Learn how to generate more leads for your business through SEO and how to convert more of those leads into sales using a simple sales management tool.

1. Generate More SEO Leads
and Win More Deals
June 28, 2011
Gary Gebenlian Dan Olson
Future Simple DIYSEO
gary@futuresimple.com dan@diyseo.com
Tuesday, June 28, 2011

2. AGENDA
•What is a great lead?
•Where do they come from?
•Generate more SEO leads for your business
•Best practices in lead capturing
•Win the sale using a simple sales process
•How to get started today
•Questions
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3. WHAT IS A GREAT LEAD ANYWAY?
One you have a high chance of winning
by the end of your sales process...
Company
Strengths
Lead’s Customer
attributes
Competitors 3
Tuesday, June 28, 2011

4. WHERE DO THEY COME FROM FROM?
Blogging Social Media
Direct Mail Radio
Press Releases Flyers
Trade Shows
Email
SEO
PPC Ads
Affiliates
Cold Calls
Display Ads Referrals
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5. SEO
SEO Gets
you here!
Notes/Source: 5
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6. SMALL BUSINESS SEO “SIX-PACK”
•Plan
-Keyword Selection
•Act
-On-site
-Links
-Social
-Local
•Measure
-Review & Adjust accordingly
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7. START WITH QUESTIONS
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8. CHOOSING TARGET KEYWORDS
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9. KEYWORD TIPS
•Focus on 1 Primary and 4 Secondary terms
•Review competition & search volume
•Give it time!
•Additional Keyword Resource - Google AdWords
-https://adwords.google.com/select/KeywordToolExternal?forceLegacy=true
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10. ACT
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11. ONSITE OPTIMIZATION
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12. ONSITE OPTIMIZATION
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13. ONSITE TIPS
How the crawler works - http://blog.diyseo.com/2010/01/infographic-
how-search-robots-work/
Include Primary keyword in Title of Home Page
Include Primary and Secondary words in Body of
Home Page
Building a new site? – Make sure you have control
of content
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14. ONSITE WEB PLATFORMS
Wordpress
SiteBuilder
1,000s of others
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15. LINK BUILDING
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16. LEVERAGE YOUR COMPETITORS
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17. LINK BUILDING TIPS
• Create great content
• Free options - vendors, partners, suppliers
• Use your competitors
• Go with trusted options - no shortcuts
• Paid Options - directories
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18. SOCIAL
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19. SOCIAL TIPS
Create presence on Facebook, Twitter, and
LinkedIn
Be active within social communities
(LinkedIn, Digg, Stumbleupon, etc.)
Remember link building?
- Create great content
- Tweet about it and...
- Links will eventually follow
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20. GO LOCAL
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21. CLAIM YOUR LISTING
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22. DIYSEO LOCAL
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23. LOCAL TIPS
• Claim your listing on the big 3
• Add lots of content to big 3 profiles
• Submit to Localeze, UBL.org
• Links from Chamber of Commerce, local
blogs and other relevant sources
• Consider Reviews – YellowPages.com
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24. MEASURE
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25. MEASURING TIPS
• Make sure to do the basics – Rank & Backlinks
• ROI? Get site analytics – Google, GetClicky
• Read, react and repeat
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26. Your leads are now
rolling in...
Now What?
Notes/Source: 26
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27. CAPTURE
Analyze
MANAGE and Learn
WIN!
Notes/Source: 27
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28. LEAD CAPTURE
Inspire your prospect to share contact information
You Give You Get
White papers, case
studies, live
webinars, recorded
webinars, free
trials...
but...don’t ask for registration for content like
customer testimonials, product overviews, etc. 28
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29. KEEP REGISTRATION SIMPLE
DO keep it simple
DO collect basic descriptive data that can give
you insights (e.g., company size, B2B vs. B2C)
DON’T ask for data you’re
not going to use (e.g., don’t
ask for street address if
you’re not mailing anything)
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30. SIMPLE SALES PROCESS
Consumer has buying model: awareness,
consideration, purchase
Similarly, your organization has a sales funnel
Leads Leads Leads
Leads
Leads Leads
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31. BENEFITS OF SETTING UP A SALES FUNNEL
Get organized!
Quicker and more effective follow-up
Take control of your sales process
Capture data that can give your powerful
insights
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32. THE VALUE OF QUICK AND EFFECTIVE FOLLOW-UP
Sales made on Sales made on
1st contact 5th-12th contact
FACT: 2% 80%
Follow-up and consistency builds trust, rapport,
and wins more sales
Source: National Sales Association 32
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33. THE SALES FUNNEL
Most Common Stages: Incoming, Unqualified,
Won, Lost
Won
Unqualified Incoming Qualified Quote Closure
Lost
Add 3-5 additional stages based on your own
sales flow
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34. INCOMING STAGE - WHERE IT ALL STARTS
Won
Unqualified Incoming Qualified Quote Closure
Lost
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Widest stage of
your funnel
Start by placing
all your
incoming leads
here
Tuesday, June 28, 2011

35. INCOMING STAGE - BEST PRACTICE
Automatically capture leads from your website
into sales CRM tool for easier management
Incoming leads
Send automatically to incoming stage
from your website
Automation = Freedom!
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36. LEAD QUALIFICATION
Won
Unqualified Incoming Qualified Quote Closure
Lost
Qualify the leads in your
incoming bucket Qualification Checklist
If a lead qualifies, move it •Fit (time, budget)?
to the Qualified stage •Quality and Price?
•Customer reputation?
If a lead doesn’t qualify,
move it to Unqualified
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37. QUOTE AND CLOSURE
Won
Unqualified Incoming Qualified Quote Closure
Lost
Requirements Quote has been
are gathered - sent
time to prepare a
price quote Negotiation
taking place
Move the lead to
‘Quote’
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38. WON AND LOST
Won
Unqualified Incoming Qualified Quote Closure
Lost
Won Congrats!
Capture the reason!
Lost
Too expensive?
Chosen a competitor?
Poor follow-up?
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39. ANALYZE AND IMPROVE
“Experts often possess more data than judgment”
What are the
reasons I lose deals?
What’s the breakdown
of my lead sources?
What are my sales by
client? By sales person?
What’s my deal
breakdown by stage?
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40. USE A SIMPLE SALES CRM TOOL
Manage your sales funnel Use reports to improve the sales process
Manage and sync business contacts Stay on top of your sales with tasks and feeds
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41. PUTTING IT ALL TOGETHER
Get started today!
GENERATE SEO LEADS CLOSE MORE DEALS
Automated SEO for your Simple online sales
small business tracking and CRM for
small businesses.
Intelligent and innovative
user experience.
Free SEO Report Card Bonus offer for today’s
Free 7 day trial attendees: Try free for 60 days! 41
www.DIYSEO.com www.pipejump.com
Tuesday, June 28, 2011

42. THANKS!
QUESTIONS?
Gary Gebenlian Dan Olson
Future Simple DIYSEO
gary@futuresimple.com dan@diyseo.com
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Tuesday, June 28, 2011