The whole idea of the marketing and sales is to play with the psychology of the consumers. In any campaign, efforts should be made it make it so influential that the decision making of the customer is totally in the favor of the company.
There are some tricks to manipulate the mind of the consumers, which can be utilized by not only ordinary sales person, but can be used by larger firms. Although they are used unknowingly, there is no set list.
Mutual exchanging is the first and powerful trick. The company can start with giving something for free to the customer. He will take it for the first time, but from next time he will feel obliged and will try to return the favor. Offering the product for free initially can do this. And if the customer is satisfied with the product, he will buy it for himself from next time. Some salespersons get confused with this principle. For example, it is ineffective and wrong according to this principle, to quote ‘Spend over $25 and get a free t-shirt’. The offer is not free; the customer has to spend something to get the free product. The product being given should be totally free without any condition to be fulfilled. For example, the line ‘Get the latest lipstick shade absolutely free’ will do the trick. If the shade is really good, they will buy it the next time and might even think of buying other shades of lipstick.
The next trick is to present something as of high value, but the company should incur only small or no amount in producing it, like information. It can tempt the customer by saying that the information provided to them is a big time secret and is not known to anyone at all. But some mess it up, by saying that they are providing very valuable information, but it turns out to be another advertisement.
Another example is giving out free sample to the targeted customers. Again the mistake made here is that companies distribute samples of poor quality or rejected products. This certainly lowers the customers liking towards the product and he will assume that’s the way the product is actually and won’t go ahead to buy it.
Use words, which initiate immediate action, like ‘Limited time offer’, ‘Offer ending soon’, and ‘Offer till stocks lasts’ are really motivating. The customer gets the impression that the offer will end really soon as the products are limited edition and he should go out and buy it at the very first chance. This works well specially with customers who have an interest in collecting antiques, collectibles and anything which are not easily available.
Tricking the customer in making a commitment is another next good method to increase sales. The trick is to make the customer to take small steps toward the goal, without realizing about it. Like when the customer requests for some information, provide them with the relevant information for free and make them fill a form and take contact information from them. This is like committing to get offers and information about products in future. Do not advertise in this step. In the next step advertisements about products and services can be sent to the customer to the address provided by them. Conducting surveys is another example.
Lottery is another good method. When a person buys a lottery ticket, he fills his address on the ticket. This information can be used to contact the customer in future. In the above practices it’s very vital to not to advertise in the first step. Only after getting the customer contact information, should promotional mails be mailed to him. Long advertisements that are featured in the newspaper are a small twist to this trick. If the customer invests time to read the whole advertisement, he has committed and will surely respond to the ad.
Many small businesses don’t get success they want from advertising due to availability of very little resources. The results are simply flat due to lack of good ideas for improvements. Whether the ads are put in a local newspaper or are printed in the famous periodical or posted on a website, the money invested should gain the desired outcome. There are some common mistakes small businesses and professional service providers do when designing and posting the advertisement, which leads to the failure of the advertisement.
Bigger is better is believed in by many. That’s exactly what some of the small firms think when they want to advertise their product. They think bigger and select a medium where they need to invest a lot of money, but do not reach the targeted market. Like if a company specializes in designing diet plans and want to help out people who had disappointing results from their individual diet plans, and the company chooses to advertise a full page in the local paper instead of running advertisement in a health magazine, obviously not many of the dieters will notice the advertisement and the advertisement doesn’t get the desired attention.
So the point is to come up with the best campaign, which will increase the probability of the ad getting viewed and the right customers trying to buy the product or sign up for the service. Studies and research can be carried out on the market and targeted audience can be narrowed down. Once getting the list of newspapers, magazines and magazines meant for the customers in mind, find out how many readers they have and the cost they ask for posting the ad. Special deals are offered by them from time to time and can only be found by watchful eye.
It is estimated that everyday people are subjected to around three thousand commercials. That is a huge number and if someone desires to be noticed, he should certainly be different. Not only the services and product sold should be unique in the market, so should be the advertisement. For example, if a business selling mattresses says, “We sell mattresses”, it will not make a statement and will be passed off as any other mattress advertisement. But if they say, “Our mattresses are of the finest quality”, it will make the advertisement stand out in the crowd. Other catch lines are “Are you suffering from back pain? Probably you must try our mattresses ”, are more specific and will catch the fancy of the people who are suffering from back pains since a long time. The advertisement should also focus on the uniqueness of the product and how it is better compared to the competitors’ product.
Focusing on the problems of the customers and giving a solution for them, is what a customer demands. A customer does not buy a product; he buys benefits in the form of a product. The real value of the product should be realized and a clear picture of it should be presented to the customer so he will be able to relate with the product. If the advertisement doesn’t specify the solution it can provide, the customers will never know of it. So focusing on the customers problem is what some ads miss.
The last thing missing in most of the advertisement is motivation for the customers. If the advertiser has designed the advertisement and the customer had read the advertisement, all efforts and money invested will be wasted if he doesn’t get up and do something about it. It shouldn’t be assumed that the customer knows what to do; instead the advertisement should influence the mind of the customer and should tell him what to do. Call of action is the final job of the advertisement. It should call for information, or visiting the store or even visiting the online store. The message should sound confident and clear.
If you open a business you will not grow millions of customers overnight. You have tons of competition out in the world and you have to figure out how to attract customers. Most normal businesses put up signs or billboards to attract people who are near. On the internet you have to complete this same task to attract people to your business website. You may have a website that you find amazing and helpful but, if people don’t travel to it, then your website will never grow.
On the internet it is a bit challenging to put up billboards but, a much more effective method is article writing. The one difference between advertising on the internet and the real world is that people on the internet are all looking for something specific. When a person opens up a web browser, he or she is looking for an answer for a question. People have replaced libraries with the internet and now we go to the internet to answer all of our questions. The trick with internet advertising is to learn how to answer a person’s question while throwing in your own sales pitch. Perhaps your website offers the solution to a person’s problem and all of a sudden you have traffic on your website.
The article is your billboard. You have to follow the same rules with it as you would when you create an actual billboard. The most important rule is to offer information but, not all the answers. At the same time you have to catch the attention of the person and make them crave more. If you want to learn the trick to article advertising just remember to catch the reader’s attention within the first sentence. People have a very short attention span and want to get everything right away. You have to catch the reader’s attention right away before they hit the back button on the browser. Once you catch the attention of the reader you will have him or her begging for more information. If you owned a billboard this would mean that the person will call you or look at your website. However, when it comes to internet articles, this last step is even easier. You have a convenient link to your website in the article so all the reader has to do is click it.
Congratulations on getting your first potential customer. Now at this point the sale depends on your specific product. Although, the product you are selling is irrelevant because up until the final sale you can advertise to potential customers in the exact same method. While the real world around us and the internet world have differences, they are very similar when it comes to the rules of advertising and the bringing in of new customers.
Analyzing your web traffic statistics can be an invaluable
tool for a number of different reasons. But before you can
make full use of this tool, you need to understand how to
interpret the data.
Most web hosting companies will provide you with basic web
traffic information that you then have to interpret and
make pertinent use of. However, the data you receive from
your host company can be overwhelming if you don’t
understand how to apply it to your particular business and
website. Let’s start by examining the most basic data – the
average visitors to your site on a daily, weekly, and
These figures are the most accurate measure of your
website’s activity. It would appear on the surface that the
more traffic you see recorded, the better you can assume
your website is doing, but this is an inaccurate
perception. You must also look at the behavior of your
visitors once they come to your website to accurately gauge
the effectiveness of your site.
There is often a great misconception about what is commonly
known as “hits” and what is really effective, quality
traffic to your site. Hits simply means the number of
information requests received by the server. If you think
about the fact that a hit can simply equate to the number
of graphics per page, you will get an idea of how overblown
the concept of hits can be. For example, if your homepage
has 15 graphics on it, the server records this as 15 hits,
when in reality we are talking about a single visitor
checking out a single page on your site. As you can see,
hits are not useful in analyzing your website traffic.
The more visitors that come to your website, the more
accurate your interpretation will become. The greater the
traffic is to your website, the more precise your analysis
will be of overall trends in visitor behavior. The smaller
the number of visitors, the more a few anomalous visitors
can distort the analysis.
The aim is to use the web traffic statistics to figure out
how well or how poorly your site is working for your
visitors. One way to determine this is to find out how long
on average your visitors spend on your site. If the time
spent is relatively brief, it usually indicates an
underlying problem. Then the challenge is to figure out
what that problem is.
It could be that your keywords are directing the wrong type
of visitors to your website, or that your graphics are
confusing or intimidating, causing the visitor to exit
rapidly. Use the knowledge of how much time visitors are
spending on your site to pinpoint specific problems, and
after you fix those problems, continue to use time spent as
a gauge of how effective your fix has been.
Additionally, web traffic stats can help you determine
effective and ineffective areas of your website. If you
have a page that you believe is important, but visitors are
exiting it rapidly, that page needs attention. You could,
for example, consider improving the link to this page by
making the link more noticeable and enticing, or you could
improve the look of the page or the ease that your visitors
can access the necessary information on that page.
If, on the other hand, you notice that visitors are
spending a lot of time on pages that you think are less
important, you might consider moving some of your sales
copy and marketing focus to that particular page.
As you can see, these statistics will reveal vital
information about the effectiveness of individual pages,
and visitor habits and motivation. This is essential
information to any successful Internet marketing campaign.
Your website undoubtedly has exit pages, such as a final
order or contact form. This is a page you can expect your
visitor to exit rapidly. However, not every visitor to your
site is going to find exactly what he or she is looking
for, so statistics may show you a number of different exit
pages. This is normal unless you notice a exit trend on a
particular page that is not intended as an exit page. In
the case that a significant percentage of visitors are
exiting your website on a page not designed for that
purpose, you must closely examine that particular page to
discern what the problem is. Once you pinpoint potential
weaknesses on that page, minor modifications in content or
graphic may have a significant impact on the keeping
visitors moving through your site instead of exiting at the
After you have analyzed your visitor statistics, it’s time
to turn to your keywords and phrases. Notice if particular
keywords are directing a specific type of visitor to your
site. The more targeted the visitor – meaning that they
find what they are looking for on your site, and even
better, fill out your contact form or make a purchase – the
more valuable that keyword is.
However, if you find a large number of visitors are being
directed – or should I say misdirected – to your site by a
particular keyword or phrase, that keyword demands
adjustment. Keywords are vital to bringing quality visitors
to your site who are ready to do business with you. Close
analysis of the keywords your visitors are using to find
your site will give you a vital understanding of your
visitor’s needs and motivations.
Finally, if you notice that users are finding your website
by typing in your company name, break open the champagne!
It means you have achieved a significant level of brand
recognition, and this is a sure sign of burgeoning success.
Be honest with yourself. Are you one of those people that believe that you just don’t have the time to get your home business up and running? You’re not alone. Many people I talk to claim they have too much to do and not enough time to do it. They wind up defeating themselves and their business looses momentum and suffers.
Full time jobs, family obligations, maintaining health and too many other distractions are the main reasons for not building momentum for their business. You can wind up feeling that your life is spent catering to every one else’s obligations.
However, I have some good news! You can find and maximize time to build momentum for your home business. All you need is to find time and commit to use that time for your home business only. Try the following strategies to make your home based business flourish.
Document Your Daily Routine
The first thing you will need to do find a quiet place and write down your schedule. Document the start and end time on events like getting ready for work, driving your kids to school, your commute to your day job, gym time and any other weekly commitments you have. Don’t forget to include weekends and family time (this is most important).
After completing this exercise you should have a good visual of what your work week looks like. You should see openings in your week. Make your goal easy: try to find two hours you can commit to spend on your business. You should be able to re-prioritize some time.
Stay with the Schedule You Created and Re-Evaluate
The next thing you need to do is stick with your schedule. This can be tough because you are creating a new habit. Once you get the hang of your new routine, you should always re-evaluate your schedule. You may be able to find more time to spend on your home business.
Sticking with your schedule means you need to discipline yourself to work. This means that you have to find a way after work, after little league games, after dinner and after putting the kids to bed.
Don’t Forget Your Family.
Spending time with my family is always a top priority for me. I have young children so I try to focus on the business when my kids are in bed. I find that using the evening hours is best for me to spend on my home business. It seems to be the most quite part of the day.
If you have to use your family time to spend on your business, make sure you communicate with your family so they have an expectation of what you are doing. However, I would recommend that you set a time limit so you can spend that time you want with your family. This will provide balance for you.
As we all know life also throws us off schedule. Try your best to embrace that fact instead of fighting it. If your child stays up late, focus on helping your child quiet down and go to sleep. Try not to focus on what you could be doing. Don’t worry. The work will still be there when you are ready.
If you have to stay late at your day job, then choose to work late. Usually, you’ll find that it is better just to focus on one thing at a time. You’ll be more efficient and effective. Having a clear and guilt free mind while working on your business is most productive.
To handle new ideas that can distract you while you are working, keep an MP3 Recorder handy so if an idea comes up you can record it or write down the idea in a notebook. You can always prioritize those thoughts at a later time. You will also find that you are using less energy dealing with distractions instead of fighting them.
So there is good news when it comes to finding time to work on your own business. Don’t despair and don’t get frustrated. Just remember that you have total control of your time and you alone can change your habits to build your businesses momentum.
It is worth cataloguing the basic principles to be enforced to increase website traffic and search engine rankings.
• Create a site with valuable content, products or services.
• Place primary and secondary keywords within the first 25 words in your page content and spread them evenly throughout the document.
• Research and use the right keywords/phrases to attract your target customers.
• Use your keywords in the right fields and references within your web page. Like Title, META tags, Headers, etc.
• Keep your site design simple so that your customers can navigate easily between web pages, find what they want and buy products and services.
• Submit your web pages i.e. every web page and not just the home page, to the most popular search engines and directory services. Hire someone to do so, if required. Be sure this is a manual submission. Do not engage an automated submission service.
• Keep track of changes in search engine algorithms and processes and accordingly modify your web pages so your search engine ranking remains high. Use online tools and utilities to keep track of how your website is doing.
• Monitor your competitors and the top ranked websites to see what they are doing right in the way of design, navigation, content, keywords, etc.
• Use reports and logs from your web hosting company to see where your traffic is coming from. Analyze your visitor location and their incoming sources whether search engines or links from other sites and the keywords they used to find you.
• Make your customer visit easy and give them plenty of ways to remember you in the form of newsletters, free reports, reduction coupons etc.
• Demonstrate your industry and product or service expertise by writing and submitting articles for your website or for article banks so you are perceived as an expert in your field.
• When selling products online, use simple payment and shipment methods to make your customer’s experience fast and easy.
• When not sure, hire professionals. Though it may seem costly, but it is a lot less expensive than spending your money on a website which no one visits.
• Don’t look at your website as a static brochure. Treat it as a dynamic, ever-changing sales tool and location, just like your real store to which your customers with the same seriousness.
The first attribute of a successful selling strategy is a website that provides information about the products and the service they are providing. The advantage of that is we can sell those products and services online. Selling is a talent to be cultivated. It requires a lot of understanding to find what the customer is looking for and then fulfilling his needs.
It is very important to get the complete attention of reader. The content of the message should be make reader think. This can be achieved by using power words, along with color and visuals. Once the attention is grabbed, it should be retained till the end of the message. The customer should be prompted to take some action and their involvement should be sought. They can be made to sign up for newsletters or can be made to take the survey by visiting the company’s website.
The consumer should be convinced to buy the product. All the features of the company should be specified, with the more relevant ones on the top. They should be explained logically through these points how the products will fulfill their needs or solve their problems. It does only by convincing the customer about this will motivate them to buy the product. They should be made to understand what wonders the product can do to him. Strong emotional words should be included in the sentence. The customer should either fear the loss of the product if he doesn’t buy it in time or he should be given the greed of the advantages the product can provide. These reasons will create an emotional impulse and will make them think that they have no other option to buy it. They will have a logical reason to make the purchase. The emotions of the buyer should be manipulated with words.
Something like ‘limited edition’ or ‘limited period offer’ will create a sense of urgency. The customer thinks that he should get this product somehow. It’s nice to have sales often, especially to clear out old inventory in the name of some offer. The products which have an obvious damage should be sold out at a special price. But the damage should be mentioned to the customer. If it’s not mentioned, the first time the customer will be tricked into buying something, but he will loose trust and won’t come back again.
Always hold seasonal sales and offers. Since all the competitors will be giving out different offers to attract customers, it’s a good point to have one, too. But it should be remembered to not to imitate anyone. Only a unique offer will make the customers not go to the competitors’. Once in a while offer free shipping offer also works. A condition like if a customer spends particular amount of money, all items will be shipped for free. This is another attractive deal which will surely tempt the customer. Thanks to search engines and online stores anything can be purchased from the comfort of the home. Give away free sample to the customers or keep a pre-sale price for introductory products. The customers won’t think twice to spend a little money to try something new.
The ending of the sales message is where most people mess it up. The whole efforts will be wasted if the customer gets a second thought. He should be convinced, by nice words, to buy the product till the very end. The content should be arranged with care. The key is to tell the customer what to do exactly after he finishes reading the matter, like ‘Grab the golden opportunity now’ or ‘pick up the phone and dial the number right now’, etc. Do not include links or short advertisement of other products or services. This will shift the focus of the reader and he might have a second thought. A list of the existing customers should be maintained and from time to time special offers should be mailed to them. So basically the whole idea is to influence the mind of the customer until he buys a product.
Which is better, a traditional pet shop or an online pet shop? By comparing these two specific examples, you will be able to figure out why Internet marketing is very popular among entrepreneurs and aspiring Internet marketers. Take a look and see the big difference.
When you choose a traditional pet shop as your business investment, there are certain things that you need to consider. You need to get business permits from the city or state government through its business licensing division. Since you are operating a pet shop, you need to secure necessary clearances from state health department that all of your pet products came from a reputable source. You also need to have a physical structure that will serve as your shop. You will either rent or construct the premises. For your shop to be popular to the people, you need to advertise it through local newspapers or place some large advertising signs in front of your pet shop. All of these things require hundreds to thousands of dollars before you can operate your traditional pet shop.
Establishing an online pet shop requires you to have a website registered in your own domain name, which will cost you less compared to constructing or renting commercial spaces. Your website will now serve as the pet shop itself—you will provide catalogs containing brief descriptions of your pet products along with its corresponding price tags. Your customers can use the online shopping cart to place the pet items they want to purchase. All payments can be made through credit cards, thus no bulky dollar bills to be handled. You can advertise your site through several ways—you can either submit your site for online ad serving programs or you may promote it through writing and submitting articles to article directories. Moreover, you have also the opportunity of earning additional revenues aside from your pet shop through entering your site on affiliate marketing programs.
By just merely looking on these two examples, you will say that Internet marketing has the edge over traditional running of a business. You will not only save time and effort in marketing your products over the Internet, but you can also earn additional incomes through existing Internet-based marketing programs.
Internet marketing is a pure home-based business that does not require an office and several employees. You do not have to commute for several hours and face hordes of traffic and busy people. All you need to have is some spare room that will serve as your “office” and a personal computer connected to the Internet. You will be able to earn thousands to potential millions of dollars by just working in front of your personal computer.
However, before you will be able to earn millions and build an Internet marketing empire, you must also have the best Internet marketing strategies that will help you achieve your financial objectives. Without these strategies, the chance of earning more will certainly slip out of your hands little by little.
There are many “best Internet marketing strategies” that you can use, yet they are summarized in three simple yet effective strategies.
1. You need to plan for your Internet marketing activities. There are certain questions to help you arrive on a concrete and effective Internet marketing plan. What do you want to do? What are you offering for sale? How you will market your products or services? Once you have figured out the answers to these questions, you will be able to create a plan for your Internet-based business.
2. You need to take action. Do not just let the plans that you formulated remain as plans forever. You need to convert the words of your plan into actions so that you will see if the plans are working or not.
3. Lastly, do not be deaf to the feedbacks and concerns expressed by your clients. Learn to respond immediately to their feedback so that you will determine if you are getting negative or positive results. In case that you are getting negative results, there is a need to change your approach.
The secrets of success on Internet marketing lie beneath the best strategies that you employ. All other effective strategies will come in line as long as you stick to the basic yet the best strategies in your Internet marketing venture.
Are you one of the millions of internet users who enjoy watching free videos on YouTube? If you are, the thought of creating your own YouTube video may have crossed your mind; has it? If so, you may be wondering whether or not you should make your own YouTube video and then upload it to the YouTube website. When making your decision, it is advised that you can examine the pros and cons of doing so.
When it comes to making your own YouTube video, there are a number of cons or downsides to doing so. Perhaps, the biggest downside to making your own video and then uploading it to YouTube is that you are essentially sharing the video with the whole world. Many individuals mistakenly believe that their videos will only be seen by YouTube members, but that isn’t the truth. Any internet user, even those without a YouTube account, can view videos on YouTube. In fact, it is not uncommon for YouTube video viewers to email a YouTube video link to those that they know. Therefore, the views that your YouTube videos may get may be more than you ever expected or wanted.
Since any video that you upload to the YouTube website can be viewed by just about anyone with an internet connection, you may want to be careful with the amount of information that you disclose. For instance, if you are doing a video blog, you might not want to give your real name or at least not your full name. It is also important that you don’t mention where you live. If you want, you may want to outline the state that you reside in, but never give the city or town, especially if you disclose your name. You will want to try and refrain from giving any personal information to any YouTube member, even those who send you personal messages asking for information. As with most online website, YouTube can be a dangerous place, but you should be able to stay safe as long as you stay aware.
Although there are a few downsides or cons to uploading your videos to the YouTube website, there are also a number of pros or plus sides to doing so. One of those pros is ease of use. Even if you consider yourself to be unskilled with computers, you should still be able to make, upload, and share your video or videos on YouTube. In all honesty, all you need is a video recording device, like a camcorder or a webcam, and a movie editing software program, which now comes standard with most computers. Once you have your video on your computer and edited, if you wish to do so, you will just need to follow YouTube’s step-by-step uploading instructions and then your video should be ready for sharing, in as little as a few minutes.
Another pro to using YouTube to share your own videos with other internet users is uses. Although a large number of internet users use YouTube videos for fun or for personal reasons, there are many others who use them for business or at least to up their exposure. You need to remember that millions of internet users watch videos on YouTube. While your YouTube video will be unlikely to get one million views, you could get quite a bit. Whether you are advertising your services, like as a website designer or an online actress, you can do so through YouTube. The only thing that you will want to do is try to not take the spam approach. If you are advertising yourself as a website designer, try taking a few videos of you making a website or use your video to explore websites that you have made. Simply adding your business information at the end of the video is a great way to get your point across, but without making your YouTube video seem as it is an advertisement.
As you can see, there are a number of advantages and disadvantages, or pros and cons, to making your own YouTube videos. As stated above, it is advised that you use your best judgment. Of course, you can post a video on YouTube if you want to do so, but just make sure that you are doing so safely.
Sure it may be pretty but it’s probably not effective.
Most businesspeople naturally understand that the only purpose of their website is to bring in new customers, clients, or accounts.
Unfortunately, they all seem to be listening to the wrong people when it comes to creating a website that actually does that.
You’re probably one of them, so please forgive me for speaking frankly.
It’s just a little disheartening to see so many fine businesses (including some of the top firms in Australia) missing out on the business-building power of the internet and sometimes even losing market share to their smaller, more nimble and web savvy competitors.
So, if you do believe that the main purpose of your website is to bring in new customers, clients, or accounts, read on and I’ll tell you in plain, easy-to-understand English exactly how to do it.
OK, first of all, you’re probably listening to a designer or advertising agency about your website. In fact, they’ve probably convinced you to let them oversee the entire design and building of the whole thing. That’s what I meant by listening to the wrong people.
Your designer/agency guys are great at helping you create and maintain the image you want. They may even be pretty good creating expensive TV and radio spots and glitzy magazine and newspaper ads. But what they’re best at is spending your money on media and hosting to promote your brand for which they reap huge, ongoing commissions and site management fees.
Sorry. I couldn’t help that.
Listen. Branding and image building are important-especially for big corporates like a bank, insurance company, or stock brokerage. They deal with people’s hard-earned money, so they’ve got to build and maintain an image that conveys trust and reliability.
However, an image, even a great one, without a compelling message is like an empty shell. Whereas it is important for a potential client to trust you it is even more to give them a compelling reason to do business with you.
And that’s one of the things your website must do for you.
In fact, your website really only has to do two things and two things only…
One is to create a steady flow of people coming to the site. I’m talking about an absolute flood, not the little trickle of traffic you’re probably getting now…
And the other is to present a message that in form and substance forces them to stop and realize that they absolutely need what you’re offering and they’re not getting it from any other company with whom they may be trading.
It’s only when your website does both of the above that it can finally become the powerful business weapon it should be. Of course, your investment in branding and image creation can be incorporated into this, but as a partner to the message, not superior to it.
Here’s why. Remember, there are two things your website has to do to make you a raging river of profits.
The first is to create laser targeted lead generation traffic.
Suppose I could deliver a steady flow of people into all your locations. I’m talking people by the busloads lining up to talk to you, your account reps, business development or sales people.
You’d be pretty happy, wouldn’t you?
But look a little closer. What if all these people had no money, no credit, and no prospects? What if they had no capacity to buy whatever it is you sell or to take advantage of whatever services you offer?
You wouldn’t be very happy then, would you?
Let’s modify our first requirement for our website just a bit. It’s got to create a steady flow of qualified people coming to the site. It has to perform a laser targeted lead generation function for you.
So you see, which people go to your website and how they get there makes a difference.
There are only four reasons people go to your website:
Obviously the first group is good quality lead generation traffic, but relatively speaking there just aren’t that many new prospects there.
The second group has tons of lead generation potential, but going back to my busloads analogy, what if I told them you were giving out free money to get them on the bus. They’re still not very qualified, are they?
But, if a third party gave them a true and accurate reason to visit your website, these people could be some of the most valuable lead generation traffic you’ll ever get.
This is why SOCIAL MEDIA can be such a powerful lead generation force for you.
Social media marketing is kind of a specialty within a specialty (and one of my favorites). Unfortunately, most people who claim to be social media marketing experts think they know a lot more about it than they really do. You know the kind of people I mean. So be careful if you go to hire one of them.
Obviously the third group above, are not the people you want, so let’s just forget about them right now.
This brings us to the fourth group-the people who used Google Search Engine or one of the other major engines.
These are the people who can make all the difference between a B2B Lead Generation laser targeted website that generates more business for you than if you cloned an army of your best sales rep, and one that sees less traffic than a ghost town.
Search engine marketing is the most powerful lead generation of all!
But alas, search engine marketing is another one of those specialties within a specialty that seems to attract a lot of incompetence. So you’ve also got to be very careful when hiring someone to do laser targeted lead generation research for you. Often someone (like myself), who specializes in social media marketing also specializes in search engine marketing. They’re closely related.
By the way, when it comes to both Social Media Marketing and search engine marketing, the big agencies say they’ve got experts on staff, but I haven’t seen much evidence of it.
This is serious results laser targeted lead generation oriented marketing, and it’s a far cry from the branding and image marketing arena those web designers or big agencies specialize in.
As I said at the beginning of this article, branding and image are important, but…
… search engines don’t see your branding and they don’t care about your image.
They only care about relevance. And only then it’s relevance that fits into their particular algorithm or formula.
That’s what search engine marketing is all about-creating your lead generation website in such a way that when someone searches for a specific key word or search term you’ve laser targeted, the search engine, whether it’s Google, Bing, or one of the others, notices and lists your website first.
So what makes Google, Bing, and the other search engines see your website first?
But not just any content. It’s got to be written content.
The search engines aren’t smart enough to evaluate pictures or videos, they can only read words.
So here’s the final piece of the puzzle.
You’ve got to write your website so that the content attracts the search engines as if it had bright red blinking lights, sirens, and a marching band to get the top listing.
That’s what generates that flood of laser targeted lead generation qualified traffic that you want.
But it also has to present that content in a way that furthers your brand and projects your image while presenting an attractive and compelling offer to turn visitors into customers, clients, and accounts.
We’ll talk more about the details in another post, but let’s recap where we are now.
Watch for my next installment on creating laser targeted lead generation websites that flood your business with new customers while your competitors cry about their lost market share.