Prospecting on the Digital world Usually when we think about sales, we also think about prospecting and bringing more customers and more sales for our business. Another topic to be discussed is how to retain this customer that will generate sales in the future and help you to establish your business. But have you thought about how prospecting have changed? And how quickly those changes are happening? Nowadays, prospecting is part of the digital world and you have to understand and learn which marketing tools are efficient for your business to generate sales, branding awareness, establish your business in the market and towards to the competition. All business are trying to adapt as quickly as necessary and the sales process has to follow the same flow to finding new ways based on new structures that are impose by the digital world. The biggest change is the buy act itself and how buyers are deciding what, when and how to buy. The biggest change is that 90% of the buyers are buying online. Not only buying but searching, learning, finding what others are buying and why, other buyers' opinions, assessing what features are important for them, trying to find out if your product or services is worth for their money. They want to be smart on how to spend their money. Evolution and prospecting Prospecting is a task in evolution and it is being redefined. At this moment, if you are thinking about sales, you are thinking about "how am I going to reach my customers". Not a very long time ago, business spent money on yellow pages, newspaper adverts, magazines and telesales or telemarketing. Now, you should know how healthy is your database and how to use this to make money retaining your clients. The database could be evaluated on clients who you have a business relationship and the one that you do not have the relation at all. if you have a business relation, you think about retain and grown. If you do not have any relation, you need to start the relation first. And try to forget cold calls. Today, cold calls is the worst way to "open the door" - customers find cold calls annoying and inconvenient and do more harm than good. Cold calls are not dead, just changing. A phone call is part of narrowing the relationship and bring the customer near to you. Online sales are evolving constantly because of the new technologies and habits. And online sales is all about social media - Youtube, Facebook,Twitter, etc - and how you can develop different ways on creating a more sophisticate way to buy. Nowadays, Youtube is the third most visit website in the world with billions of videos to an audience of more than 1 billion of users every single day, generating millions of hours of videos and dollars. Facebook is being used as an "open door" for the sales funnel where you can detect the first point of a buyer cycle based on exchanging information and presenting your products in a more dynamic way. With all the new digital evolution, our time in prospecting needs to be spent in finding, attracting and connecting with your potential customers. Our prospect and customers are online and our connection should be there and speaking the same language - customers are more sophisticate and educated what makes the decision process much more complex. Some important points about your clients
And how can I distinguish my company on this market? The simple answer is "put yourself on their shoes and consider the sales steps". For example, if you are going to buy a car, probably you will search for keywords "buy a car" "new car" "buying car" etc and with the answers, you will received a LOT of info such as prices, best cars in 2016, best features, colours, and you will have to narrow your search. And after that, you probably will open 3 websites to check all info collected before you make a decision. How many times you buy something after received an email with offers and discounts? Usually, even you do not need to buy at that exactly moment, you will buy if the offer/discount base on the need to save money. Need X Prices Usually, customers buy when they need. However, you also buy when you have an unmissable offer/discount in front of you. That's an impulse based on your need to save money or get a bargain. The price became relevant and exceeds the need. Nowadays, you can engage with your customer when you offer quality with price without losing the buying cycle that you have started. The secret to increase your sales is offering quality information about your products and services and how your customer will received this information. You can generate interest on your company through social media and sales funnel (or email marketing campaign) presenting your benefits and developing the relationship necessary to capture the customer attention. if you need more help or info about how you can increase sales , drop us an email: [email protected] Thank you! Candyce xx
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Google Adwords Keyword Planner It is important knowing that the Keyword Planner is a tool to help you to identify keywords and combinations to help you SEO and Adwords strategy. However, keeping in mind that this tool was designed for Adwords Advertisers, so some features won't be useful for you. The two main purpose are:
First Step - create an account Create an account - go to the website and sign in creating an account (Gmail). Follow the steps, enter basic business information and that's it :) Then, you go on your Google Adwords Home and pick Tools and then, Keyword Planner. Second Step - choose your goal Basically, you will use three tools for SEO focused keyword research:
Now, we are choosing "search for the new keywords using a phrase, website or category (see below) Third Step - Search for New Keyword and Ad Group Ideas That's one perfect tool for finding new keywords - easy and straightforward. When you choose this one, a menu appears with a list of options. Here you have to fill with your information that will allow this generate your keywords. The kind of product your are offering, your landing page, product category, and targets.
Here, probably, come to your attention "Negative keywords". Here is where you can add keywords that you don’t want to advertise on. This is only applies to Adwords In your product category, you will find a range of categories where you can add the closest. Clicking "Get Ideas" you will move to the next page where information about keywords will be available for you. You start seeing the search volume trends, breakdown by location, breakdown by device, etc... Picking Keyword Ideas, you want to have a look on competition and bidding (click on the ? button) Tips here:
You can also Customize your search (see below) clicking on the edit (pencil button). I am going to write more about Google Adwords Keyword Planner soon.
Keep in contact dropping us an email [email protected] or join us on our Facebook Group @businesswomanclub Candyce xx The most effective ways to generate quality sales leads are a mixed of traditional and modern strategies to get that healthy number of leads to be able to generate a healthy business. Nowadays, social media platforms like Facebook, Twitter, LinkedIn and Instagram or Pinterest could be so effective or even more than a cold call (telemarketing). Also, webinars, search marketing and telemarketing when it is targeting the right audience/ niche. When thinking about lead generation, it would be smart to have more than one type of activity. Create a strategy to applying different ways to generate as much sales as you can possible need. But how can you determine which method or media would be the best for you? Testing is the answer. Testing and measuring to be able to determine where you should put your money. SEO and PPC This is the most effective way to generate leads for B2B companies or service-based. You can drive more traffic through PPC using target keywords and long tail highly targeted. And when you identify your keywords, you can create content with it to start generating traffic and leads for this terms. Providing content According to Google, tech buyers consume an average of 14 pieces of online content before making a buying decision (as opposed to just eight to 10 for the typical buyer). So when you provide informative content, actually, you can generate leads during the buying process. For example, ebooks, whitepapers, case studies, demos, blogs, makes you "sell" leadership and how you understand the topic or the system that you are selling. Without selling, of course. Using LinkedIn LinkedIn conversion usually is 3 times higher than Twitter or Facebook because it has a higher percentage of professional people than the others. However, people on LinkedIn are not looking for a hard sell. Offer creative and informative content to your relevant buyers or infographics, tips and case studies. Using Twitter Twitter is all about hashtags to target your potential clients. Research about hashtags that match you product and create you own (branding). Customer Referral This is the most powerful. An existing client knows you and your product and it is the perfect way to encourage other potential clients to buy from you. Testimonials are powerful, use on your website. I encourage you to find your unique selling point and create a strategy to generate sales using different tools - test and test until you find your unique "formula". Doubts? Need help? Drop us an email. Candyce xx Another month and you are already thinking "what should I do to get more customers?"
If you are looking for new customers, you can think about some simple basic tactics that can help you to find news sales and also, retain your regular customers. People always buy. No matter if it is a good time or a bad one. They still have needs and still buying every single month and as long as you understand their needs and wants, you have the "magical key" to keeping your business afloat. Implement these three tactics successful marketers use, and you're set for success. 1. Exclusive for you Customers want it all and even more, if they believe that your product is tailored for their needs. That's why it great to research and map your customer's needs and understand the market and competition. Give you the power of the knowledge on how you can fill the gap (need). Give you time to research and think like your customer answering the hot question: why are they going to buy from you instead of your competition? Find why "I'M THE BEST DEAL". 2. Make Them Feel Good The following step is why your customers will buy your product? Just one right answer for that: because they want to enjoy the benefits you are selling. We can buy a dress because we wants to feel sexy, or a pair of shoes because we finds pleasure in collecting things. Emotions are the key element that drives purchases. Letting the customers "feel" the benefits and they will be more apt to make a purchase. Investing in Visual Marketing is always great to sell the experience - the benefits. 3. Make Contact Do not lose your customer if they do not purchase. Following up with a customer who didn't buy can be the determining factor between and "almost sale" and a satisfied, loyal customer. Simply contact them afterwards and let them know if the product is still available or offer them further information they may find valuable. You can offer free newsletters or monthly updated about products that consumers find useful and it could be the best way to inform and have the customer trusting in your company. You can use Mailchimp for your emails, Canva for you visual marketing and Google Docs for your surveys, slides and forms. All for FREE! Any doubt? Need help? Drop us an email. Candyce xx Business Woman Club Search engine marketing! OMG so complex and most of the times, so scary! Complex because it is always changing and so many trends and technologies involved to find a solution. Scary because the answer is always a complex solution for sure. Thinking about your search engine marketing strategy, you can simplify and take in consideration four basic questions that are essential for developing your strategy and activities: 1. What is your website purpose? Understand what is the purpose of your website and set goals about what you want to achieve. Answering this question will give you focus to create a more effective strategy. The purpose could be: selling things, generate leads or educate my audience. 2. Establish a plan for your Search Engine Search Engine is a tool that works. It is consistent to generate leads an sales at a lower cost comparing to traditional advertising such as TV or direct mail. For a Search Engine plan, you should have focus on: SEO - search engine optimization and PPC (pay per click) advertising. On SEO, you will be seeing on the free area on the search engine's results. On PPC, you will be seeing on the paid area on the search engine's results. To rank consistently on the search engine, you need to understand about the factors' combination that will works for your business. There is no easy way to get ranked high on search engine. Same for PPC that uses well-placed bids combined with great landing pages. 3. Conduct SEO Thinking about the changes needed to get your website high ranked, you need to understand what is the best way to achieve. Be simple is the answer, specially if you have a tide budget and a small business. Developing standards to your website and enforce it on all pages. Here is a list of SEO standards to enforce on your website: 1. Write descriptive HTML page titles that really describe the page it is on (in 255 characters or less) 2. Write a summary sentence that really describes the page it is on (in 255 characters or less) 3. Write page content that is focused on 4. Write descriptive ALT text for all images that describes the concept the image illustrates and never use images for text 5. Build all pages to comply with current web standards observed by the World Wide Web Consortium (W3C) When your web pages comply with the above standards should you start more advanced SEO techniques, including keyword targeting, 301 redirects, link building (getting more links to your site), RSS news feeds, blogs, and SEO-specific metrics and tracking. 4. PPC Advertising PPC helps you get more traffic to your website from search engine. You have to pick terms (keywords) that people search on and bid a price per click on your ad that you are willing to pay. When your ad shows up and someone click on your ad, you pay. So for PPC take in consideration those 3 components: 1. Picking keywords to advertise on (i.e. target keywords) 2. Determining what to bid for those target keywords 3. Writing copy for the ads that show up when people search Picking keywords is all about knowing what terms your customers, clients, etc. would use when searching for your product or service. The best keywords are that generate a lot of searches every month and focused enough on your business. To start, keep simple and use Google Adwords Traffic Estimator recommendations and set a low daily budget limit until you are comfortable using this tool. Writing ad copy comes down to writing a headline that people will click on, and creating compelling copy below that headline/link that will get people to click. To create best Headlines, follow what magazine covers do: focus on getting attention through eye-catching, short phrases. Using words like best, ultimate, advice, tips and number-based lists are always a catch eye headlines. Writing effective ad copy below the title/link is really about reinforcing the term(s) search for. This means using the keywords in the ad copy, and starting the copy with an action verb. Following some basic tips, you can create and evaluate your search engine marketing strategy, focusing on what matters most to execute your plans, and more effectively achieve your goals. |
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