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Transcript

  • 1. TIP! TIP! TIP! Life After Hummingbird: 7 Tips For Inbound Sales TIP! TIP! TIP! TIP!
  • 2. Why do customers visit your website? Most likely it’s because they have a problem they are trying to solve, and they are looking to your business for help.
  • 3. But since late 2013, millions of websites have seen a drop in traffic. (A whopping 90% of searches)
  • 4. But shhhh, it’s ok. Buyer behaviour is changing, so Google has too.
  • 5. Research has shown us over and over again that just about every B2B purchase starts with a search online
  • 6. Instead of consulting a sales rep, they’ll simply ask Google. (This has led to their biggest update in 12 years)
  • 7. With Hummingbird, is trying to get better at listening. At understanding the meaning behind what users are looking for. Google Search I’m Feeling Lucky
  • 8. Unfortunately, this means what USED to drive prospects to your website may no longer be getting you results.
  • 9. These look like they’re highlighted rather than being crossed out Boring Content Keyword Stuffing Article Distribution Duplicate Content Link Swapping Static Websites
  • 10. Inbound methodology is now fundamental for attracting and converting leads.
  • 11. In general, you can boost your lead generation by offering prospects high-quality content that is relevant, engaging and addresses the problems they’re searching for...
  • 12. Wait... huh? Don’t worry We’ve put together 7 quick tips to get you on your way with (W)INbound sales
  • 13. 1 Consider your sales goals:
  • 14. Fill your toolkit with content to nurture prospects through to purchase. (Think along the lines of attract, convert, retain.)
  • 15. Understand your customer cust-om-er (noun) a person who purchases goods or services from another; buyer; patron. 2
  • 16. Your collateral should aim to address their challenges. ? ? What are you helping them solve? Why do customers need your product? ! Consider asking some existing customers, or lurk relevant LinkedIn Groups.
  • 17. 3 Think about language.
  • 18. Hummingbird is geared for people, not robots. BE CLEAR. Consider alternative phrases that describe what you do and that people actually use. Avoid jargon-y content where you can.
  • 19. 4 Go beyond the b log.
  • 20. Content can take any form, whether it’s a SHORT VIDEO CASE STUDY INFOGRAPHIC A GUIDE
  • 21. 5 #GetSocial
  • 22. Get your content in front of the right people. Who knows, it may go viral! probably not though...
  • 23. Hummingbird looks for social proof that your content is good quality. Be strategic. Find out where your prospects spend their time online, and engage with them there.
  • 24. Keep Regular Keep Regular Keep Regular Keep Regular Keep Regular 6
  • 25. There’s a direct correlation between how often you post new content (such as blogs), the quality of your search results and the amount of traffic and leads.
  • 26. Set regular regular regular regular regular regular regular posting schedules and ensure you have the resources to follow through.
  • 27. Don’t give up if you don’t see immediate results. Blogging has a compounding effect and requires commitment.
  • 28. 7 Convert your traffic
  • 29. Once you’ve gone through the effort of creating great, compelling content, you need to give your prospects a clear path through the funnel to purchase.
  • 30. Use Calls to action (CTAs) to promote an offer, demo, or even just more information to help them move to the next step.
  • 31. BONUS TIP Don’t be dull. Informative content doesn’t have to be dry! Be relevant, informative and engaging and Hummingbird will reward you with traffic.
  • 32. Want more tips on attracting and converting leads online? Check out our free guide on B2B lead generation for a complete list of tips and advice! VIEW GUIDE