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Today’s Sales Challenges:
Traditional business growth tactics, like cold-calling, are losing effectiveness.
Your website “isn’t working” – few or no leads
Something has changed in the marketplace that has changed how people buy. . .
Potential Customers today
have access to
LOTS & LOTS OF
Information
There are now
1,000,000,000+ (that’s over ONE BILLION)
Web Sites
For example:
There are more than
6,000,000,000 (that’s SIX BILLION)
Searches on the Internet
every single day
And:
80% of Internet Users
research on-line before they buy
And:
Your prospects are out there,
researching products and services
without the help of a sales rep.
You cold call
You qualify
You demo
How selling used to work:
They buy
How it works today:
They CHOOSE
the best option
They SEARCH
for a solution
They IDENTIFY
a problem
They buy
THEIR BUYING PROCESS has replaced
YOUR SELLING PROCESS.
And the best way to engage in their BUYING PROCESS…
Is with your website!
As a B2B Business
You may have a more complex product or service
The selling cycle takes longer
So . . .
What’s
your website’s
JOB?
Contribute to sales by engaging in your customer’s buying process with these three steps:
They buy
They CHOOSE
the best option
They SEARCH
for a solution
They IDENTIFY
a problem
Convert Convince Connect
Convert Convince Connect
Step 1
Convert Convince Connect
Help potential customers
connect with you
as they search
There are
3 MAIN SOURCES
of traffic to your website:
Convert Convince Connect
Convert Convince Connect
This is a lot of work!
However…
There is one
common element
across all these properties that YOU control…
Convert Convince Connect
Keywords create the CONNECTION
Customer
Search
Terms
Your
Value
Proposition
words
common
to both
Web Site Pages
Keywords create pathways across your on-line properties so that your prospects can • Find you • Connect with you.
WEB SITE
SOCIAL MEDIA
Here’s how it’s done…..
Web Site Pages
• Find keywords relevant to your audience
• Create useful content around those keywords
• Use blog posts & links to connect content within the web site
WEB SITE
SOCIAL MEDIA
Web Site Pages
WEB SITE
SOCIAL MEDIA
• Create social media posts that include: - a #hashtag based on a keyword
- a link into your blog or website
• Guiding prospects into your
site leads to the second step of your web site’s job:
Convert
Step 2
Convince Connect
Visuals – Content - Navigation
To guide the visitor to what they want
Use Key Site Design Elements
Keep things SIMPLE and CLEAR
Convert Convince Connect
Are you speaking their language?
Do you have what they want?
Answer two questions
with your content:
Convert Convince Connect
Confirm to them that
they have come to the right place.
Give them a Call to Action
Convert Convince Connect
One example of
A Call to Action
Tell your visitor what to do next
II want to buy now
I want to research
2 Types of Website Visitors
II want to buy now
Use Calls to Action to:
• Guide people to information
• Motivate them to take an action
2 Types of Website Visitors
I want to research
Call to Action Examples
Ready to Buy Wants Information
Call to Action Examples
Ready to Buy Wants Information
A Call to Action guides
your visitor to the ALL IMPORTANT
3rd STEP:
Convert Convince Connect
Step 3
Make An Offer
Newsletter
Whitepaper
eBook
Podcast
Webinar
Demo
Trade Show
Infographic
Special Offer
If Ready to Buy – Great!
If not….
Make an Offer Offer value in return for contact info
AT A MINIMUM
Obtain an Email Address
And at this point your website has done its job as a Lead Generator
Convert Convince Connect
In Summary Your Web is a Lead Generator with this
3 STEP process:
Calls to Action
Keywords
Convert Convince Connect
These 3 STEPS are optimized with
And now your website • Is ready to be a lead generator
• Is ready to feed prospects into a
Which means you are ready for Marketing Automation
Lead Nurturing Program
To learn more how we can help your business with Lead Generation & Marketing Automation:
Sign Up for Our Newsletter Book a FREE 30-minute
Introductory Consultation
