TL;DR: Over the course of this article I’m going to describe the most common website flaws for consultants. There are many (including some that yours truly engages in), but these are the most likely to harm your long-term profitability. These are: a lack of an about page, no email list, no lead magnet, blogging for the wrong audience, and no selling. Read on to get the full scoop.
Table of Contents:
I. Why do I need a website?
II. Common mistake 1: No About Page
III. Common Mistake 2: No Email List
IV. Common Mistake 3: No Lead Magnet
V. Common Mistake 4: Blogging for the wrong audience
VI. Common Mistake 5: Not Selling
VII. Conclusion & Resources
Why do I need a website?
What’s the purpose of a website for consultants?
- Is it to help with Google search results?
- Is it to generate leads?
- Is it to sell your products/services?
- Is it to showcase your expertise in your field via media (articles, video, audio)?
- Is it to link to your social media?
If you answered all of the above, you’re right!
And if you struggle with your website, you’re not alone. And also, I want to tell you right now that it’s not your fault. Website creation is purposely made complicated by designers, web devs, and people who make their living selling websites. If they made it sound easy, they’d be out of a job. So if you have in your head that you need to spend $10,000 in order to put up a blog, then you can blame them.
Should you spend some money in quality graphics? Absolutely. Is it necessary when you as a consultant aren’t profitable yet? No. it’s not. Spend money on other things like ads, direct mail, etc., but not on your website. Not at first.
Think of your website as your marketing real estate. It’s the one corner on the internet that you own. It’ll be yours no matter what social media platform is popular or how big you get. It will grow in usefulness the longer it remains in effect. And all of the information on the site is under your control. The layout, the content, the pages, the design. All of it.
Over the course of this article I’m going to describe the most common website flaws for consultants. There are many (including some that yours truly engages in), but these are the most likely to harm your long-term profitability.
Common mistake 1: No About Page
The most common mistake that I see is a lack of an about page or an ineffective about page. Your about page is the one part of your site where you can really talk about yourself. You want to tell your story and through the narrative answer the following questions:
Who are you?
I mean the real you, not your “business persona” version of you. As a tech consultant, do you have a degree in networking, or did you come from a liberal arts background? As a copywriter – did you start off in a different field altogether? What makes you uniquely qualified to do your job?
What do you do/sell?
What do you sell? Do you sell products, like books and courses? Do you sell services, like monthly retainer consulting about something specific? Why do you sell what you do, and not something else?
How do you help your customers?
Here’s an example I came up with on the fly just now for this blog post based on the “60 Second Sales Hook”, a template created by copywriting mentor Kevin Rogers:
“Hi, I’m Lynn Swayze. I’m an independent copywriter based out of Charleston, Illinois.
For years I watched businesses I worked for struggle to make sales and generate leads. It seemed like everyone had the same problem: they spent entirely too much in advertising, got too few results, and ended up with clients that weren’t a good fit for their services. I knew that their had to be a better way for B2B companies to sell more of their products and services.
In my searching I discovered direct response copywriting. It was the piece that companies were missing! After spending thousands in training from the industry’s top copywriters and internet marketers, reading dozens of books, and hundreds of hours spent reading and hand copying time-tested ads, I learned what worked and what didn’t for B2B companies.
Now I spend my time helping others apply time-tested marketing and copywriting techniques in their business. I write landing pages and website content, develop marketing funnels, and create lead magnets for companies of all sizes.
If you’re interested to see how I can help you, opt in to my waiting list and then HIT REPLY to the email you’re sent. Or, send me an email at lynn (at) lynnswayze.com and let’s get started.”
See… it’s not so hard! The hard part is opening up in the first place. Note that my about page example as a call to action that isn’t some version of “contact me”. It offers a low-threshold way for people to get more information without directly contacting me.
Common Mistake 2: No Email List
Okay my tech consultants out there… this is probably your #1 problem. You hate spam and so instead of using email to foster conversations and build relationships with your prospects, you avoid it altogether. And you don’t sell. No one uses your “contact me” form. And there is no direct link between website visitors and sales because you didn’t build one.
Mantra: Your website = lead generation tool
Let me ask you really quick…. how many leads does your website generate? If you’re like many consultants, it’s well under 500 total. For one of my best clients, the answer was ZERO. So, let’s say that your website receives 200 views a month. How many of those views translate into prospects, let alone customers? You need to get this number to at least 3%, if not 10%. Ten would be awesome for most consultants. How do you do this? Well, you get a list.
Think of your email list as your future customer database.
If you do it right, your email list is comprised of people who are your prospects. So, let’s say that you build a proper lead magnet (ebook, worksheet, white paper, etc) and it attracts your ideal client. Your ideal client wants the information and signs up. Now you have a list of individuals who have enough of a problem that they’re willing to exchange their email address for it. That’s a big deal!
Email doesn’t have to be spammy.
Now you can start to build a relationship with those clients. Show them your personality. Offer them value. And more importantly… you stay TOP OF MIND by emailing them at least weekly, if not daily. They won’t forget your name. When they think of a consultant who does what you do, who do you think they’ll think of? If they’re reading your emails every day, then they’ll think of you. They’ll forward your emails to friends. And they’ll refer you to others if they don’t hire you directly themselves. And when it is time to sell (a book you’ve launched, an opening on your waitlist, etc), it won’t come across as spammy because you’re now the friend who’s reaching out with something that’ll help them and not another cold emailing salesman.
FREE course -> “Charge What You’re Worth” by Brennan Dunn
I recommend Aweber or Active Campaign for email management, but there are others that’ll do the job too, like Drip or ConvertKit or even Mailchimp. Note that you’ll need an @yourdomain.com email address instead of a public one like Google or Hotmail or Yahoo.
Common Mistake 3: No Lead Magnet
In order to get emails, you have to have a lead magnet. A good lead magnet can be used for PPC ads and for email signups on your page. A good lead magnet will provide value (just enough!) without giving away the whole farm. And it will help establish you as an authority in whatever it is you do/teach/sell.
TL;DR: You are offering something of value you have (information) in exchange for something of value they have (an email address/their information, their time). You are looking for those website visitors who raise their hand and are essentially saying, “Yes, I have this problem!” You are starting a conversation with potential prospects.
Common Mistake 4: Blogging for the wrong audience
Okay guys…. you know who you are. Those of you writing about the latest technical tool instead of about your customer’s needs. When you do the former, you are blogging to the wrong audience. So, let’s say that you lead magnet provides value to your ideal customer. Great. But if your blog posts (SEO magnets!) talk to your peers instead of to your prospects, do you think you’ll get opt-ins to your email list? No… no you won’t.
Talk to your prospects. Talk about how you’ve solved a client problem. Address a common question you get. But don’t talk about technical stuff no one but your peers care about. Save that content for where it matters – tech blogs and magazines where you can guest post. Your site should sell you.
Exception: if you want to sell books or training to your peers, then by all means blog about the technical, profession-related stuff. But in this case you’re still following the rule to blog to your customer, because your customer has changed. See where I’m going with this? 🙂
Here’s Jon Morrow’s secret for blogging success (from : https://smartblogger.com/stephen-king/):
“You want the formula for writing popular blog posts? Here it is: Jot down a list of blog topics you could write about. Circle the ones at least 80% of your readers would find irresistible. Write about those topics and nothing else.”
Common Mistake 5: Not Selling
This really goes back to mistake #1 and #2… many people hate selling. For some reason, it’s a big taboo to like selling. I don’t know why it is, but we all think of the sleazy car salesman when we talk about selling. It’s such a wrong mindset to have, though.
If your product or service actaully helps people, it is your OBLIGATION to sell them on it if they’re a good fit. (e.g., they can afford it and they’re ready for it). Why would you deny prospects the ability to grow their busines, improve their IT infrastructure, make more money, or whatever it is that your product does for them?
I think people get caught up in themselves and forget that they’re bringing value. They think, “No one would pay me $150 an hour to do this. I don’t know as much as [insert expert]!” Thing is, you know more than your prospects and clients and you will get them results. That’s what they’re paying for. Not for YOU, but for the RESULTS.
On your website, therefore, you have to sell. Make it easy for people to opt in to your list. If you sell a low-priced product (a book, for example), make it easy for them to buy it. Advertise it like you would someone else’s product. Talk about it at the end of your emails. Make sure that everyone who comes to your site is VERY CLEAR on what you do and how they can buy from you. Because people buy when they’re ready, not when you’re ready.
You’re probably making at least one of these website mistakes, and that’s okay! It’s never too late to fix a website that isn’t working. And if you get stuck, please reach out by commenting below. I love hearing from my readers.
Now go thee forth and make more money!
If you found this post helpful, you should get on my mailing list. And please… share this with someone who needs kick in their website booty.
- Kevin Rogers’ Truth About Marketing Podcast
- Magnetic Marketing by Dan Kennedy/GKIC (link includes a coupon that lets you save $$$ off of list price)
- The Art of Value podcast
- FREE course – “Charge What You’re Worth” by Brennan Dunn
* this is an affiliate link. Just do some Google searching for the title if you’d rather those pennies stay in Amazon’s/whoever’s pockets instead.