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At the cornerstone of every business is both a visual brand and an underlying brand story – a message from a business to a market. In stressed businesses, it is almost always the case that this brand story is either off-target or has become twisted, lost or forgotten by its intended market. In worst-case scenarios, which is the starting point for many start-up companies, it is actually completely irrelevant to the market or even completely unknown to them.AN OFF-TARGET BRAND CAN BE FATALAs a turnaround professional, I encounter this problem all the time and its consequences can be dire – not having your target market identify with or understand your brand or its key brand message is a big deal these days. We live in a world of online promotion and vast social interaction – buyers, browsers and online ‘experts’ we never know will take our brands into places we could never find and talk about it without our approval to people who are frequently other target buyers!It’s easy to see how a brand message that is not clear or is does not resonate properly with a target market will become swept up in a wave of pubic discussion without our influence. Indeed, recalling the old saying that “any PR is good PR”, it is easy to understand that a worse outcome than our market talking about us in the wrong way is that they are not talking about us at all!! In both situations, the impact is adverse and potentially fatal – markets become confused or look elsewhere, sales drop, staff are less engaged. Irrelevance is contagious after all.THE 3 OBVIOUS BUT CLOSELY GUARDED SECRETS TO GETTING YOUR BRAND RIGHTThose of you who have read other articles I have published in eZine, will be aware of my view that business recovery/turnaround and business start-up are very similar! One of the key areas that this is the case is Getting the Brand Right.This is why, in my career in as a professional CEO in both of these types of situations, my 3-Step approach to Getting The Brand Right is the same. Here it is:1. Know Your Buyer – this takes time, discipline and patience… but since knowing your Buyer should be central to almost everything you do in business, it is critical. What is Your Buyer seeking from a business that does what you do? What products, features, benefits, services, warranties, support? What price, terms of payment? How do they desire to be promoted to or sold to (eg – email, phone, shop front, home visit etc) etc?When researching to get to Know Your Buyer, make sure your distinguish from the separate task of Knowing Your Browser. Both are in your market of course, but often there are subtle differences between them. You should pitch your brand and business to your Buyer.2. Identify what Moves Your Buyers and, in particular, What Moves Your Buyers About You!Now I realise that this may sound corny, but when you recognise what this is about you or your staff or your brand or your business that moves your buyers, you will begin to understand what it is about you that encourages them to invest their time in getting to know you in the first place! Get it!?3. Build Your Brand & Business on this Truth – Here’s the golden nugget… what truly moves your buyers about you will only ever be something that is true about you! This is powerful. Being a truth about you, it will naturally remain true day after day after day and your actions as a business will be naturally consistent with it. The reason this is so important is simple:If Your Actions validate your message, Buyers shift from knowing you to LIKING you. If your actions continue to validate your message, they will then shift from liking you to TRUSTING you.Trusting Buyers are long-term buyers. Long-term buyers improve profitability.With these steps satisfied, what you visually present to the market in terms of your brand (logo, visual identity etc) will slowly accumulate value – it will come to stand for something and be recognised for an underlying truth. This is how powerful brand stories are built… and all you need to do is to keep repeating the steps over and over and over to keep on track and do it!

Like a ‘mind-boggling’ yet enthralling Pablo Picasso painting, it is essential for websites to create captivating and thought-provoking material to lure an audience and, secure a solid fan base. Naturally, abstract paintings require quite a bit of out-of-the-box thinking when deciphering the artists’ vision, thought and message. This is the kind of allure that a website needs to uphold so that it can become successful over time. By ensuring that users are sufficiently stimulated on a continual basis companies will eventually attain devoted subscribers. This is what every company desires, though the trick is to develop a site that is not clad with complicated design elements (which could affect usability) and bland content that’ll bore browsers to tears, but to establish an effective balance.Of course, if a website does not contain substance one cannot expect a great response or loyal following, now can you?According to research, a website that has relevant and informative content can help to position a company as professional in view of the interested and targeted consumer. If a website can clearly and efficiently show a potential customer that the company is knowledgeable and up to date in their field of expertise, the consumer becomes confident and trusting of the services offered. Take into account that a web site is multi-functional entity that serves as a communication tool, thus it plays a central role in improving the impact and image of a brand. Consider your website a personal interaction with both current and potential consumers. Because of this very notion, even the slightest ‘balls-up’ can jeopardize a company’s reputation. Yet, however gripping a website’s content may be design elements have a dramatic, if not crucial impact and contribution to make.There are a few prominent aspects of a website that is greatly influenced by web design. Keep in mind that web design’s influence on the success of a website runs deep. These are but a few significant and fundamental elements that are magnificently affected by web design.Usability is keyWhen a user punches a few keywords on a keyboard, instant and relevant information and a no fuss policy is expected. Instance coffee and fast-foods bears testament to how today’s world has evolved into a fast-paced, ‘I want it now’ society. The Internet is certainly a result of this mindset. Life has become easier, like baking a cake from a box. Most users have a short attention span, when it comes to finding the information that they need and want. Because of this very reason, usability is a vital. As far as making content easy to find, with good web page design, a user should not have to wonder what to do next. Navigation is there for a reason and, makes thing easier and get information to the user ASAP!-which is what you want. The next step should always obvious. The easier it is for customers to find what they are looking for the likelier they’ll buy or enquire.It’s like being stuck in the queue at customs at the airport, waiting for your turn to be serviced. Frustrating isn’t it?It’s been noted that too often web sites are focused on looking attractive without considering the user. Many have won prestigious design awards, yet perform extremely poorly and as a result lose customers by the thousands. According to research 50% plus of online sales are lost because visitors aren’t able to navigate through a website and find what they are looking for. Another factor that plays a major role is how long it takes for a website to load. Research states that it makes good sense to ensure that a website loads fast. Studies have shown that if visitor are forced to wait for more than 8-10 seconds for a page to load, clients run a serious risk of losing potential consumers.As a rule of thumb, every single web page should load in at least 8 seconds or less, preferably on a 56k modem.Flash has been named as a huge factor when it comes to the usability of a website. However, Flash has become a popular tool in internet marketing and is now widely used across the web. But, there can be drawbacks so it needs to be carefully determined whether or not a site will benefit from its use. One of the benefits of using Flash is the visual appeal of it. It can be used with navigation, by adding interesting visual graphics. Although, one disadvantage about using Flash is that not all internet browsers have a Flash player moreover, not all users may want to download it. Needless to say, Flash technology tends to discourage usability for very apparent reasons. Flash can cause bad design, break the Web’s fundamental interaction style and it also consumes resources that would be better spent enhancing a site’s core value. Approximately 99 % of the time, the presence of Flash on a website hampers the usability and distracts the attention from the site’s core value and purpose.Perhaps, Web designers interested in enhancing usability and their site’s overall business presence should use Flash sparingly?By focusing on improving usability, web designers are able to keep users interested, for the long haul.Our lives are filled with colour. What would the life be like if we lived ‘black and white’ lives? Colour adds interest and can determine whether a website is fresh and alive looking or it can also create a dull and dreary image, which is not what any client wants. In the world of web design, bad colour schemes can make a site look unfriendly, amateurish, and inaccessible. So, it comes as no surprise that over 80% of visual information is related to colour. There are various reactions to colour which are instinctual and cross universal and cultural boundaries. According to a 1997 survey by Cooper Marketing Group, Oak Park, IL, power is represented by the color scarlet red for 25% of respondents, black for 17% and bright violet blue for 13%. More than 55% of those surveyed chose one of these three colors out of 100 colors. Fragility was most represented by pale pink (27%), white (9%), and pale lavender (9%).Note that colors can be perceived by people as different moods and emotions. When designing a site one should consider the mood that needs to be portrayed. These moods can vary from person to person, depending on their life experiences. Web design which achieves successful marketing results is sensitive to the cultural, instinctual and iconic meanings of colour in relation to the product or service being promoted. More importantly, it also considers the cultural backgrounds and gender of the targeted clientele. Avoiding the extremes of sheer garishness and boredom, effective design displays symphonic colour arrangements of shades, tints, tones and complementarities to tantalise and maintain interest. Adding textures too can alter colours – a roughly textured surface makes a colour seem darker, while a smooth surface lightens the same color.Although, it also stands a designer in good stead to know what colours signify. Different shades of colours work well in different situations. For example, using very saturated colours all the time is not always good, by using shades that can make certain things stand out more or less than others. For example, it would be good to have elements in the main content stand out more than in the sidebar, because that is where you want to draw attention. When making sites you have to use your common sense when picking colours. For example, if you were making a business site you wouldn’t use bright pink, because this would look childish and unprofessional. Another example, if you were making a laser eye clinic site, you wouldn’t use red as this would imply danger and blood. Scary.These days computers support millions of colours (16bit or 32bit) meaning the compatible colours between systems have increased. The new palette, based on 16bit systems, is the web smart palette which supports 4096 web smart colours. When changing colours you must ensure the contrast between the colour and the text on it is enough for people with poor eyesight to see, or at least offer a high contrast version. There are sites with grey text on slightly greyer background making it very hard to read, this is bad accessibility wise. Also note some colours can be annoying together, for example some people have difficulty looking at green and red together, green text on red would be a very bad idea. In most instances, finer details are forgotten and falls by the wayside – consider color blind people on the web, ensure they have options to see a version they can actually read.The Impact of Web Design on Conversion Rate
A simple description of conversion on the web reads as follows; Conversion refers to the form that an interested party fills out in order to buy a product from a company. A Web Site Visitor Conversion occurs when a user takes key action to do so. Conversions can be macro (the most significant action) or micro (one of the many actions that precede the macro conversion). For most sites, conversions are what can be directly or indirectly traced to a financial return. Spending money on search engine marketing or online advertising might be a waste of your resources if a site is a poor converter. Inevitably, conversion determines website profitability.
Once again it is essential to make a web site to easy to use. If not the less chance there’ll be of people buying.Interestingly enough, making a site accessible is a legal obligation in many countries. Inaccessibility can affect sales, as visitors will find the site impossible to use and go elsewhere. Apparently a typical inaccessible site could be losing 5% of potential sales because of this. Many designers only pay attention to Internet Explorer. The justification for this is usually that 99% of the site’s users use IE. It never seems to occur to the designers that perhaps the reason they have so few visitors with other browsers is that their site is fundamentally broken – it doesn’t work in anything else.Percentages of people not using IE varies from site to site.
Approximately 80-85% of web users are using IE on Windows, which means that an average site that does not work in anything else could stand to lose 15-20% of sales. Visibility is also an important factor. For instance, when a user decides to buy a product, they add it to a shopping basket. How do they add it? By clicking a button or link. But what happens when they can’t see the button? They go elsewhere. There are plenty of sites out there with buttons that are too subtle, or don’t say the right thing, or are hidden away at the bottom of the page. “Add” is considered an ineffective button text. “Buy” is fairly successful. “Add xxx To Your Basket” is great. “Add xxx to Your Basket” in big letters on a big, bright button, near the top of the page, is even better. Calls to action, like this, don’t have to be bland but they must be obvious and clear.
Sites which are just call to action according to research could earn a 1% to 30% increase in sales as a result.The impact the web design has on SEO (Search Engine Optimisation)It is a known that having a Web site rank well in search engine results for searches on specific keywords/phrases. If a Web site doesn’t have a page appearing in the top 10 search engine result positions (SERPs) the chances of someone clicking on the listing, and actually visiting the site, will drop dramatically. Optimizing a site and content for a search engine, for a better ranking in SERPs, is known as Search Engine Optimization (SEO), yet many Web developers/designers either don’t take time to code a site properly or don’t know how to do proper SEO. The basics of code optimization are just sound HTML coding practices; when followed, they go a long way toward SEO. There is a lot you can do to optimize your Web site for search engines from the code level.The first rule of SEO is not to design your site in such a way that the code prevents a spider from being able to index it. This means avoiding pages which are 100% graphics and no text, such as pages that contain all images, or are Flash-only. Furthermore, if the first thing a user encounters is a log-in page, before being able to see the site’s content, then that’s what a spider will see and it won’t go any further, either. If you’re planning to build a Web site entirely in Flash, Don’t. If you have no choice, then read my previous column, Search Engine Optimization and Non-HTML Sites. To find out what a spider sees on your site, run a spider simulator on a given page. The simulator will show you what text the spider sees and what links it finds. There are many good ones on the market at various prices. If you’re looking for something that’s free, I’d suggest Search Engine Spider Simulator.There’s certainly plenty of room for further impact, depending on the subject matter, in regards to information architecture, copy writing, interface coding as part of web design or the layer of graphic design (usability). Web design encourages confidence and trust in the site as it is able to look legitimate and “professional”, depending on the design elements chosen. Web design can maintain a clear, consistent and unified message and operation. Obvious as it may be, a good site should be memorable. Being memorable, and making sure you stick in the user’s mind, is dependent on a lot of factors. It’s no good if your visitors remember why you are great but don’t remember your name.Evidently, web design is much more than just a pretty picture.

If you try to emulate the big launches that you see in the internet marketing arena, you will quickly find it very difficult. It’s incredibly stressful to organize and execute the number of behind-the-scenes details that make the big launches work. This complexity is rarely talked about, but is immediately realized once you jump in to a product launch of your own. Not only are there a lot details to organize, but there are lot of people to manage as well.Trying to copy what you see without having the proper tools in place is a recipe for pain, stress, or even worse…launch failure. This article will help you simplify your upcoming launch to decrease the level of stress and increase your chances for success.Engage less promotional partners. Managing multiple promotional partners is a highly stressful experience. Instead of trying to recruit an “army” of promotional partners, set up a core group and keep a strong relationship with them. To make things even easier, conduct your next launch focused only on your own email list. Keeping the number of promotional partners down allows for less mistakes to be made (by you and others) and gives you a platform for a larger launch in the future.Shorten the promotional period. The shorter the promotional period, the less time you will spend afraid of losing launch momentum. You should consider a 7 or 14 day launch timeframe instead of a 30 or 60 day launch timeframe. The shorter timeframe makes it easier to keep your target market’s attention. This will give you a greater chance of success by limiting the number of elements to sequence.Launch an affiliate product. If you choose to launch an affiliate product, you don’t have to fulfill any of the customer service responsibilities. For example, you won’t have to deliver the product, return defective items, or respond to problem tickets. If you choose to launch your own product these are all things you must do. Launching an affiliate product allow you to focus on creating anticipation for the launch event while increasing the total offer with high quality bonuses.Each of these solutions will lessen the pressure and frustration of managing the behind-the-scenes details of a product launch. The less details you have to manage personally, the more time you have to focus on quality execution of your product launch sequence.Trying to emulate a “guru-style” product launch is very stressful without the proper knowledge and tools. There are a lot of activities that appear once your launch gets started, but by then it can be too late to make adjustments. Choose one or all of the ideas above to lessen the stress of your launch and give yourself a better chance for success.