Small Business Marketing & B2B Sales Leads
We Help Small Business Get Face to Face Sales Meetings
Small Business Web Design Generates B2B Sales Leads
Today most small businesses
have a website. Unfortunately, most websites are little more than a brochure of
the company's products or services displayed on the Web. A Web presence is
essential today as part of any successful marketing effort, however just having a
presence is not enough to generate sales.
Most small businesses find this out the hard way after spending thousands of
dollars for a "great looking" website. But, if your "great looking" website isn't
generating sales leads that you can convert into sales, then why are you paying
for hosting and website redesign fees?
The entire purpose of your website should be to generate sales leads either by
sales prospects calling you or by their completing a contact form at your
website. If this isn't happening then you may want to rethink your website
marketing strategy.
Our website marketing strategy begins and ends with one simple goal, to generate
sales leads. To accomplish this goal we employ a unique approach to small
business B2B Web design we call "Customer Centric Web Design".
Customer Centric Web Design
While Web design is an integral part of good Web marketing it is not the essential part. After all, beauty is in the eye of the beholder and most people do not decide to buy your product or service based on how attractive you think your Web site maybe. Good Web design is really more about easy navigation, uncluttered design, easy to read, quality content and graphics that are pleasing not overwhelming. Unless you are an entertainment site like Disney don't waste your money on flash and other distracting graphics that may look interesting, but do little to achieve sales lead generation. In fact, there is much evidence that this may only drive potential customers away for your website.
Know Your Audience
Effective B2B Web
sites, (those that generate sales leads), do not focus on the look of a website
but the marketing message you are trying to convey to a specific type of
audience, a B2B audience. This audience is different than consumers and they are
looking to get information and find solutions to everyday business problems.
Business people are serious and don't have a lot of time to waste, nor are they
looking to be entertained. A good business Web site is focused on meeting the
needs of its target audience. Achieving
marketing message alignment on the Web is even more critical than offline
because in one click your potential client is gone.
It's the Message Stupid
Content really is king in effective web communication to obtain your sales lead generation goal. To get sales leads you must communicate the solution you offer to solve the problem of your target audience. You must communicate your solution from your prospects point of view not yours. Creating content that is customer centric is vital to moving Web visitors from browsing to action. Also, you must make it easy for your Web site visitors to find out the answers to the following three questions very quickly.
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What does your company do?
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Is what your company does appropriate for my business?
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Does your company have a solution to the problem my company is looking to solve?
The ability to provide these answers to your website visitors in less than two clicks is critical to achieving web marketing success. Beyond these basics, other elements are necessary to achieve sales lead success. Things like...
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easy to read text with minimal formatting
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basic search engine optimization (SEO) techniques
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useful quality information that speaks to the problems of your target audience
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developing initial rapport and confidence that leads your prospect to want & need more information from you
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