12 Tips To Increase Sales On Your E-commerce Website
I have an awesome mid-week guest post for ya from Gagan. If you already have your e-commerce site(s) up, or looking forward to it; pay attention…..
Do you have an E-commerce website which is getting traffic that is not converting in to sales .Then you should start thinking about improving your website design and its features. So that you can take the maximum advantage from the traffic you are getting.
Below are few Tips that you can implement easily to improve your conversion rates .
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Colors:- Colors used on website have great impact on a customer mind . Try to use the color combination which can attract your target audience most. For eg:- If you are dealing with a girls website you can use pink . Avoid using color combinations which put harsh effect on eyes.
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Font-size:- This is second important element of your website and mostly ignored by web designers . Each web-site can’t have same font size .For eg:- If your audience is mainly people above 60 years .Then you need to use bigger font.
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Navigation:- Make sure that your website is easy to navigate from any page . Links to all important pages like FAQ, terms and conditions, Shipping policy should be clearly visible.
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Content:- It’s the sole of your website . Don’t use the content in which your audience is not interested. Try to use words which create emotions and encourage your audience to but products. Highlight important keywords and phrases .Avoid using words which are difficult to understand .Don’t fill you website with lot of content nobody have time to read it .Instead of it use headings and subheadings.
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Interactive:- Try to make your site interactive By putting feedbacks and testimonials from other customers . This would keep the interest of your audience alive and would help in establishing relationship of trust about your products.
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Make customer Experience Easy:- Make the process very simple so that even a layman can buy from your website easily . Don’t include the unnecessary steps during checkout and ask for the information which is of no use or your audience don’t want to give you.
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Security Measures:- Due to growth in internet scams , No body prefers to give information like credit card , bank account number to any new website . So highlight your policies and steps which you are taking to tell your audience that their information is save with you and could not be used for illegal purposes .
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Images or Flashes:- Use High quality images of product so that your audience can get the complete idea . But avoid to use unnecessary images or lot of Flash because it would take more time to load for persons with slow internet connections .Am ideal website should load in 4 seconds.
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F-Shape:- Studies have revealed that Content presented in F-shape is easy to read and has more impact on the audience . Human eyes first read the heading and then scan the content from left to right. An F-shaped page can lead to high conversions. Therefore, try to put your content in F-shape while designing your pages.
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Simple urls:-.Put the product name or keywords in your url so that Customer could get the idea of product available on specific page. Avoid using Dynamic urls with symbols & and ? as they are hard for both human users and search engines . Make your urls simple and short so that they are easy to remember. Don’t use more than 3 deep levels in your internal directory structure
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Special offers/Discount Coupons:- Don’t forget to highlight special offers and discount coupons you are offering on your products . Everybody love discounts and free gifts. Try to give special treatment to repeat customers.
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Launch Affiliate Programs:- Each successful website have their own affiliate programs .Affiliate program would help you in developing relationships with like minded people of your community and increase your sales force .
Remember that visitors of your website don’t have enough time to find details about your products and their features. A normal visitor would not spend more that 10 seconds to develop his/her first opinion about your website. So you should try to provide as much relevant information as you can in first 10 seconds so that you can get a positive response from your visitor.
Gagandeep Singh is working as SEO consultant for Miami Web Design and Miami Website Design Company . Please feel free to contact him on twitter.
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May 20th, 2009 at 7:46 am
Thanks Gagan ~ Great post. I am in the process of building an ecommerce site right now so these tips are very helpful. I’ve really struggled with color decisions and I know it’s important so I can’t make a decision yet.
I also think it’s hard to find a balance between content (for SEO) and trying to keep everything short and concise for shoppers. Any tips on that issue?
Thanks again! *SmiLes* Suzanne
Suzanne Franco´s last blog post..BANS (eBay Affiliate Program) Earnings Update Feb, Mar, and April 2009
Gagan Reply:
May 20th, 2009 at 12:26 pm
@Suzanne Franco
Try to find some problem statements which your potential customers are facing and create your content around that .
For eg :- If your customer is searching a Toy for educational purposes then your content should tell them How it can help them in their purpose .
Targeting problem of customer is really important
May 20th, 2009 at 8:51 am
Wow, do girls like pink really!! i have never heard before. Really worth a shoot!
Coree Silvera Reply:
May 23rd, 2009 at 12:35 pm
@Brendon, No…some girls despise pink. Maybe it’s a mindset, but I know that my two girls and I will avoid pink in every purchase. No pink clothes, no pink phones, no pink make-up…nothing pink at all.
I think it’s stereotyping women to think we all like pink. In fact it drives me insane. If I see a website that is covered in pink my first impression is that it is either very immature or done by someone that has no idea that each woman has her own unique likes and dislikes.
Just tell me the features and benefits. What the product will do for me and why my life will be better with it. If you have to go pink, then try deep magentas, rich violets or maybe switch it up and use earth tones with a tiny speck of pink. Don’t overdo it.
Coree Silvera´s last blog post..3 Must Haves On Your Business Card - How To Stand Out Offline To Market Your Business Online
May 20th, 2009 at 3:29 pm
I can only add one more thing to that great list - CAPTURE leads!
Offer for them a reason to get on your email list and then you can sell them something
Alex´s last blog post..WordPress SEO Plugin and Affiliate Marketing
Gagan Reply:
May 21st, 2009 at 1:06 am
@Alex,
yeah , if you really have some vaulable information you need to send every week then its good , But I would prefer to give each customer a personal touch.
I recommend my clients to keep always in touch with their old customers and try to use their referrals for their sales . I think no body reads a newsletter of a shopping website normally
Alex Reply:
May 21st, 2009 at 8:03 am
@Gagan,
You think? or you have tested it? Perhaps you need to check out the story behind “Wedding Favors” that made StomperNet one of the best case studies?
Never underestimate power of email marketing, especially without testing.
Alex´s last blog post..WordPress SEO Plugin and Affiliate Marketing
Gagan Reply:
May 21st, 2009 at 8:10 am
@Alex,
few of our client websites are doing good sales without doing any newsletter thing Believe me .
Just take the case , I have subscribed to GoDaddy they send me emails about their offers and they go directly to trash because I don’t need them at the moment .
I am in favor of email marketing only when there is some valuable information about the product which effect your customers . Most of the shopping websites don’t have any such information
Capture Leads and getting people in email list are different things . If you don’t have any good content to send then your email list is of no use
May 20th, 2009 at 5:20 pm
Pretty basic, but very very useful as a basic primer on the things one ought to seriously consider when starting a new site. The foundation type things that often get taken for granted.
Matty Byloos´s last blog post..Wordless Wednesday: 5.13.09 Honey Bees
May 20th, 2009 at 5:47 pm
Great post. Very useful tips you got here. I am planning on having an e-commerce website in the near future (if all goes well) so been doing lot of research in this. Your tips here will come in handy! Thanks!
Salwa´s last blog post..It’s a Blog, Not a Sales Letter!
May 20th, 2009 at 7:29 pm
Gagan, those are all very sound advices you have given there.
As the former CEO of muti-million dollars e-commerce company I can certainly assure you of the truth of those advices.
I would like to add that when it comes to e-commerce, your site is your store and your sales force too and as everything is “virtual”, what goes in the mind of your prospect is different than in regular shopping environment.
The most important rule I have learned and recommended to people engaged in e-commerce is to build trust and transparency.
More often than not, your potential clients don’t know you, never heard about you, don’t know where you are, or simply if you are going to run away with their money.
Your ability to demonstrate to them that you are a real professional (site design and credentials), and real person (thus reachable by many means), is of the upmost importance.
I have learned that beyond good content and presentation, what really makes the difference is the quality of your customer service.
If you are reachable 24/7, be it by email, messenger, or phone, you answer all your emails promptly, and I mean promptly, update your client of all changes in the order process, this can dramatically affect your conversion rate and order renewal.
Nicolas Prudhon´s last blog post..SEO Fairy Tale For Kids And Grown Up
Gagan Reply:
May 20th, 2009 at 8:50 pm
@Nicolas Prudhon,
You are right , without Customer Satsfaction and relationship of trust between you
and your customer are very important for a business both offline and online
May 20th, 2009 at 7:44 pm
Very good tips, Gagan. These tips can really be applied to any website in which you want to monetize, not just an e-commerce site.
My very first site was an e-commerce site and was built using a site builder. Unfortunately, because of the way the builder was set up, I was very limited in what I could do with the site. Builders are great for this type of site as long as you are able to customize every aspect of it and make those changes global across the entire site.
Alan @ Work At Home Resources´s last blog post..What Makes the Forums You Participate In So Great?
May 20th, 2009 at 9:09 pm
very informative for a newbie, thanks for the post. That’s a great help for everybody.
May 21st, 2009 at 12:13 am
Well, I have to admit that “F” thing is sticking in my mind, and it actually seems to make a lot of sense. Nicely written, I must say. Dennis, where you finding these guys? You might have to worry that you’ll never get to write on your own blog again!
Mitch´s last blog post..What’s Happened To The Moustache?
Gagan Reply:
May 21st, 2009 at 12:43 am
@Mitch,
Thanks Mitch , such guys are available in abundance . We are fame seeking creatures who are mad for getting some popularity
Dennis Edell Reply:
May 21st, 2009 at 3:05 pm
I do seem to find me some good ones, don’t I?
May 21st, 2009 at 12:15 am
By the way, Dennis, how did you get your CommentLuv set up so that it opens up clicking on people’s posts in a new window? Mine doesn’t do that?
Mitch´s last blog post..Creative Content Marketing
Dennis Edell Reply:
May 21st, 2009 at 3:04 pm
No idea; I didn’t know it was doing that. I remember asking Andy if he could program that in and he said it was very difficult…I don’t remember why.
Mitch Reply:
May 21st, 2009 at 3:15 pm
@Dennis Edell, Maybe he fixed it; I’m going to have to click on a link on my blog to see what happens.
Mitch´s last blog post..What’s Happened To The Moustache?
Dennis Edell Reply:
May 21st, 2009 at 3:20 pm
Let me know.
Matty Byloos Reply:
May 22nd, 2009 at 1:30 pm
@Dennis Edell, It definitely happens that way — click the post link, get a new tab opened up in the same browser window.
Matty Byloos´s last blog post..Monday Reading List: May 25, 2009
May 21st, 2009 at 1:43 am
We are about to work on our new website project. This is first project in work, I’m fortunate to read this post. Got to save this one.Great tips to increase sales.^_^
May 21st, 2009 at 3:49 am
Very informative post with great tips. Every newbie will appreciate it
May 21st, 2009 at 3:06 pm
Point number 13 and it is really important - use your sense of humor. Your visitors will definitely like it.
Gagan Reply:
May 24th, 2009 at 11:23 pm
@Paul-Snow Vacation,
Thanks for the addition, I hope we would use it in future posts
but I think it would work mainly with teen audience don’t know about old people websites
May 21st, 2009 at 11:04 pm
The benefit of a search engine friendly website is it has a greater chance of getting sales. Good website structure makes people spends more time on your site and the more vital it turn out to be useful in their mind, the better chances that they will purchase your product or services. The endeavor of every website ought to earn good volume of traffic and will convert visitors into potential traders is a good quality ecommerce website design,a touch of enterprise resource planning and continual application development.
Dennis Edell Reply:
May 22nd, 2009 at 1:22 pm
Thanks for the comment and welcome to the community!
As per our policy linked below though, I had to shorter the keywords…if you wish to leave such keywords in the future, please add a real name before or after them.
May 22nd, 2009 at 6:11 am
[...] 12 Tips To Increase Sales On Your E-commerce Website on Dennis Edell blog talks about how to make you online commerce site more effective. A guest post that contains very valuable points and a great read! [...]
May 22nd, 2009 at 7:37 pm
For me, what has worked is trying completely different ideas! if properly done, it won’t hurt your rankings. And of course, always have a notorious call to action.
david c´s last blog post..Home Insurance: Coverage Options
Dennis Edell Reply:
May 24th, 2009 at 9:05 am
@david c,
Thanks for the comment and welcome to the community! I hope to see you around more often.
Matty Byloos Reply:
May 24th, 2009 at 9:30 am
@david c, I think this is imperative. Although yes — tried and true perhaps, pink = girl stuff — things like this always leave me with a sour taste in the mouth. Makes me want to branch out and try something new, and then ideally get noticed for breaking new ground. Not sure if this is hat you were talking about…
And ultimately, I agree with you on the “call to action” — even if it’s a button to go on to page two to keep reading, on a strictly informative page as opposed to a sales page.
Matty Byloos´s last blog post..Glenn O’Brien’s TV Party and Mick Jones of The Clash
May 23rd, 2009 at 12:23 pm
I love stores that don’t ask me to register. Registration drives people like me away because I hate giving people my personal information.
Make Money´s last blog post..Optimize Your Comments On Blogs
Dennis Edell Reply:
May 24th, 2009 at 8:59 am
I just wanted to drop in and say, welcome to the community! I hope to see you ’round more often.
In the future however, [lease add your name to the name field next to your keywords as I have changed it to above.
Gagan Reply:
May 24th, 2009 at 11:17 pm
@Dalirin-Make Money,
its true that you don’t want to give personal info but registering also has some advantages like tracking your order if you are a frequent buyer
But at the end we always recommend to respect customer time and privacy , and should not ask for useless info .
May 24th, 2009 at 2:13 pm
Thank for your great post Dennis! These advice may not only work for ecommerce, but also when promoting a product from an online marketplace. I am wondering how to promote clickbank products as they are very strict about it.
I really appreciate it!
I agree with Dalitin-Make money, I have the same feeling when I am asked to register to a shop to be able to purchase a product. There a some shop that only redirect you to your paypal account, and you make the purchase without giving any of your information, plus with paypal the vendor can see your shipping address so it’s not a problem.
Keep on writting very beneficial content
Benjamin Cip´s last blog post..Still Wondering How To Avoid Products Scam ?
Dennis Edell Reply:
May 24th, 2009 at 6:15 pm
Thanks Ben! Gagan wrote the awesome piece, but I’m happy to post it!
Registering usually doesn’t bother me with e-commerce sites as it usually means quick checkout any other time you shop at the same site…assuming you think you’ll be shoppingthere again.
May 24th, 2009 at 3:34 pm
very good post, I will submit it to New media bloggers social network
Hisham´s last blog post..Namechk: The Availability of a username or Tracking People?
Dennis Edell Reply:
May 24th, 2009 at 6:12 pm
Hey thanks Hisham, I’m sure Gagan will appreciate it too!
Gagan Reply:
May 24th, 2009 at 11:13 pm
@Hisham,
Thanks Hisham I really appreciate it
May 24th, 2009 at 9:03 pm
This is another idea for this topic..
Make it easy to remove cart items…
make this easier by putting a remove button, remember, don’t make the mistake of only providing a way to decrease the quantity….:)
labor lawyer makati´s last blog post..Nine Tenths of the Law
May 25th, 2009 at 5:19 am
Very good tips I would add to that one click payment without having to sign up to create an account which results in lost passwords, customers getting locked out of their account for a period of time and many visitors just leaving when it gets to the create account page. Even though they are providing information which they have to give for delivery most people just don’t want to create accounts it would seem.
May 25th, 2009 at 4:44 pm
Hi
There is some great content here. In the past 4 weeks, I’ve done on-site SEO for some clients that are unhappy with their previous designers.
One thing I must explain that e-commerce isn’t cheap. If you are going to venture into e-commerce you need to invest some capital into marketing. Ideally long term keywords are ideal.
All the aboves points, I’ve been applying on some of the SEO sites, I’ve changed.
Simple URLs in PHP is a big one that a majority of web designers miss from what I’ve seen.
For web designers to be successful, they should really look at SEO, there are some that will do on-site SEO but not many from my experience. This all goes back to hiring a good web designer, that should have knowlegde in of course, design and coding, but also some SEO and marketing will help.
Once again many thanks
James King´s last blog post..Exclusive interview from blogger of Kikolani.com
Gagan Reply:
May 26th, 2009 at 12:04 am
@James King,
Its a true point . most of the web designer don’t take care about SEO and I had seen lot of websites with such long urls whihc is not at all good
Matty Byloos Reply:
May 26th, 2009 at 3:36 pm
@James King, Do you mean long-tail keywords, as in a longer URL and title, trying to target searchers who enter in long phrases when looking for something in google? Or do you mean literally long-term, as in a product or service that will be around and popular or necessary for a very long time, as opposed to a common trend or something that will be around for the duration of the fad?
Matty Byloos´s last blog post..Monday Reading List: May 25, 2009
James King Reply:
May 27th, 2009 at 7:26 am
@Matty Byloos,
I am thinking most of the long term keyphrases that you type into Google so an example: “downhill mountain bikes”. would be better than mountain bike.
If I typed mountain bke into Google there is too many terms. It is so very broad. Somebody that knows what they are looking for is more lucky to buy. Aim for the long term keywords, people know what they are looking and will spent their money.
It is easier to sell one £1000 bike than it is to sell 10 £100 bikes.
Long term keyword URLs do help as well.
James King´s last blog post..Exclusive interview from blogger of Kikolani.com
Gagan Reply:
May 27th, 2009 at 9:24 am
@James King,
one more thing I want to add is that a buyer always see the results up to 3-4 page to check about the prices and quality of product so even if you are at 3 page at have products of high quality and low prices you can generate good sales
Matty Byloos Reply:
May 27th, 2009 at 9:42 am
@James King, Ok — so it sounds like you are talking about “long TAIL keywords” then, but in your example, though this is a bit more specific than “mountain bike” — I think “downhill mountain bike” might still be fairly competitive. Wouldn’t an example of a true long-tail keyword phrase be something more like “cheap downhill professional mountain bike los angeles used” or something of this nature? I think a lot of us in online marketing forget just how many people use the search engines — and a lot of people type in a complete, very long question.
Matty Byloos´s last blog post..Monday Reading List: May 25, 2009
May 26th, 2009 at 2:20 pm
very cool topic , i’d like also to add that the 13 tip is hardworking
and maybe the most important
May 26th, 2009 at 6:46 pm
Making your site clean, easy to navigate, and shopping friendly from finding the product to making the payment and receiving a prompt, thorough confirmation is key to sales on a website. Plus making sure to give comprehensive product details. Even if it is a product that you may think someone knows everything about - if I have to go to another site to get specs on it, there is a possibility I may buy it there also.
~ Kristi
Kikolani´s last blog post..Kikolani - The First Year
May 27th, 2009 at 1:28 pm
Tip number 6 is very important. I saw a noticeable increase in sales once I made a page devoted to our shipping and return policy. Instead of being generic in nature, I was detailed. Surprisingly people actually read the page and it helped!
Dennis Edell Reply:
May 28th, 2009 at 5:31 am
Hey Brad, I’m jumping in here quick as I don’t recall seeing you around before. Welcome to the community!
Gagan Reply:
May 28th, 2009 at 8:43 am
@Brad,
I don’t know why most of webmasters ignore this thing . Its the first thing which a customer see before making any decision like how much shipping they have to pay and you payment refund policies etc
May 29th, 2009 at 9:29 am
[...] Direct Sales Web Marketing [...]
June 3rd, 2009 at 1:06 am
Great advice. I really need to make my site a little more interactive, more human. It feels so bare. My attached business blog is a different story though.
carla´s last blog post..Looking for fellow etailers
June 4th, 2009 at 6:16 am
These are great tips for a good site but I changed the order of importance by the tips and I would sure to put content in the first place because all the other items are less important.
Lara´s last blog post..Relieving Stress during Christmas
Dennis Edell Reply:
June 4th, 2009 at 7:40 am
@Lara,
First off, welcome to the community Lara!
In this one though, I my have to disagree a little. E-commerce, usually meaning physical, shippable products means the only real content will be things like product descriptions.
People shopping are much more interested in ease of use for the site, so they can get in and out with little trouble.
June 7th, 2009 at 1:00 pm
Testimonials are also a crucial part of any good e-commerce website. What do others think about this?
Dennis Edell Reply:
June 8th, 2009 at 8:15 am
@FreeLife TaiSlim, Welcome to the community!
Testimonials are are great idea s long as they’re real. Double check the new FTC guidelines on this.
On another note, please follow the comment policy linked at the bottom and provide areal name next to your keywords.
June 9th, 2009 at 7:46 pm
These tips provided are excellent.
Gagan, I think what you are telling everyone is to plan out your E-Commerce site carefully and consider visitor behaviours. I do find that a comprehensive website scope is essential and that a site that will convert must be well thought out. It is often difficult to find a designer that you can have a business discussion with. Colour, font size, navigation, ease of use, image placement, content placement try to mirror buyers behaviours.
However, I think you also need to consider the business strategy as these will drive many of the website requirements. The same things that might be used in any other form of sales processes can be used on the website. Even moreso as it is somewhat impersonal. For example is there a risk reversal or guarantee? Are there testimonials from satisfied customers?
Another conversion question is whether people buy the first time they visit your site. Some do, but I’m sure many do not - either they are still researching , not ready to buy or are not comfortable yet. The content must be compelling enough to to get these visitors to return, see your offering as unique or more valuable than others. Even though I can understand some visitor’s desire not to register, others should be given an option to become part of your email marketing. The value of your content should drive this.
Another area that I think should drive your ongoing development and hopefully success is to continually review your analytics. If you have setup your sales funnels you will be able to determine where visitors are breaking down and exiting from the buying process. These facts are crucial if you are to make appropriate chnages to your site. For example, if many visitors go all the way to the “buy now” button, but don’t actually submit what do you do? Maybe it is the colour of the this button, maybe the go further to the “confirm” button. You ned to know that this is happening. Again, you start to understand visitor behaviour and amke the right changes.
Ur4ever Reply:
August 14th, 2009 at 2:52 am
Some people do buy first time they visit on site. Some Do And that i assure you.
Joseph
Geoff Reply:
August 19th, 2009 at 12:20 am
@Ur4ever,
I agree with you, as I said in my post.
“Another conversion question is whether people buy the first time they visit your site. Some do, but I’m sure many do not - either they are still researching , not ready to buy or are not comfortable yet.”
The first timers are not really the issue, it is those that do not buy first time. How do you keep them coming back? What content do you provide for them to return? Maybe they are still in the research phase and are not quite ready? Can you get them to subscibe so that you can keep in touch?
Marketing Sherpa has conducted studies that indicate that you will always have those that buy first time they visit your site. Maybe they have been researching other sites for some time and these competitors don’t get the business - you do. You will never know this!
However, MP also indicates that there is quite a substantial number of visitors that don’t buy first time and you need to have a process in place that keeps you top of mind so that when they are ready to buy they come back to you.
June 11th, 2009 at 4:53 pm
Really great tips in increase sales E-commerce website…it give understanding and you can formulate strategy base on this tips..
gilbert´s last blog post..>>Move to Daisybones.com
June 11th, 2009 at 9:13 pm
These are all good tips but many apply to any site, Especially #3 & 4. I didn’t understand what you mean by an “F” shape. Can you explain more?
-Ned Carey
Baltimore Ned´s last blog post..What Are You Doing to be Successful?
June 17th, 2009 at 7:29 pm
This is really true and informative. people who are inclined with marketing/business related things can really use these tips in order for them to at least get away with internet traffic. Following these tips, people can conserve time and effort as well as helping them to do things accurately .
August 24th, 2009 at 6:55 am
Great tips for e- commerce site. As suggested in the above comments to include testimonial on the site. I think its ok. Instead of it can put individual links for the review of the particular product. It helps to understand the feedback of the client for the particular product and also help and encourage other clients to purchase it. Thanks for the post. I will implement this steps when work for the SEO.
As the topic discussed above for the web designer to design a SEO friendly websites. It will be good If they just design a site with the basics of SEO in mind like URL’s should be static, alt tag in the images, use external css, and many more.
August 24th, 2009 at 4:49 pm
i don’t think there is an easy way to make money online anymore. i think it requires building a community by creating really useful and interesting content that is hopefully completely unique.
this generates interest by people linking to your site and then traffic numbers grow that way. as a web designer the majority of the problem is getting clients to actually do some work. i dont think seo guys can write stuff on a topic they no nothing about!
October 15th, 2009 at 10:19 pm
The F-shape comment is interesting. I’ve also seen some studies that suggest breaking information down into small chunks about 1″ by 2′.
Dennis Edell Reply:
October 23rd, 2009 at 4:38 pm
@Tom - Realtor Marketing,
Hey Tom, sorry it took so long to reply. Welcome to our little community; hope to see you ’round more often!
November 11th, 2009 at 6:05 pm
A well designed, search Engine Optimised website is the way to go.