INTERNET MARKETING DRIVES ONLINE SALES PROSPECTS TO YOUR WEBSITE THEN CONVERTS THEM TO CLIENTS.
Internet marketing is a discipline of marketing that deals exclusively with the online community of sales prospects.
Why internet marketing is so important
Buying online is a paradigm shift from in-store purchasing – but you probably already know that.
Its not as a easy as bundling your showroom into a web site and off you go. Nothing like that at all. But that’s where we can help you.
The internet enables people to easily to find out who is offering the products they are interested in. Comparing prices is a cinch – Google even helps them do that. Its also easy to see other customer’s experiences with product and supplier reviews.
This is completely different than a showroom situation where you can respond to sales exceptions; explain why your business is a better choice your them than the guys up the road and offer a deal to close the sale.
Using Internet marketing to Find Sales Prospects
Online marketing is completely different than off-line
Finding sales leads online is different from the in-store experience. In a way it’s a lot easier – if you know how.
People arent likely to be idly ‘walking by’ and bump into your website. Internet marketing to find sales prospects is far more deterministic.
Online Marketing Research
We find out what people are usually doing and looking for when they are looking online for your products.
They might be searching in Google and often using specific phrases – We call these ‘keywords’.
They might be checking out review websites – in forums asking questions…
We find out your clients typical characteristics
- Do they live in the Adelaide area?
- Are they a particular age group ?
- Is one gender the more frequent purchaser?
- Are your products priced at a premium or cost-effectively?
Targeted Online Marketing
Armed with client information, we can now track down where they are likely to be in the internet.
We then show your sales offer where we know they will be.
We’re fishing where we know the right fish will be.
Internet marketing channels
There are a number of internet ‘channels’ we can use to find your clients online:
Organic search (SEO)
Google is the heavy weight for purchase-decision research. If your website doesn’t appear in Google for typical searches, prospects won’t know you exist.
A website with good performing organic or Search Engine Optimization (SEO) will typically have 70+% of its traffic coming from Google searches alone.
Not only are Google organic searches free, but they are also the best converting traffic source to websites.
Thats a compelling reason for your website to have healthy SEO.
Once again Google is the heavyweight in online advertising with their Adwords pay per click system. Adwords allow you to get near-instant online exposure for important search terms.
AdWords also provides website banner advertising (Google calls it Display Network Advertising)
These ads can be targeted to sites where your clients are most likely to visit.
Remarketing is another Adwords feature which displays your ads in the Display Network to people who have recently visited your site, reminding them about your products and services.
Which internet marketing channel ?
Astute internet marketing channel choices can make all the difference in your sales outcomes, so it’s very important to have expertise across all channels when developing an internet marketing strategy thats going to work for you and your business
Unfortunately this is where many online campaign failures happen. Some online marketing service providers choose to specialise on just one channel such as only provide SEO Services or just AdWords advertising or solely Social Media.
The unfortunate consequence of single service internet marketers is that your online campaign won’t be as effective. The need for tight coordination and single purpose focus is lost. The other issue is that a one channel specialist sees all solutions in term sof that channel.
Succinct Ideas and our Partner Network develop and deliver balanced internet marketing programs for our clients based on their needs. Our ability to deliver on all internet marketing channels means your online marketing campaign won’t be compromised by an inability to support the breadth of online channels.
Internet marketing – Converting Prospects into Sales
Internet marketing strategies also aid in converting website visitors into sales leads or online sales transactions.
In Adelaide this is especially important as our city has a lower population than many other centres. Adelaide’s smaller market means there is less opportunity for small business, so we all need to strive harder to get sales. Getting sales and sales lead from the internet is much easier and certainly less expensive than the alternatives.
SEO includes activities such as:
SEO in Adelaide
SEO or ‘Search Engine Optimization’ is the general term used to describe the range of activities used to encourage/maximise a web site’s rank in search engine natural or ‘organic’ results. In Google these are on the mid to lower left hand side of the screen. SEO has been a key online marketing activity since the emergence of business websites.
Read more about SEO in Adelaide
Paid Search in Adelaide
Paid search principally involves paying for exposure in the internet. Paid search plays an important complementary role to organic search in providing timely and targeted online exposure. Once again the reduced number of prospective clients in Adelaide means online advertising is also generally more competitive.
Google’s AdWords adverts are displayed at the top and bottom of search screens. Google AdWords adverts are also show in participating websites.
Website Performance Measurement
True to the adage “what get measured gets done”, providing relevant web site performance measurement and reporting is fundamental to a successful web site marketing program.
A holistic internet marketing strategy encompasses all of these facets to provide a balanced and sustainable sales outcome.
Succinct Ideas provides internet marketing consulting, project based and adhoc internet marketing services across each of these activities to help your business realize and achieve a sales successful web site.
Internet Marketing Sales Processes
Here are just a couple of key sales processes that relate closely to internet marketing:
Lead generation through internet marketing
Finding new clients or lead generation is an absolutely key sales activity but it can be a tedious, costly and a personally challenging activity. A well tuned web site is an excellent sales lead generator, attracting prospective clients who are looking for your products or services right now.
Filtering out the right clients for your offerings is a process known as sales qualification. A sales aware web site enables clients to self-qualify so reducing the amount of time wasted dealing with people who really aren’t sales prospects.
A well layout web site allows visitors to quickly understand if your offerings are suitable for their needs.
Online Sales tuning
Getting lots of visitors to your site but not turning them into sales or leads? Sales tuning involves analysing your website visitor activities to see why they are not converting to sales or leads.
Internet marketing for Online Campaigning
Attract sales through promotional activities linked to your website.
Develop campaigns that target specific client segments or sales objectives using your website and internet resources to drive leads and sales.