Selling has changed and your web site has an expanded job description - a lead generator that connects with, convinces and converts visitors into prospects who are then nurtured into qualified leads through marketing automation tools. Take 5 minutes to see how website-, content- and conversion optimization come together with social media to create opportunities for both you and your future customers.

2. 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. . .

3. Potential Customers today
have access to
LOTS & LOTS OF
Information

4. There are now
1,000,000,000+
(that’s over ONE BILLION)
Web Sites
For example:

5. There are more than
6,000,000,000
(that’s SIX BILLION)
Searches on the Internet
every single day
And:

6. 80% of Internet Users
research on-line
before they buy
And:

7. Your prospects are out there,
researching products and services
without the help of a sales rep.

8. You
cold call
You
qualify
You
demo
How selling used to work:
They
buy

9. How it works today:
They
CHOOSE
the best option
They
SEARCH
for a solution
They
IDENTIFY
a problem
They
buy

10. THEIR BUYING PROCESS
has replaced
YOUR SELLING PROCESS.

11. And the best way to engage
in their BUYING PROCESS…

12. Is with your website!

13. As a B2B Business
You may have a more complex product or service
The selling cycle takes longer
So . . .

14. What’s
your website’s
JOB?

15. 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
ConvertConvinceConnect

16. ConvertConvinceConnect
Step 1

17. ConvertConvinceConnect
Help potential customers
connect with you
as they search

18. There are
3 MAIN SOURCES
of traffic to your website:
ConvertConvinceConnect

19. ConvertConvinceConnect

20. This is a lot of work!
However…
There is one
common element
across all these properties that YOU control…
ConvertConvinceConnect

22. Keywords create the CONNECTION
Customer
Search
Terms
Your
Value
Proposition
words
common
to both

23. 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…..

24. 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

25. 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:

26. Convert
Step 2
ConvinceConnect

27. Visuals – Content - Navigation
To guide the visitor to what they want
Use Key Site Design Elements
Keep things SIMPLE and CLEAR
ConvertConvinceConnect

28. Are you speaking their language?
Do you have what they want?
Answer two questions
with your content:
ConvertConvinceConnect

29. Confirm to them that
they have come to the right place.
Give them a Call to Action
ConvertConvinceConnect

30. One example of
A Call to Action
Tell your visitor what to do next

31. II want to
buy now
I want to
research
2 Types of Website Visitors

32. 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

33. Call to Action Examples
Ready to Buy Wants Information

34. Call to Action Examples
Ready to Buy Wants Information
A Call to Action guides
your visitor to the
ALL IMPORTANT
3rd STEP:

35. ConvertConvinceConnect
Step 3

36. Make An Offer

37.  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

38. AT A MINIMUM
Obtain an Email Address
And at this point your website has
done its job as a Lead Generator

39. ConvertConvinceConnect
In Summary
Your Web is a Lead Generator with this
3 STEP process:

40. Calls to Action
Keywords
ConvertConvinceConnect
These 3 STEPS are optimized with

41. 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

42. To learn more how we can help your business with
Lead Generation & Marketing Automation:
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