How do you get online visitors to take interest in your products or services? Write about things they care about. Most would say that’s brain-dead obvious. Yet, it seems 90% of websites miss the mark completely. The problem: self-absorbed web content. The cause: self-absorbed copywriters and business owners.

To engage prospects and turn them into customers, you need to appeal to the visitor’s self-interest — not yours.

Is Your Web Copy Written for the Right Audience?

Who is your website written for — your audience, your business, or your writer?

The following insight will help you answer this critical question, and guide you toward higher online engagement and conversion rates.

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The Internet provides a lot of web content. It’s unlimited. And that’s a problem.

Sure, as a business, the Web extends your reach to millions of prospects around the globe. But it’s also the case with your competition. They’re always just a click or two away. It’s true in almost every market.

Faced with infinite choices, consumers are often inclined to jump on the cheapest or the biggest.

Still, your business can get a share of the action. But you need to clearly define your unique selling proposition (USP) — the distinct advantage or benefit that sets your business apart from the competition.

Identify what your business does to provide customers superior results and value. Talk about your quality, service, speed, experience, prices, customer service or selection — and convey what it means to your online visitors.

Unique business offerings drive customer demand — even on the information-inundated Web.

The current economic landscape may be daunting, but there’s a silver lining for businesses in the web services industry.

As consumers continue to take their business online, businesses are doing the same to accomplish savings in the sales, marketing and even operations budgets.

Indeed, the web service providers allow businesses to reach farther, faster and for a fraction of the cost of traditional offline counterparts.

Case in point: Webcopyplus is looking into a promotional campaign targeting close to 5,000 organizations. Strategically leveraging e-mails costs just a fraction of old-school postcards and post.

Time Online’s Jonathan Weber shares signs of underlying resilience in the economy, and discusses how the rise of the Internet as the dominant information medium “will not be halted by even a steep recession.” Read A sliver of hope for the online economy.

Blogging is a great way to increase your search engine rank because it packs your site with relevant keywords and gives reason for Googlebots to return and feed on your fresh content.

Getting incoming links is also one of the best ways to raise your blog profile. Here’s how:

Comment on Other Blogs

Pick ones with authority that are as relevant as possible to your content. Leave your URL and be complimentary to entice reciprocal comments.

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Despite recent economic woes, Forrester Research reports online retail sales are projected to grow 17 per cent in 2008 and surpass the $200 billion mark.

What is more, reports Principal Analyst Sucharita Mulpuru, the bulk of online retail sales are driven by tenured Gen Xers and Boomers, a cross-section of the web buyer population that values the convenience of the online channel and is actively spending more on the Web.

She noted: “These folks are less price-sensitive, disproving the theory that online shopping inevitably leads to brand-disloyal shoppers.”

Gen Xers account for 34% of all online shoppers, while Boomers represent 38%.

As Web 2.0 matures, the line between marketing and customer service is beginning to blur.

Service mishaps and product breakdowns can no longer be swept under the rug. That’s because more than 70% of US and Canadian consumers use the Internet (InternetWorldStats) and can share their experiences with the world.

“The social revolution is forcing companies to evolve and redesign any and all strategies that include existing or potential customers and stakeholders,” said Brian Solis, Founder of FutureWorks and blogger at PR 2.0. “And,” he added, “many don’t even know it yet.”

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With too many people living each day in a hectic world, Marketing guru Seth Godin includes this in his blog:

“Is cutting corners to make a buck appropriate when you consider what you could have done? What would someone with a bigger vision have done instead?”

We sometimes have to remind ourselves to dream harder, build a vision and strive to achieve grand goals.

During a recent meeting with Vancouver business consultant Mark Wardell, he spoke about the amazing results people get when they simply write goals and objectives down on a piece of paper.

I’ve seen it work, and have experienced it personally. I recall the story about comedian Jim Carrey replicating a cheque on a piece of file card for $10 million. It wasn’t long before he received it — and much more.

Next time you get the urge to cut a corner, stop and take a moment to dream bigger.

“How do I find the right web copywriter for my business?” That’s a common question by business owners at forums and seminars.

The answer is quite simple: on the Web.

A web copywriter who knows how to write for search engines will be visible on the Web. And if he can promote himself online, he’ll be able to promote you (be it in Toronto, New York, London or globally, if desired)

But your web copywriter also needs to be well versed writing for another audience: people. Getting prospects to your site is one challenge; converting them into customers is another. So ensure the copywriter delivers clear, concise and objective web writing that is customer centric.

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To convert sales, your web content must diagnose your prospect’s sore spot, and explain how you’ll bring them relief.

To simplify the process, try to categorize their difficulties into on of the three main categories:

1. Financial
2. Strategic
3. Personal

By diagnosing a prospect’s problem, and showing you understand and have a proven solution that caters to their specific needs, you’ll significantly increase the chances of converting them into a customer.

If you don’t fully understand your prospect’s issues — even if it’s just their perception — you’ll miss many opportunities.

Don’t rush to make the sales pitch. Ask questions, listen and then discuss solutions.

Common web content mistakes on websites, especially on home pages, include:

Disclaimers – Don’t greet visitors with apologies and excuses for a lame or out-of-date site. Take the suspect pages or sections offline, make time to rectify the content, or hire a professional. Ill-equipped web content can kill your credibility.

Welcome Messages – “Thank you for visiting,” “This site is meant to” and “Take a look around” are unnecessary. In fact, such over-used phrases waste your visitors’ time, and they may return the favor by hitting the back button.

Clichés – Spare your online visitors the cute and the clever. Clichés usually add no value and can create barriers when communicating to global audiences. Webcopyplus has conducted web content conversion tests in which the removal of clichés increased sales. That’s why web content writers need to push their egos aside and write for the target audience.