What about your “About Us” page?

People come to your site because they are already interested.  Now they want to be reassured that you are the right choice. Here are ’some tips on how to be sure your About Us page gives potential customers what they need:

1) Think customer first.

What do potential customers want to know? At a basic level, first-time visitors want to know you own a real business with real capabilities. What questions are you asked during sales calls? What information tends to seal a deal or win over a hesitant customer? If I’m looking for a fulfilment centre, “providers of outstanding customer experiences” means nothing to me, but “99.3% on-time shipping with a .002% error rate” sounds pretty good, because …

2) Facts are compelling, superlatives are not.

Lots of About Us pages are filled with words like outstanding, excellent, world-class, visionary, cutting edge, etc. If your business truly is outstanding, prove it with facts. If your business truly is visionary, talk about innovative products you’ve developed. If you don’t have many facts and figures (yet), admit it. Describe what your business hopes to achieve, and how.

3) Don’t try to be something you’re not.

As a general rule, the smaller the business the “fluffier” the About Us page. Trying to make your small business look bigger is a natural impulse but can also create awkward moments when a potential client asks for references or specific examples. Own the fact you’re a startup and show why new clients will benefit: Greater focus on individual customers, shorter lead times, a burning desire to prove yourself in a new market, etc. Candour is compelling. Turn who you really are into an advantage.

4) Describe qualifications, but be brief.

Certifications and awards are great, but pick a few that resonate the most with potential customers and stick the rest on a separate “Industry Awards” page.

5) Lose the stock photos.

We’re all expert stock photo spotters. Use real photos or no photos at all. Seriously: Will anyone believe all those suited and booted people work for you?

6) See your About Us page as a continual work in progress.

Most About Us pages stay static for months or years. Whenever you land major customers, add expertise and capabilities, enter new markets, open new locations, etc., update your About Us page. Keep it fresh for prospective clients and for SEO purposes.

Final thought: If you think that writing an About Us page feels “salesy” or self-congratulatory, focus on facts, figures, and accomplishments. Objective information is a lot easier to write and a lot more powerful as well. Think about the needs you fulfil and the problems you solve for your customers. Then use plain language to describe how you fulfil those needs and solve those problems.