café owner, you might decide:

  • Those office workers who just want a coffee but often come back later in the evening for a meal are perfect as we can up-sell to them easily.
  • We seem to be doing a lot of catering for small businesses running working lunches in their premises as they are saving time by not travelling. Why are we doing this?

If you target the top 20% who pay you the most and attract more customers like them to your business, you can focus on these customers, rather than customers who are largely wasting your time, paying you very little, or costing you money.


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