September 18, 2012 by Bob Hill
Posted in: In this week's e-newsletter - Sales & Marketing, Industry Spotlight - Sales & Marketing, Latest News & Views - Sales & Marketing, online marketing
It’s not the quantity, but the quality, of the web leads a company generates that really counts.
Eighty-six percent of consumers agree search engines are essential to their current buying process.
Obviously, the first key for any sales or marketing manager is to maximize his or her company’s online visibility.
The second step is using these four tactics to zero in on high-probability prospects and convert them into buyers:
- Use online analytics to pinpoint worthwhile clusters of buyers. There are any number of sources you can use to gain free analytics on a daily basis (Google Analytics is probably the most well-known).
- Include a button on every landing page for online shoppers to register for more info and discount offers regarding each product. It’s a great way to increase your lead pool, while tracking what product they were looking at when they registered via your site.
- Tailor your email copy based on which page customers were looking at when they registered.
- Have salespeople follow up ASAP. Customers are generally looking to make an buying decision once they commit to shopping online. The first company that can provide answers and expedite the process will more than likely win their business.