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Tag: targeted sales leads

Give Me Search Engine Optimization And I’ll Give You Targeted Sales Leads
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Targeted Sales Leads Are The Goal Of SEO
I talk with a lot of business owners and executives. One of the biggest problems I’ve been hearing is the dearth of targeted sales leads. There are, of course, plenty of books written on just this subject. Some will say, buying leads is the way to go. Others will say that success comes only through referrals. Lately we’re hearing about the Internet being a bountiful source of qualified leads.
Targeted Sales Leads Are On The Internet
The Internet is a big place. How do you go about finding sales leads on the Internet; or, rather, how do targeted leads go about finding you and your company? We’ve touched on this before: the Internet, in a sense, is an enormous library and search engines are its card catalogs. As we learn to search and find what we want on the Internet — when we want it — we respond less and less to offline media. How, then, can you be found by these eager buyers on the Internet?
Do You Need Targeted Sales Leads?
Search engine optimization (SEO) is a tactic the goal of which is to get more business and more customers. Filling your sale funnel with sales leads is a marketing strategy accomplished online by three tasks:
1. Be found by search engines
2. Be found on 1st search engine results page
3. Maximize the number of website visitors
What Are The Requirements For Targeted Sales Leads?
Of course, nobody can know your business better than you. In order to attract targeted sales leads, we must understand the products and services you sell. Furthermore, your unique selling proposition allows prospects to see the difference between you and your competition. Who is your very best customer? Why do best customers stay with your company? We must identify your buyer personas before you can use the keywords that your best buyers actually use to search for you.
SEO Benefits Targeted Sales Leads
For many, that is a lot of work, especially all of this thinking about your business from your customer’s point of view. Why go to all this bother? Google recently remarked that every day four billion searches are conducted, one billion of which seek something local to buy. Done right, SEO benefits you in several ways:
- Search engines respect your website and place it on the first search results page for specific keywords.
- People searching for specific keywords will find your website on the first search results page.
- Being found by more searchers, more visitors will visit your website.
- More people visiting your website could translate into new business.
- Organizing your website to better be found makes your website more interesting to visitors.
- Organization of web pages and content to better be found makes your website more interesting to visitors.
SEO Deliverables Result In Targeted Sales Leads
Whether you do your SEO yourself or pay somebody to do it for you, you’re hoping for more customers, aren’t you? SEO sits on the marketing side of business and can deliver the following:
- A defined service area by which to be found in local business results;
- A manageable list of keywords and phrases for which great prospects are actually searching;
- Distribution of keywords by web page, focus and intent;
- Organization of web pages by intent, theme and relevance;
- Every web page detailed by keywords, title, headers, descriptions and service area; and
- Solid foundation and flexible design for ongoing and growing first page search engine exposure.
Some SEO Expectations Are Targeted Sales Leads
Although black hat wizardry may fool search engines quickly, the history of search engine algorithm changes indicates that these tactics are short lived tactics and not strategic. Following sound relationship marketing principles, your online properties will attract great customers and steadily build great new business over time. The time factor must not be underestimated and optimal progress may not be appreciated before three to six months. Some keywords are more competitive than others and will take longer to show first page search engine results. Competitors want first page search engine results, too, and some competition will slow your website progress.
Targeted Sales Leads Are The Goal Of SEO
Being found is not enough; nor is being found by a lot of people. Being found by enough of the right people is the only true success in marketing, regardless of medium. Success is more a function of converting great leads into great customers than it is in simply attracting large numbers of random visitors to your website. Targeted sales leads, then, are the ultimate goal of search engine optimization.
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12 April 2011
How Inbound Marketing Attracts New Sales Leads And You Give Them What They Want
New Sales Leads Are Looking For You
New sales leads, I am told, are the bane of small business today. Or, shall I say, there is a dearth of new sales leads everywhere struggling business looks. To what do we owe this sparsity? I talk with a lot of business owners. Lately, the two biggest problems I hear are too few targeted sales leads and poor return on advertising investments. Do either of these ring true with you?
How Rare Are New Sales Leads?
Was it always this way? Most business owners tell me, “No, in better times customers were plentiful.” Is this only a matter of good times versus bad times? They tell me that not too many years ago, new customers found them in the yellow pages and called for an appointment. New customers read a newspaper ad and came through their door ready to buy. New customers used to answer the telemarketer’s call eager to give up their credit card number. Really?
Did The Internet Destroy New Sales Leads?
Some bemoan the Internet. “The Internet is a scam!” they tell me. “There are so many hooligans out there selling Google salvation.” OK, now we’re getting somewhere. It’s true, Google is not in business to give you customers. Google is in business to make money and lots of money they are making. Their best customers, however, are not you and me, business owners, and not you and me, website owners. Google’s best customers are advertisers who pay Google to place their ads where eager shoppers will find them, click on them and see what they have to offer.
Does Google Eat New Sales Leads?
Why, then, is Google so large, so dominant and everywhere we look nowadays? They are in our smartphones. They are renting out commercial movies and competing with broadcast media. They are developing a driverless car. But, clearly, they started on the Internet and the Internet is the foundation on which they built this behemoth. Why? The Internet is where consumers have migrated. Yes, those consumers not flipping through yellow pages, those consumers not calling the classified ads, those consumers not answering their phones — those consumers are on the Internet. Eager shoppers are scouring the Internet to buy today’s whim. And they’re telling their friends and family what they found.
New Sales Leads Respond To Inbound Marketing
Inbound marketing takes advantage of the Internet and the sea of shoppers there. Anticipate eager shoppers searching for what you offer. Identify the best of these shoppers, identify that most interesting of your offering and place your virtual kiosk directly in their path. Instead of intruding into their lives shrieking “Buy me!” and “Give me money!” demonstrate to them what you have to help them. Offer your visitors some token of your expertise with no strings attached. Show them that, indeed, sometimes lunch is free. New sales leads like that.
Can New Sales Leads Can Find You?
Inbound marketing success is predicated on three things:
1. Be found! Until you are found there is no chance new sales leads will come to you.
2. Be found by enough people. It’s truly unlikely that you will sell all of your prospects today. Some will buy, some will not and others may buy another day.
3. Be found by enough of the right people. At any given instant, some percent of the world is looking to purchase what you have to offer. Regardless the number, these are your prospects — nobody else. How likely are you to persuade a diaper shopper or diner looking for great Chinese food to open their wallets to you?
New Sales Leads Are Looking For You
Are new sales leads the bane of small business today? To what do we owe this sparsity? Many business owners say, “In better times customers were plentiful.” The problem is you are looking in the wrong places. Worse, your best prospects are looking for you and you’re nowhere they are looking. Inbound marketing attracts new sales leads and you can give them what they want.
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14 March 2011
Secrets Of Targeted Sales Leads Reside In Your Buyer Personae’s Eyes
Targeted Sales Leads Are Real People
I talk with a lot of business owners every week. One of the biggest problems I’m hearing over and over is too few targeted sales leads. We’re all facing extreme challenges in these trying times. Bottom line, there’s little going down that wouldn’t pale in light of simply finding more business. So long as we’re seeking more customers, why not aim for targeted sales leads?
Targeted Sales Leads Seek Benefits
First, we need to focus clearly on the best possible target. We’ve all had customers who gave us so much grief, never meeting another might itself be success. Why take on more troublesome customers? Remember, instead, the best customer you have ever had. You know, she came to you with the perfect problem, you proposed the perfect solution and she asked to become your perfect customer. Describe in minute detail the persona of your best customer. Profiling your buyer persona includes gathering many facets of her personality, background, daily activities and current solutions for her problems. Seeking a solution to her problem, knowing the solution, you have what benefits her. What’s in it for her? You.
Buyer Personae Represent Targeted Sales Leads
Start by seeing every interpersonal interaction with a prospect, whether on-line or in-person, as an opportunity to listen and identify patterns. Really knowing how buyers think, what matters to them and where they are when they’re ready to buy, you no longer guess what to say, where and how to communicate with them. Have you ever noticed how much simpler and effective it is to listen before you talk to prospects? They will tell you just how bad their problem is. They will describe in great detail just how valuable the solution to that problem is. Indeed, they will tell you how long they’ll endure the problem and when and under what conditions they will buy the solution. Profiling buyer personae gives you a prime opportunity to truly empathize with target sales leads.
See Through Targeted Sales Leads Eyes
Stop promoting a product and see through buyers’ eyes, see clearly the circumstances driving their decision process. A buyer persona is a person, a short biography of whom describes your best targeted sales leads, not just their job description. Break all of your buyers into distinct groups. Catalog everything you know about each of your best customers. Buyer personae make it easier to create content targeted to important demographics.
Targeted Sales Leads Are Real People
High quality, relevant online content is the best and most effective way to communicate with and persuade targeted sales leads. Remembering that great customers are also real people, with real people problems, ought to simplify your side of the conversation. Simpler, though, only inasmuch as your audience is truly in need of what you offer. An archetype of your ideal buyer is a buyer persona, an example buyer representing a real audience, an audience eager to listen to you the more they need what you offer.
Be Found By Targeted Sales Leads
I talk with several business owners every day and I’m hearing over and over that too few targeted sales leads is a major concern. Bottom line, there’s little going down that wouldn’t pale in light of simply finding more business. If we’re truly seeking more customers, why not aim for targeted sales lead? By describing your buyer personae in great detail, you paint a clear picture of exactly who really needs what you offer. Anticipate eager buyers shopping for exactly what you offer and you can place yourself in front of them everywhere they look. Sufficient targeted sales leads are as simple as knowing who they are and be found where they are looking.
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24 February 2011
How Targeted Sales Leads Made Me Realize Who Are My Best Customers And Why They Do Business With Me
When Would Targeted Sales Leads Want To Be Pain Free?
Targeted sales leads are critical to your business. During hard times wasted time is far more expensive than during easy times. Right now, you need to know who among your prospects will further your goals of prosperity. Your problem is deciding with whom to spend your sales time. How can you simplify this essential process? Here are five questions you must answer to quench your dearth of targeted sales leads:
Targeted Sales Leads Are Your Buyer Personae
1. Who are your buyer personae? The biggest problem with business owners is that too often they focus on the wrong thing. Close your eyes and imagine the very best customer you have. You know, she came to you out of the blue, she’s loved everything you’ve done for you and she’s referred other customers to you, too. Think about this carefully. If you had ten more customers just like Lisa, what difference will that make in your bottom line? Why, then, are you laboring so long and hard on Tim whom you begged to buy, he’s always demanding order changes and he hasn’t had a good comment about you to anybody ever?
Targeted Sales Leads Are In Pain
1. Where is the biggest pain of your best buyers? I don’t know about you, but as I learn to search and find what I want on the Internet — when i want it — I respond less and less to offline media. When I have a problem I search for a solution. When I’m in pain I seek relief. At that moment I’m searching, I’m no more interested in features than advantages. Show me something that benefits me, that solves my problem, and I’m interested in you. When I’m an eager buyer and you’re my pain relief, I’m prepared to buy from you.
Targeted Sales Leads Value Pain Relief
1. What are the consequences of no pain relief? It’s true. You and your prospect may not be in the right place at the right time. Your company is not a great fit for every prospect. Not everybody is suitable to your business model. In fact, nobody cares about your business — except you. You, however, have the solution to their problem. If they do not buy from you now, the pain remains. Address that pain. Sometimes the problem is inconvenient, but not painful enough … yet.
Do Targeted Sales Leads Need You?
1. Why do they need what you have? Once you identify five or seven compelling reasons for your prospect to alleviate their pain, the rest are mostly terms. Do they see you as pain relief? How are your conversations going? Are they comfortable confiding in you? Become a trusted authority and confidant and targeted sales leads will come to need you. Every relationship begins with a single conversation. The secret to business success is to parlay each new conversation into a succession of conversations, eventually converting your best prospects into great customers.
When Would Targeted Sales Leads Want To Be Pain Free?
1. When would they like pain relief? Hence, the crux of the matter. You can lead a horse to water, but you can’t make her drink. Everybody follows their own clock and their timing many not be yours. Nurture them, give them free advice and information, keep their interest and they will follow you until they buy. Once they see you as the solution, all that is left to decide is time. When the consequences to delaying pain relief are small, they will wait. Again, your matter is holding their attention and building great customers.
Value Your Targeted Sales Leads
There’s little doubt that targeted sales leads are critical to your business. During hard times you cannot afford to waste your time chasing poor prospects. Dead end leads have no value to you nor your business. Your problem is deciding with whom to spend your sales time. Targeted sales leads simplify this essential process.
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11 February 2011
Ten Ways Local Small Business Marketing Will Drive Eager Buyers To Your Door Day In And Day Out
The Price Is Right For Local Small Business Marketing
As if succeeding at small business weren’t hard enough simply making ends meet, local small business marketing can be quite perplexing, too. When you’re small, so is your budget. Eager buyers are shopping for solutions to their perplexing problems. So, where are they if they’re not here in your office? Here are ten local small business marketing tips to attract their attention.
Buyer Personae Love Local Small Business Marketing
1. Know your buyer personae. Who is your very best customer? Who is she? What does she do for a living? Where does she live, hang out and shop for groceries? How will she know the best solution to her problem? When you know your best customers exceptionally well, exceptional customers will come to you.
2. When you know your best customers, it’s little wonder that pleasing them, too, is so much easier. One size never fits all. When you’re shipping to customers perfectly suited to your products and services, meeting and exceeding expectations is the norm. Match your offering to those who need it most and you’re guaranteed to-die-for word of mouth accolades for your local small business marketing.
3. Regardless your small, medium or large company, networking is at the center of gathering targeted sales leads. Your local chamber of commerce is the logical first step out in your community. Who knows better what your business needs to succeed than other successful business leaders in your neighborhood? Sharing local referrals with them logically leads to reciprocal business.
4. In the online world, LinkedIn.com is the world’s largest professional network. It has numerous groups and categories with local focus eagerly seeking local solutions. Best of all, every Fortune 500 company’s executive management is represented on LinkedIn. Prospecting is as simple as participating in groups where local prospects hang out online.
5. Apparently, Social Media is here to stay. Facebook, for example, is the third largest country in the world and its membership has twice the population of America. Keep your business page up-to-date with events, new offerings and encourage your customers to contribute opinions and share referrals online.
6. Twitter is a mystery to many small business owners. How much can be said in 140 characters? The key is listening, listening and more listening. However, when you hear somebody comment on you and your brand you need to respond. Give thanks for kind comments. Appreciate the customer service opportunity to solve problems quickly when you hear about them.
7. In business, learning from your mistakes and duplicating success are vital. At the end of the day, the purpose of your business is to profit by satisfying human wants and needs. As you get better at building strong relationships with those whose problems are best solved by what you offer, you will succeed at attracting more of those best customer.
8. Continuous improvement means getting better and better at solving customer problems. Continuous improvement is also getting better and better customers, many of whom will refer you to others in need. The best possible local small business marketing results in great customers standing up in public and testifying to the greatness of your relationship.
9. Don’t sell yourself short. Price is rarely the real reason a prospect goes elsewhere. When you provide enormous value to eager buyers shopping for your solution, price is no object. It’s not the pain as much as it is the consequences of not relieving that pain that matters.
10. So, what is your benefit to your customers’ painful problem? How do they value that benefit? How much will it cost them to forego your solution? When you’re in front of your ideal buyers, yours is the perfect solution. Solve their problem and you’re a savior.
Local small business marketing is all about exchanging the right solution at the right price. Driving eager buyers to your door day in and day out is easy once you stop trying to sell to everybody. Anticipate eager buyers shopping for what you offer and local small business marketing puts you everywhere they look.
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Answer Your Local Small Business Marketing Question: 612-235-6060
9 February 2011
Give Me New Sales Leads That Immediately Convert Into Loyal Customers & I’ll Burst Through Doldrums
Call New Sales Leads To Action
Are you a business owner in desperate need of fresh new sales leads? Leads are the lifeline of just about any business. No matter what market you’re in every business owner knows that there will be dry spells from time to time. But we’re living in very tough times. Business is tough because unemployment is depressing, many are losing their homes in droves and people just generally aren’t lining up to part with their money.
New Sales Leads Are On The Internet
Although, there may be many answers to this problem, for the purpose of this article we’ll discuss using the Internet to generate new sales leads. Do you think that the Internet is just a fad? What can this crazy caprice, this virtual amusement park for kids and geeks have to offer your local small business? How can this haven for spammers, hackers and Amazon.com stimulate your business’ economy? Simply said, the Internet is where eager buyers are shopping for what you offer. Right this minute they are shopping online and they are going to buy from somebody. How much of that business do you want?
Can New Sales Leads Find You?
So, what’s the secret to producing new sales leads on the Internet? First, your business must be found. You must be found by eager buyers. You must be found where eager buyers are looking. Anticipate eager buyers shopping for what you offer and everywhere they look you can be there. Furthermore, the more people are shopping there, the more targeted sales leads will enter your sales funnel. If you want a lot of leads, make sure you’re offering something in great demand. This combination of great demand and being found everywhere those demanding are looking is critical to success.
Respect New Sales Leads
Second, treat your visitors like the honored guests they are. Once found, be worthy of their visits. Consider what’s interesting about you and your company. Why do existing customers like to do business with you? How are you unique? Tell your story online and leverage your interesting and unique business character. Never talk about services and products again — instead, focus on eager buyers and how you can solve problems for them.
How can you push the envelope of what is tried and true in your market? Remember, your guests are visiting because they want a solution to their problem. How can you benefit them? Tell them about benefits and they will stay; otherwise they will go elsewhere. Give them valuable and relevant information and you grow in credibility. If it’s easy it’s already been done and it’s no longer valuable.
Call New Sales Leads To Action
Third, at the height of your guests interest, ask them to take action. Think about how information spreads online. What valuable content can you offer totally free? Think in terms of spreading ideas — not generating leads. Make your content easy to find and consume.
In exchange for a little information about your guest, you offer them an opportunity to receive more valuable information. Take them to your squeeze page where they give you permission to continue this relationship. An eBook, consultation and samples can nurture their interest until they’re ready to purchase. Every company has something fascinating, unique or funny that can be turned into a video that people will want to share. You do, too. As long as you hold their interest they’re not going to buy elsewhere.
New Sales Leads Cure Doldrums
Don’t be in desperate need of fresh new sales leads. Leads are the lifeline of your business, too. Great new customers always cure the doldrums. Still think that the Internet is just a fad? This crazy caprice, this virtual amusement park for kids and geeks also offers salvation to your local small business. Simply said, the Internet is where new sales leads congregate when they are ready to buy.
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2 February 2011
How I Targeted Sales Leads And Burned Down The House With Sale After Sale To Eager Buyers
Targeted Sales Leads Burn Down The House
Wanna hear a story of how one entrepreneur easily attracts targeted sales leads and creates a sales inferno? There’s no rocket science in duplicating this story and its success. If qualified leads are a means to your serious business growth in 2011, this is an outline of examples.
Share Your Story With Targeted Sales Leads
Reread the first line of this article. I bet you’re pretty good with your story. Put a good business owner eyeball-to-eyeball with a qualified prospect and odds are good they will hammer out a deal. Great stories have long been among the most effective sales tools. Why? Stories are an effective way to establish rapport and to build a relationship with your prospect. Take great care in crafting your story about you, your business and products and service. Your story adds personality, depth and substance to your brand. Good, bad or otherwise, you are building your brand in the prospect’s mind and what she remembers when you part is her brand recognition.
Your website, social media and other interactive online gathering places are opportunities waiting for your story. A big difference between the Internet and offline media is the window of opportunity. Tell your story in a journal article, tell your story over the phone, tell your story at a seminar — how long is your story available to be heard? Next month’s journal has new stories. Only those on the other end of the phone line can hear you. When you and everybody leave the seminar, your story leaves, too. Tell your story in a blog post, tell your story on Youtube, tell your story on Facebook — now, anybody any time can stumble across your story … today, next month or ten years hence.
Give Targeted Sales Leads Reason To Return
Even better, divide your story into chapters and publish them over time. Cliff hangers work on television and they’re great for breaking your story into bite-sized pieces. This will keep those most interested coming back time and again for more and more and more of your compelling story. Consider also repurposing your story properties into different online media such as video, podcasts, audio, articles, blog posts, etc. Some of your best prospects prefer video, some prefer audio, some prefer text … some may digest it all. Furthermore, syndicate each of these various story properties across multiple sites. Remember Hansel and Gretel? The more bread crumbs you scatter across the Internet, the more likely that a great new customer will find one and follow it back to you.
One common mistake I made was limiting where my business can be found. By publishing content only on my website I was dependent on the search engines to find enough of it before they ranked me high enough for me to be found. It’s easy to promote your story to a larger audience by writing guest posts on other blogs, participating in forums and webinars, being interviewed online and contributing to social media Q&A. Your story reaches an audience you wouldn’t normally reach through your website alone. In the case of online interviews, you have the opportunity to answer questions and focus on your solutions to real problems in the real world.
Targeted Sales Leads Are Searching For Solutions
Highly targeted sales leads are interested in you because they have a problem and they come to know that you have a solution to their problem. They are interested in you and your company to solve their problem. What can you do for them?
Let your story tell them how you have solved similar problems for real people. Tell them how your customers have benefited from your product and service. These case studies build credibility and kindle the first sparks of trust in prospects. Outline the struggles you went through, the experiments and the successes you’ve had with great customers. Give away How-To articles that help people with the basics. Mention similar situations that might also benefit from what you do best. Refer to testimonials and endorsements made by your best customers regarding this success.
Targeted Sales Leads Are Hot For Your Story
How easy is it to attract targeted leads online and create a sales inferno? There’s no rocket science in telling your story to eager buyers. Put you eyeball-to-eyeball with a qualified prospect and odds are you will close the deal. All you need to burn down the house is to gather targeted sales leads around your bonfire and tell a great story.
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21 January 2011
How To Succeed At Online Marketing For Small Business With Any Realistic Budget
Don't Ignore Online Marketing For Small Business
Are you a small business owner? Do you want to see a lot more customers coming to you in 2011? Certainly, every business owner I’ve met answers these in the affirmative! What’s your plan to grow your business with great new customers?
Clearly, every new customer is a function of new leads in your sales funnel — we know this as conversion. And, every new sales lead is a subset of the number of eager buyers shopping for what you offer who are exposed to your business — we know this as marketing. Admit it, the numbers of people exposed to your business depends on marketing strategy, tactics, advertising, etc. Times change and so has effectiveness of traditional marketing tactics and offline advertising. Whereas, telemarketing, yellow pages, newspaper ads and other previously effective tactics are seriously lame today, online marketing for small business produces more targeted sales leads everyday.
Don’t Ignore Online Marketing For Small Business
Most small business owners ignore online marketing, because they don’t understand how the Internet has dramatically changed consumers. Furthermore, many unwary businesses have been duped into costly schemes to fool Google and other search engines. Have you been duped into believing that #1 on Google first page or a million website visitors in a month are ends in themselves? How do they add to your bottom line? Here’s a clue: work both of them into a business plan, pass it on to your banker and ask for a business loan. Point is, show your banker a plan to get more targeted sales leads calling you on the phone and then they’ll talk money. Google itself and random website visitors do absolutely nothing to grow your business.
Fortunately for you, this Internet thingy has totally changed the way we consume! No longer flipping through yellow pages or browsing the Sunday Trib classifieds, eager buyers shopping for what you offer are on the Internet right this second searching for you. Every time they search they receive a search results page. If you’re not on that page, they will buy from somebody else. Online marketing for small business has one goal: everywhere they search they find you there.
Affordable Online Marketing For Small Business
Fact is, effectively marketing your business is now possible with any realistic budget:
- Email marketing has long been the favorite of Internet marketers, perhaps because it’s the online equivalent to direct marketing. Done right, instead of intruding in the Inbox, you ask and they grant you permission to nurture them and keep them informed with current and relevant information. Keeping permission marketing foremost in your mind, think of events, specials and successes that you’d appreciate knowing about your favorite vendors. Your customers and prospects will appreciate the same about you.
- Online articles are another great way to increase awareness of you, your business and, especially, those special things you do that benefit your customers. Do you remember fondly thumbing through a magazine, reading interesting articles and clipping some articles so you can refer back to them later? The Internet is several magnitudes greater than any paper magazine. This very minute somebody is reading an article about your product and service and today she’ll bookmark it and maybe tell her friends about it. Have you ever tried to find a article in a magazine you threw out a long time ago? That won’t happen online, because it’s always available to be found, 24/7, 365 days a year.
- Social media is all about family, friends and vacation pictures — right? No. It, too, can be tremendously effective in putting your business in front of eager buyers. Facebook membership alone is the third largest country in the world: China, India, Facebook, USA … In 2010 it’s been reported that the largest growing Facebook demographic is middle aged women. Again, keep in mind how online marketing for small business is primarily about developing relationships with your marketplace. What better way to start a conversation with a new prospect than at a huge party? Facebook, for example, is a neverending party of friends, family and coworkers, and they’re all talking about what’s on their minds. Strike a positive chord with just one, and they’ll tell somebody about you, and on and on.
Follow Online Marketing For Small Business To Success
Online marketing is about branding. The more people recognize your personal name, your business name and your place in the community, the more likely that one of them converts into a customer. Notice how we haven’t mentioned traditional advertising agencies and TV commercial production crews — the prohibitive prices of traditional marketing simply are not necessary online. It’s more about leaving thousands and thousands of bread crumbs from your business throughout the Internet. Whenever some eager buyer happens on one crumb while shopping for what you offer, Hansel and Gretel will follow the trail to your door. Like all marketing, the only goal of online marketing for small business is to create customers.
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9 January 2011
Who Else Wants Targeted Sales Leads? Targeted Sales Leads Can Only Result In Better Customers
Targeted Sales Leads Result In Better Customers
Are Targeted Sales Leads A Secret?
I ignored telling my buddies about this, thinking that they’re already aware, until one day one of my buddies approached me and asked, “How can I increase my sales?” I was stunned. You should have seen my eyes when I heard her question because I always thought every business owner knows that the best way to increase sales is to get in front of eager buyers. I’d so much rather be in front of an eager buyer shopping for what I offer than tire kickers or garage salers. Targeted sales leads are the best gauge of eager buyers I know.
Of course, whenever I generate targeted prospects, I invariably get better customers and better deals at close. You know what I mean … people ready to buy anything you’re selling. During economic crisis, businesses begin the crunch and spiral, too, into financial crisis — even the doctors and lawyers. While most of the successful entrepreneurs that I know are walking away with fat envelopes day after day, they’re all reporting increased sales. How can this be?
Whether you’re a doctor, carpenter, mover, salon manager or whatever business you own online or off, this is not a secret — sales leads are your life blood. The secret is not that you need targeted sales leads; rather, how are you going to target the sales leads you seek? The only secret is finding out the simplest and fastest way to target leads for your business. Even better, find an affordable way to keep your best prospects lining up at your door waiting to be sold!
Targeted Sales Leads Make A Beeline
Imagine inbound marketing is you putting out the honey trap, a special honey appealing only to eager buyers shopping for what you offer, and everywhere they look they see your honey. Is it any wonder that they make a beeline to you? Can you imagine any better customer than those that call you up and ask, “I’ve tasted your honey. Tell me more. What can you do for me?”
I guess I’m one of those successful entrepreneurs. Expert coach and successful businessman for over 10 years now, I figured out 7 years ago how to continuously generate solid buying leads for any kind of business. Right now, I’m working with several local business owners to increase their sales and improve their business by creating a neverending stream of targeted sales leads. And, on top of that, thanks to the Internet and inbound marketing, all of this fits within business budgets that most are already spending:
- What’s your return on yellow pages investments?
- How many new customers did you get from your last newspaper ad?
- What percentage of your website visitors actually paid you money?
Better ROI Than Targeted Sales Leads?
I help business owners who are disturbed about poor return on advertising investments. May I ask you a question? I talk with a lot of business owners. Lately, the two biggest problems I’ve been hearing are too few targeted leads and how to achieve serious business growth in 2011. Do either of these ring true with you?
Why waste sales time on those who are not likely to buy from you? Yea, sure, you’re persuasive and sometimes you close an unwitting prospect. Be truthful, how good a customer has she been? Optimize your conversion rate with cheap targeted sales leads and appreciate how good customers benefit your business.
3 January 2011
Are You Afraid Of Closing Targeted Sales Leads? Why Don’t You Have More Targeted Sales Leads?
Do You Want More Targeted Sales Leads?
Targeted Sales Leads Are Eager Buyers
Today the Internet is an excellent resource that you should use to facilitate operating any small and medium size business. As you know consumers have numerous choices when they are shopping online. Need proof? Go to Google.com, type “plumber” in the box and click Search. Right now, at the top of the results on my computer, Google tells me that there are 11,200,000 pages on the Internet about the word plumber.
How do you expect eager buyers shopping for what you offer to find you, to contact you and to buy from you? Out of all those web pages, only one can be ranked number one. Only a small number of links can exist on that first search results page, including organic, paid and local business results.
Effective online marketing results identify targeted sales leads and direct them to your website. Why do you care about the mother looking for Pampers if you’re selling cars? When you don’t know how this works it can end up costing a lot of money and time. How much can you afford?
Continue reading for some tips about how to improve your return on advertising investment. When your sales funnel is full of targeted sales leads you’ll be working full time closing deals with buyers eager to do business with you.
Targeted Sales Leads Cannot Be Bought
Never buy sales leads. There is no way to guarantee that a sales leads list is fresh nor how interested they are in your products. Having bought something similar in the past is no gauge of current interest.
The Internet has certainly changed the way we consume. One thing is certain: when we are eager and preparing to buy, the Internet provides us with a plethora of research information about what we seek to buy. Would you rather try to coax people to buy from you, or stand in front of those seeking to buy what you sell?
Establish a schedule and know your place in the sales cycle. Especially if you’re a sole proprietor, time is of the essence. Wearing too many hats (e.g., marketer, salesman, manufacturer and accountant) is the surest way to get nothing profitable done.
Therefore, set sales objectives and schedule time and resources to achieve them. Where are you most effective in your sales cycle? If you plan to search online daily to find potential sales leads, does it make sense that the chief executive does this? Perhaps, you ought to hire a part time worker to get this done.
Search For Targeted Sales Leads
Search for targeted sales leads in your niche market. Everybody is an authority in something. Isn’t that why you’re in the business you’re in? Your business sells a specific product or specific service. Identify the one or two key buyer personae for each product and service.
Who are they? Why do they want your product? Why do they need your service? What is their specific problem? What do you offer that will benefit them?
Once identified, anticipate where they are and how they will seek you out when they’re eager to buy. Be found there where they’re looking. Ask them to call you, come in your front door or request further information online. Just imagine how easy it will be for them to ask for your help. How easy will that be to earn your profit?
Convert Targeted Sales Leads To Great Customers
Think about purchasing a software application to keep track of your sales cycle. Think about Customer Relationship Management (CRM) software as a dutiful assistant whose sole job is to prompt you every step of the way to converting targeted sales leads into satisfied customers. Once your online marketing is filling your sales funnel, you cannot afford to let any slippery leads get away.
Yes, you have to research online to find your target market. CRM software can simplify and reduce this work. The key to getting a great start is know who are already your very best customers. Which of your customers, if you had ten more just like them, would seat you in the lap of luxury for the foreseeable future? Why don’t you have ten more just like that one? What are you afraid of?
Don’t Fear Targeted Sales Leads
Don’t be afraid to talk to you best customers. Ask them, Why did you buy from us? Why do you come back to us and buy more? Answers to these questions will put flesh on the bones of your buyer personae skeletons you sketched earlier. Once you understand who benefits most buying from you, anticipate where they are and where they will shop when they’re eager to buy.
Be there. Be found. Prosper!
16 December 2010