‘Hierarchy of information’
Remember those words.
Yes it is pretentious ‘designer-speak.’ But it is also one of the pivotal factors in the success of your website or digital presence.
Why, what, how?
Who, where and when?
These are all questions that must be considered when building new digital communications. One of the common questions we get asked from clients before building their websites is please justify the added expense of doing this activity. What’s the ROI? A question that once had me hiding underneath the table in worry is now one that I take delight in answering.
Whilst working with professional service firms I tend to notice that the partners tend to have good conversion rates when sitting in front of a prospective client. Their technical expertise and professionalism will usually win the day when speaking with new clients. Conversion isn’t as much a problem. Something I hear more of, is that they just don’t receive enough new qualified leads to convert.
And this really is the tricky bit.
This is where the company’s overall marketing and brand communications holds greater significance. Getting the right message to the right market gives you a better chance of getting more leads. And obviously your web presence is a pivotal part in this. We also find, when speaking with prospective clients, that if you ask any good accountant, lawyer, broker, advisor etc how they’ve helped their clients in the past. They’ll have wonderful and nuanced examples of how they’ve worked with different clients in different ways.
Call them ‘great stories’ or ‘great case studies,’ they have undoubted value to the people that are browsing your website, blog or LinkedIn profiles.
Where can you find these great stories?
Unfortunately they seem to live only in the heads of the people telling them. This clearly means that nobody, with the exception of those that know them or deal with them regularly, are going to know of the additional and specialised expertise.
A potential client almost certainly won’t.
Not only should they be online but they should be easily accessible too. Most people talk a good game but at some stage you have to show more.
Who? What? Why? Where? When? How?
Hierarchy of information means that you are brutally selective about the layering of information on your website or any communication platform for that matter.
Let’s be honest, we all try a little bit harder on a first date don’t we? We don’t show the other person absolutely everything on day 1 do we? Well not at the start anyway. We put our best foot forward and hope we build enough of a rapport for them to want to learn more. So why would you not approach your digital presence with the same attention to detail.
People in business are mightily busy.
So to just get a hearing, you have to remove every possible stumbling block between a prospect and what you can do to assist them.
I have said this before but Winston Churchill once apologised to his audience for a speech being too long because he just didn’t have the time to edit it for their ears.
You can forgive him.
He absolutely had the right idea. It’s YOUR responsibility to ensure that people get to see the right information, the information that can make a difference to them.
The information that justifies your fees.
It’s no good in your head when hundreds of people visit your website daily.
Well actually it’s really our responsability because that’s what we already do for all our clients. Hierarchy of information: layering the information in just the right way to help generate more sales leads. It takes time, intelligence and understanding but will make a significant difference.
How many client accounts do you have to win to justify the additional price of the website?
Yes, you’re right. It’s an absolute bargain.
About the Author
Creative Director of the loft.
Benedetto runs the creative design consultancy, the loft. Based in the centre of Glasgow, the loft creates emotionally engaging brand identities.
Benedetto began his design career aged 9, sketching cars in the loft bedroom of his parents house. Even then he realised some eternal truths. Alfa Romeos are infinitely cooler than Ferraris and always have been. Time has only hardened this opinion. Since then, he has been on a journey taking him from his hometown in Kilmarnock to Coventry, studying car design aged 17, three separate spells in Italy followed where he interned, worked & freelanced for distinguished design companies – BeeStudio, Alfa Romeo, Honda Advanced design & Stile Bertone.
Setting up his own business was a natural step for somebody as independently minded as Benedetto. The loft was set up in 2008 and offers a comprehensive branding and communication service to its clients. The company combines a deeply analytical approach into the clients culture and commercial targets before engaging in creative design work to build emotive brands.