Generating Leads from Research-Oriented B2B Buyers


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Generating Leads from Research-Oriented B2B Buyers

  1. 1. Generating Leads from Research-Oriented B2B Buyers Hall Web Services
  2. 2. Who We Are Jenika Scott Channel Marketing Manager [email_address] <ul><li>Hall Web Services </li></ul><ul><li> </li></ul><ul><li>10+ Years in Business </li></ul>@Hall_Web @jenika29
  3. 3. Got Questions? <ul><li>Use GoToWebinar “Chat” or “Ask a Question” </li></ul><ul><li>Twitter with @hall_web </li></ul>
  4. 4. About You <ul><li>B2B Business and you have a website </li></ul><ul><li>Already generating some leads, want to learn how to generate more </li></ul><ul><li>Thought about generate leads with your site but not sure how </li></ul>What you will learn: <ul><li>Knowing your users helps turn traffic into sales leads </li></ul><ul><li>Understand buying fears and breaking down barriers </li></ul><ul><li>How and when to ask for customer information </li></ul>
  5. 5. Conversion - Getting someone that comes to your site to take your desired/specific action User Conversion starts with… USER Contact Us Download now Click here Free Trial View a demo Call us More information
  6. 6. Answer These Questions: <ul><li>Why am I here? </li></ul><ul><li>Do I want to do business with this company? </li></ul><ul><li>What’s the next step? </li></ul>
  7. 7. Know Your Customers <ul><li>They have a problem they want fixed </li></ul><ul><li>They have a question they want answered </li></ul><ul><li>Not a lot of time </li></ul><ul><li>They want to trust </li></ul><ul><li>They desire a positive experience </li></ul>
  8. 8. Why Am I Here? <ul><li>Determined within seconds </li></ul><ul><li>Can I find what I’m looking for? </li></ul><ul><li>Are they trustworthy? </li></ul><ul><li>What is the return policy? </li></ul><ul><li>Do they have good customer support? Necessary expertise? Experience with industries like mine? </li></ul>?
  9. 9. <ul><li>How to choose services, what to look for, value </li></ul><ul><li>Facts, hard information </li></ul><ul><li>Why choose you? </li></ul>What Do People Want?
  10. 10. What Do I Have to Offer? <ul><li>Resources supplied by parent company </li></ul><ul><li>Adaptable print collateral </li></ul><ul><li>Unique skills, interests </li></ul>
  11. 11. Putting It Out There <ul><li>Where to put information on your website </li></ul><ul><li>Make it stand out </li></ul><ul><li>Valuable </li></ul>
  12. 12. What’s Next? <ul><li>Don’t be shy – ask for contact information </li></ul><ul><li>Use common sense when deciding what to ask for </li></ul><ul><li>Be clear about what they will be getting </li></ul><ul><li>Be trustworthy </li></ul><ul><li>Don’t disappoint </li></ul>Please complete the form below to download your FREE whitepaper.
  13. 13. Understand Buying “Fears” <ul><li>Wasting time </li></ul><ul><li>Wasting money </li></ul><ul><li>No value </li></ul><ul><li>Don’t want to be fooled </li></ul>
  14. 14. Get On The Same Level <ul><li>Success Stories </li></ul><ul><li>Testimonials </li></ul><ul><li>About Us Page </li></ul><ul><li>Participate in social media </li></ul>
  15. 15. Measure What’s Working <ul><li>Track conversions with goals </li></ul><ul><li>Track funnels </li></ul>Step 1: Click Button Step 2: View landing page Step 3: Fill out the form Step 4: Receive the offer GOAL
  16. 16. Learn from Analytics <ul><li>Traffic sources </li></ul><ul><li>Popular content </li></ul><ul><li>How long do they stay? </li></ul><ul><li>Why do they leave? </li></ul>
  17. 17. What Can You Do Today? <ul><li>Make a good first impression </li></ul><ul><li>Show them why they’ve come to your site </li></ul><ul><ul><li>Answer questions </li></ul></ul><ul><ul><li>Solve problems </li></ul></ul><ul><li>Reach out </li></ul><ul><li>Meet expectations </li></ul>
  18. 18. Recap <ul><li>User conversions begin with the user </li></ul><ul><li>It’s not about what you want </li></ul><ul><li>Help users find the information they are seeking </li></ul><ul><li>Ask for customer information </li></ul><ul><li>Don’t disappoint </li></ul><ul><li>Use analytics to determine what works and what doesn’t </li></ul>Photo Credit -
  19. 19. Questions?
  20. 20. Learn More <ul><li>SEO Vision Blog - </li></ul><ul><li>Webinars – </li></ul><ul><ul><li>Next week – How Search Works </li></ul></ul><ul><ul><li>In 2 weeks – Does Your Business Need to Use Social Media? </li></ul></ul><ul><li>Call us! 1-877-425-5932 (HALL-WEB) ‏ </li></ul><ul><li>[email_address] </li></ul>Follow Hall: @Hall_Web Follow Jenika: @jenika29
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