Question 3: What do I want people to do when they get to my site?

OK, once you’ve got a plan (the goals for your web site) and you have a marketing plan (what will drive people to  your site?) its time to figure out what you want people to do when they get to your site. This is a pretty basic concept and yet one that is often overlooked.

There are various actions that you, as a web site owner, may want your visitors to do on any given page or process of pages. These actions will make the most sense if we start with: “I want the visitor to”

  • call for a quote or appointment
  • fill out a form requesting more information
  • join my newsletter
  • buy something from my online store
  • create a profile on my blog
  • contribute their expertise on my forum
  • tell three friends about my site

This is by no means a complete list but hopefully helps you think about what you want to accomplish with your site. Once you understand WHAT you want people to do, you can begin to figure out HOW they should do it.

Once I asked a client whose ad campaign we were managing what he wanted the visitor who clicked through to a particular page to do. He replied “I want to educate them.” I waited a few seconds and finally he came out with “Eventually I want them to call me.” That made my next question very easy – “Where is your phone number?” I asked. “Oh.”

The next day he had not only put his phone number very prominently on the page, he had also created a page that let visitors ask for more information online. The point of the story is that once you have determined what you want people to do on your page, make sure it is easy for them to do it.


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