Not every website sells widgets. But that doesn’t mean every website doesn’t need an effective home page.

In this column, we chose an information portal as our subject. So instead of addressing questions like what the site is selling, and how to make a purchase, our focus was on the proper display of content, use of colors and communicating the benefits of registration.

Our subject is The site has a wealth of information for fathers, with helpful feature articles, pregnancy information, forums, a shopping directory and various other valuable resources. Unfortunately, the owner succumbed to the common temptation to jam-pack the home page with more options than the eye can bear. The result is a cluttered, confusing, jumbled mess.

As owner Dave Trenck put it, “The site is too busy. ” I’d like to be able to highlight the community aspects of the site, the personalization features and, of course, intertwine all the various affiliate links and support the various CPM and CPC ad placements.”

The goal of this redesign – just as with (the online purveyor of doggie treats we featured in the last issue) – is to increase conversions. Ultimately, that’s what it is all about.

That’s why I’ve coined the term “Conversion Design” to describe the business of design. You’ll be hearing much more about this concept as the year unfolds because it encompasses critical Web design elements that spark increased conversions, like color theory, usability and copywriting.

How do you increase conversions on a site that does not peddle products? Conversion Design is not always about direct sales. Sometimes it’s about indirect sales, or even qualified sales leads. Trenck’s goal, for example, is to woo site registrants so that in addition to serving up personalized content, he can display targeted ads that convert at higher percentages than their untargeted counterparts. In this case, registrants are considered conversions.

Our task was to redesign the home page to make the site’s benefits crystal clear. At the same time, the home page would need to soft-sell the advantages of free registration. The end result would be more registered users, more repeat visitors and more ad revenue for That’s good news for Trenck, but we’ve got to wade through the bad news to get there.

When we showed the original site to our small yet highly critical focus group, phrases like “too wordy,” “too much info,” “unclear navigation” and “no main point of interest” echoed through the meeting. Vincent Flanders, author of Web Pages That Suck: Learn Good Design by Looking at Bad Design, probably would have agreed. He lists having too much material on one page as one of his top 10 Web design mistakes. According to Flanders, “With so much content vying for attention, it’s initially impossible for the eye to settle on one thing. People get confused and people leave.”


Sostre & Associates’ art director Jason Graham has a slightly different take on the issue of displaying too much content: “A good site should lead me or suggest to me what content I might find useful. The biggest problem with is that even though things are categorized, it doesn’t feel like they are.”

Graham’s guiding concept for our approach: Group the content into clearly defined categories so visitors can easily move through the page. This is referred to in the design industry as “chunking.”


“The idea is to categorize and then visually group information, as opposed to letting it all bleed together,” Graham says. “We can do that by adding more white space between the elements and making the headlines or titles larger. Chunking helps to make the page scannable so we can still include all the same information that the website currently has, but now it’s easy to understand.”

Besides better content organization, we took three additional steps in our quest to make the home page more user-friendly: reducing the navigational elements, decreasing the number of colors and increasing the white space.

Like other sites with loads of content, wants users to see it all. That’s why the site has so many options in its main navigation. In our experience, however, having too many navigation buttons can overwhelm visitors. So we reduced the number of buttons to five and repositioned the missing navigation items.

Next up: colors. The site uses six colors throughout the various user-interface elements. This mishmash spectrum contributes to the busy, uncomfortable feeling our focus group verbalized. We cut this number in half and allowed a three-color scheme to help unify the design.

White space can be tricky. On one hand, if we overdo it, we waste space that could be displaying information. On the other hand, if we don’t have enough white space, we end up with a cluttered mess. In this case, we definitely needed to increase white space to achieve the “chunking” Graham mentioned.

Our redesign simplified the site without sacrificing important information, making it easier for new visitors to understand the site’s benefits. Once the visitors are sold on the site, enticing them to register and personalize their experience is much more likely. We can encourage registration by highlighting personalization features and positioning the “register” and “sign in” links in standard locations.

We’ve taken the important first steps of giving this home page a much-needed overhaul. But the work should not stop there. An essential aspect of Conversion Design is continuous testing and review. Websites should be reviewed and tweaked frequently to ensure that their creators are getting the best possible outcome. User feedback and a careful eye for conversion rates should be the guiding factors in this process.

Would you like to get a free home page or landing page design for your website and see it featured in this column? To be considered, please send your name, company, contact information (phone, email, etc.), a brief description of your business and its goals, and, of course, your URL to Please put “Revenue’s By Design Makeover” in the subject header.

PEDRO SOSTRE is principal and creative director at Sostre & Associates, a consulting and development firm, which also promotes affiliate programs. Pedro is currently working on a book about his new concept of Conversion Design, scheduled for release this summer.