Small Business Lead Generation Web Sites

Everyone is familiar with e-commerce web sites where people can make purchases through a shopping cart and a check out area. There is another style of site that might be useful for local small businesses. These are called lead generation or business development web sites, and it is particularly effective if the product or service offered has a high ticket price, like real estate sales, for example. Also, if the long term value of the customer is high because the customer needs to use the product or service many times over a long period, then this type of business would benefit from having one of these as well. Examples of this case would be a local chiropractor or dentist.

These sites can work in conjunction with the small business owner’s regular site, which might feature the name of the business the URL in many cases. So having a lead generation web site is not an either-or situation, and the small business owner can have a couple of web sites working for him. The lead generation site might have a URL that is general in nature, like “San Diego Dentist” for example rather than name of the business.

Many small business owners are intimidated, however, with the price of having a web site built for them. This can easily cost from $2,000 to $8,000. Unless your enterprise is gushing money, that can be a hard pill to swallow for an individual real estate agent or other small business person.

Pay-per-click advertising can be used to bring in web traffic, but these types of sites work best with generic traffic that comes from search engines which is of course free, if you know how to get this traffic. So this means that the web site developer needs to really know something about search engine optimization. A lot of site developers will say they know what needs to be done, but most have little experience with actually getting onto the first page of search engine results.

If you do succeed in generating traffic then bona fide leads and real prospects need to be developed. The technique here is to interest visitors in the offer such that they will sign up on an email list to get more information about the products or services. A series of automatic emails is then sent to the prospect giving solid and useful information that the prospect can actually use. This helps build trust and a relationship between the prospect and the small business person, hopefully leading to sales.

Small Business Lead Nurturing Success Case Study

If you’re an entrepreneur, part of a small marketing department, or a one-man marketing department, then you know it can be tough to get everything you need to get done accomplished.

Your experience, current thought, and even marketing experts will tell you that small companies, with limited budgets and resources, can be challenged to keep up. Prevalent thinking is that they can’t, and in fact shouldn’t even try. But keep reading – because we’re dispelling that myth once and for all!

If you’re interested in driving revenue, and using the internet to help, then you’re doubly challenged to figure out WHAT among all of the different tactics, are the RIGHT ones for you. Because if you don’t get it right, then you’re just going to waste your time, and still not get the results you’re after. And that supports what the “experts” are saying, and leading you to believe.

Meet Margaret Johnson, a one-woman marketing department for a $10 million dollar-a-year consulting company, and learn how she has solved the problem of keeping her company top-of-mind with customers and prospects, funneling sales-ready leads to her sales force. Learn how they landed one of the largest companies in her geography, and are delighting them and staying top-of-mind.

Here’s the part you’ll really love: She spends only ONE DAY A WEEK managing it all!

And you could too…

There were two critical things that were causing Margaret’s organization pain – not knowing whether her in-person events would have anyone attending them, and how to stay top-of-mind when prospects weren’t ready for a sales conversation when someone from Sales contacted them.

In today’s fast-paced world, it’s not good enough to meet with someone who’s not currently interested in what you’re selling, and putting a tickle in your system to contact them again in 6 months. Even if that’s what they tell you. It’s likely that their situation could change on a moments notice, and if you’re not in their thinking, you will not get the deal.

After being bombarded with media, emails, and news about how you’ve got to be present in social media, Margaret set up a Facebook Fan page and a Twitter account. She already had a blog, and the company website to also manage. She found herself trying to remember where she needed to post content and update things.

Margaret was quickly getting overwhelmed. How could she really implement effective marketing efforts that would generate leads, nurture them well, and contribute to the bottom line growth goals of her organization?

Margaret started to map out everything. She had a blog, and that had an RSS Feed. She found a way to update her Twitter account based on the RSS feed from her blog. She also hooked up that RSS feed to her Facebook Fan page. But now, how could she generate more leads, and stay top-of-mind? That only relieved her from figuring out how to manage two of the social media aspects of things.

She realized that she could segment her RSS feeds and publish them to her website, effectively adding content to her critical pages that needed to be refreshed on a regular basis. And people could subscribe to her RSS feeds and get updates via email. There were some tools, that provide this specific ability – but then the people who sign up through those vehicles are kept in that system, with the opt-out and bad email information, rather than in her lead database where she could see how they are responding to the emails and also trigger appropriate event invitations. So using a point-tool like that wasn’t a solution – it only added more work.

Margaret was using a marketing automation toolset, and she realized that she could use an RSS feed capability from her marketing automation system to define her blog feed, and then publish them to her website. She could also set up emails, within that same toolset that pulled from those RSS feeds, so she could send emails to the contacts that wanted email updates, if there was any new content available from the feeds. If there wasn’t, then no emails would be sent. She realized she could set up her emails one time, set them to go out every 14 days, and they’d automatically pull fresh content from the feeds she identified for each email.

Best of all, implementing her “system” in this way, ensured that ALL the leads, and their responses to her marketing, were all in one place – so she could score the leads as well as segment them even further based on how they responded, not only to the emails, but on what materials they have downloaded from her website, which pages they have viewed, and which events they’ve attended. She set up nurturing sequences (a set of timed emails) that trigger based on a lead’s response to any number of specific lead activities. She now has emails going out every 14 days to her leads, plus other nurturing sequences that can be triggered based upon a lead’s activity.

The value of keeping her leads in a single database, and tracking their activities — and then having the tools available that allowed her to automate her marketing efforts, has literally saved her from adding another full time marketing person to her staff to help implement and manage their marketing efforts.

How’s it going? She is getting positive feedback from customers and her sales folks – because her company is top-of-mind, and closing more business! She is able to quantify her contribution to her company’s growth.

Thoughtful Small Business – Amazing Blueprint To Convert Your Knowledge Into Profits

Did you know that small business is the backbone of the economic recovery? Well, it’s true. And instead of risking being an employee of a big corporation that might downsize you anyway, you can make a lot of money sharing your expertise. Yes, that’s right. You are already an expert at some topic where people with disposable income will gladly pay you to learn your secrets. Find the pain of your market, create a viable solution, share it and watch your profits grow for your small business. Keep reading to learn other secrets of converting your knowledge into profits:

1. Get online and actually listen to people complaining. Read trade magazines or professional newsletters to listen to people’s complaints. Their complaints are revealed problems they are eager to have solved in simple and effective ways. If you can solve the problems using your unique expertise, you can make money online.

2. After you are fed up listening to the complaints, write out your solution to alleviate those complaints in brief articles about 400-450 words long. Publish those articles online by using article marketing.

3. Create a delivery system for your solutions to those complaints that is simple and profitable for you. Audio MP3 downloads, PDF reports, and videos will probably be very cost effective because if you make them digital, you can copy them at no material cost to you.

4. Also consider creating CD and DVD packages for your information products because some people prefer solving their problems using those formats. This is another way to provide your expertise for your audience and give them a way to listen to your information as they drive in their cars or go on walks or wherever they might be waiting.

5. Use teleseminars and Webinars to give prospects samples of your expert coaching techniques for solving their problems. A teleseminar is a wise use of your telephone to learn information that solves problems. Webinars are informational seminars done online over the World Wide Web. However you can connect globally with your clients and customers, I would say use those techniques that really work for you and your ideal prospects.

6. Build a list and keep selling to that list. It is easier to retain and resell to customers and clients who already trust you and know you deliver quality in your expertise.

7. Get a coach who can guide you through the process of selling your expertise online. Doing so makes great investment sense in your long-term business success.